some killer slides
DESCRIPTION
Dont we all have a few "killer slides" to use in quickly pulling a pack together. Here are fewTRANSCRIPT
A few “killer slides” (well as far as I see them)
I would hazard a guess that most CEOs see IT investments as a “strategic necessity,” but see
training expenses as “a necessary evil.”
Do we have an Execution Gap?
Execution GapVision Customers
Management may havea vision...
...of a customer experiencethat delivers value
But the frontlinereality is often...
...a delivery team lacking the clarity, ability,and support to execute effectively.
Performance Coaching
120%
100%
80%
90% 92%
107%
< 2 hours pm 2 to 3 hours pm
3+ hours pm
Teams receiving little or no coaching under perform by a significant margin
On average, teams that report receiving more than three hours coaching per month exceed their goals by 7%
Source: Sales Executive Council Research 2005
120%
100%
80%
90% 92%
107%
< 2 hours pm 2 to 3 hours pm
3+ hours pm
Teams receiving little or no coaching under perform by a significant margin
On average, teams that report receiving more than three hours coaching per month exceed their goals by 7%
Source: Sales Executive Council Research 2005
Communications is core to building confidence and resolving concerns with the
staffIngredients Needed for SuccessIngredients Needed for Success
VisionVision + IncentivesIncentives+ ResourcesResources+ SkillsSkills + Action PlanAction Plan= SuccessSuccess
OutcomeOutcome
VisionVision + IncentivesIncentives+ ResourcesResources+ SkillsSkills + Action PlanAction Plan= ConfusionConfusion
VisionVision + IncentivesIncentives + ResourcesResources+ SkillsSkills + Action PlanAction Plan= No / slow ChangeNo / slow Change
VisionVision + IncentivesIncentives + ResourcesResources+ SkillsSkills + Action PlanAction Plan= FrustrationFrustration
VisionVision + IncentivesIncentives + ResourcesResources+ SkillsSkills + Action PlanAction Plan= AnxietyAnxiety
VisionVision + IncentivesIncentives + ResourcesResources+ SkillsSkills + Action PlanAction Plan= False StartsFalse Starts
xx
xx
x xxxxx
Communications = Conversations
Staff want information rather than a promo piece
They want to hear real information and be able to ask questions
So the aim is for a conversation + agent enquiry email
Sales Accelerator- Using WILO methodologyA consistent process that brings rigor and accountability to managing the customer experience across product silos and channels of distribution.
ActivityAssessment
ActivityDeployment
Trend-BasedAnalysis
Team andIndividual
Development
A x E = R
• Results to plan?
• Activities to plan?
• What does this tell us about effectiveness?
• What will we do differently?
• Analytics-driven management guidance and coaching
• Critical priority activities with success measures for producers
• Resource allocation
• Peer-based accountability
• Assessment of success measures
• Accountability for activity completion
• Key tactical insights
• Tactical management coaching for gaps
• Identified development opportunities based on Analytics
• Targeted product knowledge and skill development for gaps
• Preparation for key activities
• Cross-line of business account penetration