peter strohkorb consulting international introducing the oneteam method

© 2014 Peter Strohkorb Consulting, all rights reserved

Introducing the

OneTEAM Method

“How to stop losing sales in today’s challenging

business environment.”


Poor Sales and Marketing team collaboration:

What are some of the Symptoms ?

Too many sales reps

are not hitting their

targets

Sales reps can’t find the right

content and are creating their

own marketing material,

instead of selling

Too many sales are lost, or

are stuck at ‘Wait and See’

New sales reps take

6 months+ to ramp up

There is too much price

discounting

Marketing has poor

visibility of what collateral

the sales reps use, or how

they use it

Marketing is reactive to the

more vocal sales reps

instead of supporting all

Us and Them’ attitude creates

an unattractive work

environment with poor staff

morale creeping in


What do other Experts say ?

“67% of sales professionals do not achieve their

personal sales quota.”

- The TAS Group

“~60% of sales pipeline is stuck with no decision

pending.”

- Qvidian

"Only 25% of sales leads and collateral that Marketing

creates is ever used by Sales teams.“

- IDC

“Less than 35% of a sales rep’s time is spent selling.”

- CSO Insights

“Almost 78% of newly hired sales reps take 6 months

or longer to become fully proficient at selling.”

- Accenture, Connecting the Dots on Sales

Performance


Our Research shows:

0

0.1

0.2

0.3

0.4

0.5

Non-Growth Organizations Growth Organizations

65%

35%

Comparison of Business Success in Organizations with Poor Sales+Marketing Collaboration

“Organizations with low

Sales + Marketing Collaborationalmost double their risk of declining sales.”


Some Outcomes of

Sales Productivity Improvement Initiatives

Better communicate value

in selling process

Making selling resources

more accessible and

aligned to buyers

Make sales process more

consistent

Improve top rep retentionImprove customer

retention

Visibility into what’s not

working


So, how can we raise Sales Productivity?

6

87% is forgotten within 30 days (Ebbinghaus)

Risky, and ramp up time is costly ($60k+ for the first 6 months) (Forrester, et al)

Stuffing more leads into the sales funnel will not resolve a sales productivity problem (Peter Strohkorb Consulting)

MOREsales training?

MOREsales reps?

MOREsales leads?

NO

NO

NO


So, how can we raise Sales Productivity?

We need a holistic Program that addresses all three dimensions of

the issue:

The “Productivity Trinity” of

• People first,

• Processes second, and

• Technology third.

7


Introducing the OneTEAM Method

A holistic Framework to vastly improve Sales

Productivity through tighter Collaboration

between Sales and Marketing teams.

8



Marketers now understand what they need to do to better supportSales. They have stopped spending time and effort on things that Salesdon’t use or value. They now feel appreciated by Sales.

Sales people can now focus on selling. They have recovered the timethey used to spend on creating their own marketing collateral and onsearching for the right marketing content. They feel supported byMarketing.

Sales Reps become more effective. Having the right collateral at handwhen they need it makes them more credible in the market, resulting inmore closed sales, higher margins and better retention.

Everybody wants to work in a collaborative organisation. Your newteam environment attracts high performers, lifting quality and moraleacross the entire organisation.

OneTEAM Method Results

9


What is the Business Potential?

10

Sample Calculation 1: Lift lower tier sales reps’ productivity by just 5%

1st Year 2nd Year 3rd Year 3 year Total

Annual Sales Target (assuming 8% growth p.a.) $100,000,000 $108,000,000 $116,640,000

# of Salespeople 40 40 40

Sales Team Performance Categories

Top Sales Team Revenue Contribution 50% $50,000,000 $54,000,000 $58,320,000

2nd Rate Sales Team Revenue Contribution 35% $35,000,000 $37,800,000 $40,824,000

Bottom Sales Team Revenue Contribution 15% $15,000,000 $16,200,000 $17,496,000

Total Actual Sales 100% $100,000,000 $108,000,000 $116,640,000

Sales Effectiveness of the 2 bottom teams increased by just 5% p.a.

Revenue $102,500,000 $110,700,000 $119,556,000 332,756,000

Revenue Increase $ $2,500,000 $2,700,000 $2,916,000 $8,116,000



11

Sample Calculation 2: Reduce reps’ discounting by just 2%

1st Year 2nd Year 3rd Year 3 Year Total


How many Salespeople ? 40 40 40

Avg Discount Given before OneTEAM Method 5% 5% 5%

Avg Discount Given with OneTEAM Method 3% 3% 3%

Additional Sales Revenue p.a. $2,000,000 $2,169,000 $2,332,800 $6,501,800

Improved Profit p.a. (assuming 40% sales margin) $800,000 $867,000 $933,120 $2,600,720



12

Sample Calculation 3: Just 5% more sales deals won, or 5% fewer ‘Stuck’ deals



Avg Sales Price per Solution $20,000 $20,000 $20,000

Avg. Sale Closing Rate (assuming 5% improvement p.a.) 33.3% 35.0% 36.7%

Additional Sales Revenue p.a. $3,333,350 $3,510,019 $3,688,761 $10,532,130

Improved Profit p.a. (assuming 40% margin) $1,166,673 $1,228,507 $1,291,067 $3,686,246



What is the Business Risk ?

13

Sample Calculation 4: Just 5% fewer sales deals won, or 5% more ‘Stuck’ deals


Annual Sales Target (assuming 8% increase p.a.) $100,000,000 $108,000,000 $116,640,000

Number of Sales People 40 40 40

Avg Sales Price per Solution $20,000 $20,000 $20,000

Avg. Sale Closing Rate (assuming 5% decrease p.a.) 33.33% 31.67% 30.08%

Lost Sales Revenue p.a. $3,333,350 $3,690,017 $4,077,558 $11,100,925

Lost Profit p.a. (assuming 40% margin)$1,333,340 $1,476,007 $1,631,023 $4,440,370



Greater Sales Productivity delivers the following Outcomes:

• Financial : Faster closing rate, higher margins, fewer lost sales, higher revenue, more profit

• Strategic : More responsive, nimble and competitive business, ready to deal with change at lower risk

• Operational : More efficient processes, lower cost, fewer errors, less delay

• Cultural : High performing teams in more collaborative environment, better staff engagement, higher job satisfaction and staff retention


OneTEAM Outcomes


CSO Insights 2013 Study*

15

*CSO Insights 2013 Sales Performance Optimization Study

During the coming year what, if any,

sales effectiveness initiatives will your

company be undertaking to improve

sales performance


The OneTEAM Method At a Glance

NOWSales feels

under-supported by

Marketing and is not achieving

the targets

Blame and finger-pointing

disengage your high

performers

Marketing produces sales collateral but

is uncertain of what really

works

FUTURE Marketing understands what works and is now

highly appreciated

The new collaborative

team environment attracts high performing

talent

Sales now hits the targets and

feels better supported

High Level

• Benchmarking

• ROI Estimate

• Opportunities

High Level

• Situation

• Problems

• Opportunities

360 detailed Snapshot

• Sales

• Marketing

• Customers

Remediation

• People

• Processes

• Technology

• Ongoing Improvement

Free 5 minute online

OneTEAM Method ROI Check and Self-

Assessment Test

Free 1 hour face-to-face

OneTEAM Method

Discovery Session ($695 value)

60-90 days

OneTEAM Method Opportunity Assessment

3-12 months

OneTEAM Method

Implementation

Free Services Assessment Implementation


+61 411 865 301

[email protected]

More information is at

www.ps-consulting.com.au

Contact UsTHANK YOU

mailto:[email protected]

http://www.ps-consulting.com.au/

peter strohkorb consulting international introducing the oneteam method

Business

sales leads

sales teams

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