Sales trends for 2011

Sales trends for
2011

This webinar will start at 2pm
AEST
James Thomson
SmartCompany.com.au
Sue Barrett
Founder & MD of Barrett Pty Ltd
www.barrett.com.au

James Thomson
Editor
SmartCompany.com.au

Today’s Sponsor

http://bit.ly/evBoSf

Sue Barrett
www.barrett.com.au

Culture & Campaigns Consulting Talent Barrett 28 Day
Capability & Training & Coaching Research Sales Challenge

Welcome to

12 Sales Trends
Presented by Sue Barrett,
Webinars 2011

T +61 3 9532 7677 PO Box 277
F +61 3 9532 7388 Caulfield South
©2011 BARRETT
www.barrett.com.au VIC 3162

12 Sales Trends Agenda

•Rethinking Solution Selling

•Rethinking traditional incentives and rewards

•Collaboration & Creativity: why sales is a team sport

•Sales leaders are the key

©2011 BARRETT Specialists in 21st Century Sales Mastery

the company secretary slower pace

local markets
local manufacturing

the order sheet
she’ll be right mate
customer loyalty 1970’s product features
company car

product focus

Build database

Close the deal
BIGGER
the long lunch

CALL
ME
greed is good product
benefits

1980’s
mobile communication

shoulder pads
the car
word processing

the rise of the corporation
solving problems

big commissions
doing deals
high stress
Get smart

recession 1990’s
email
the mobile phone

trust me

teamwork security
values alignment

Sell the way the
Be informed customer needs to buy

Frequent flyer
online
2000 anywhere
client partnerships going global

e-volve web 2.0

the new
2011 transparency& ideas
knowledge
&
TRUST
Beyond blogging
create & innovate

Global collaboration
listening
digital

people power get personal
sales 2.0

connect & collaborate everybody lives by selling
something

The Evolution of Selling

1970’s 1980’s 1990’s 2000 2011+
product product aggregation sell the get
features benefits of products way the personal,
customer get
needs to creative,
buy collaborate

Solution Selling is now a commodity sale

products solutions collaboration & creativity
meet solve produce
needs problems ideas, innovation & results

Automation reduced products & solutions to People are willing to pay for this
Commodity Purchases


Rethinking Incentives & Rewards

If you reward something you Monetary incentives improve

facts
myths
get more of what you want performance for mechanical
tasks only
If you punish something you
get less of what you want Monetary incentives result in
poorer performance for
cognitive &/or creative tasks

21st Century Selling is a
Cognitive / Thinking /
Creative Function



fact fact
• Money is a motivator at • Pay people enough to
work so if you do not pay take the issue of money
enough they will not be off the table so they are
motivated to work not thinking about
money and you will get
better performance



Purpose

Mastery

Autonomy

‘Drive, the surprising truth about what motivates us’, Danie


• Used when difficult to assess sales force activity and performance or
Straight salary when team selling is important i.e. complex selling

• Paid % of sales or gross profit – rewards people from accomplishments
Commission only rather than effort

• Used to provide more income security while bonus gives added
Salary plus bonus incentives. Usually paid annually and based on sales quote or
gross margin

Salary plus bonus & • Comprehensive payment plans combine the stability of salary,
incentive of commissions and the special reward of bonus
commission
• Team selling is becoming more critical as business becomes more
Team selling complex


Sales Is Now A Team Sport


The Sales Leader – International Research

• Most Sales Managers reported that they were given no formal
training in Sales Management practices, either before or during
their tenure as a Sales Manager.

• When Sales Managers were more frequently and better trained
and coached then their sales teams achieved higher performance
and results.

• In no other type of sales training was a more positive correlation
found between frequency of training and sales performance.

ASTD Research Study 2009


The Sales Leader - Coaching On average, teams that
report receiving more than
Teams not 3 hours of coaching per
receiving coaching month exceed their goals by
underperform by 7%
a significant
margin

120% 107%
100% 90% 92%
% to goal
80%
High
60% Average
40% Low

20%
0%
< 2hrs 2-3 hrs 3+ hrs
Source: Sales Executive Council Coaching hours per month


21st Century Sales Leader
strategic
action

technology coaching

sales leadership
effectiveness

global team
perspective building

self mgt


For more help

If you want to talk to someone about developing
Sales Mastery contact us on:

(+61) 03 9532 7677

contact@barrett.com.au

www.barrett.com.au

Remember everybody lives by selling something


About Sue Barrett

Lead sales writer for
www.smartcompany.com.au
Business Advisor, Speaker, & other publications
Founder & Managing Qualified Coach, Facilitator,
Director of Barrett, est.1995 Trainer, Writer, Interviewer. (local & international).
Over 200 published articles
to date.

1997 Winner of Telstra & Finalist 1998 & 2001 Telstra ACE Sponsor,
Victorian Government Small Inducted into the Business
Business Woman of the Victorian Institute of Sport
Business Award Women‘s Hall of Fame 2000
Year Awards (VIS) since 1991

Interviewed over 8,000 sales Mother to 2 boys, partner,
people and sales managers for Built 1st Australian Sales competitive swimmer &
recruitment purposes. Currently researching &
Competency Dictionary & hockey, enjoys painting &
Assessed over 70,000 people in interviewing high performing
profiled & mapped 100+ performing in theatre, a
sales & leadership. women for her 1st book
Trained over 15,000 people in different types of sales & keen practitioner of yoga &
‘Sell Like A Woman’
sales, sales leadership, teams & sales leadership roles meditation, & passionate
culture. CATS supporter


Sales trends for 2011

Recommandé

Recommandé

Contenu connexe

Sales trends for 2011