Sales Performance: A Reality Check

Overview ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

DePaul University ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Center for Sales Leadership ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Drivers of Change Trailer and Dickie – Harvard Business Review – July/Aug - 2006 Elusive Decision Makers ,[object Object],[object Object],[object Object],Divergent Sales Cycles ,[object Object],[object Object],[object Object],High Level Skill Sets ,[object Object],[object Object],[object Object],Instant Information Availability ,[object Object],[object Object],[object Object]

What is the impact? ,[object Object],[object Object],[object Object]

How are we doing? Accenture and The Forum Group, 2004 Even in high performing organizations, 56% of executives rate their sales force as mediocre !

High Performing Sales Organizations

Performance Traits ,[object Object],[object Object],[object Object],[object Object],The Forum Corporation - 2004 Research Report

Prospecting Skills ,[object Object],[object Object],The Forum Corporation - 2004 Research Report

People Skills ,[object Object],[object Object],The Forum Corporation - 2004 Research Report

Clear Climate ,[object Object],[object Object],The Forum Corporation - 2004 Research Report

Nuts and Bolts Execution ,[object Object],[object Object],The Forum Corporation - 2004 Research Report

Best and Worst Practices ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],The Forum Corporation - 2004 Research Report

Management Challenges ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],“ Understanding What Your Sales Manager Is Up Against” Trailer and Dickie – Harvard Business Review – July/Aug - 2006

Companies tell us they have… ,[object Object],[object Object],[object Object],[object Object],DePaul University Corporate Interviews 2004-2005

A talent war is beginning… Median Age of Work Force US. Bureau of Labor – Monthly Labor Review – November, 2007

over fewer replacements… US. Bureau of Labor – Monthly Labor Review – November, 2007 Companies will lose 40% of their senior talent % Change in Labor Force (2006-20016) Inadequate to replace needed talent

… trends aren’t encouraging. ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],*DePaul University Omnibus Survey 2006-2007

Talent Management ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Performance Metrics ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Technology Tools PROSPECTING CUSTOMER RELATIONSHIP MANAGMEMENT PERFORMANCE MOTIVATION COMPENSATION

Prospecting ,[object Object],Company business data Personal information and contacts Industry information and profiles Selling information section Integrated with SalesForce.com

Customer Relationship Management ,[object Object],Internet based on-demand data Lower capital and maintenance cost Tied into corporate database with live feed Large software library on AppExchange

Performance ,[object Object],Internet based on-demand data Tied into corporate database with live feed Correlates performance and behavior Integrated with SalesForce.com

Motivation and Compensation YOU NEED TO CHANGE YOUR ATTITUDE! IF YOU JUST HAD A DIFFERENT ATTITUDE YOU (FILL IN THE BLANK)

Here’s it really works! MOTIVATION BEHAVIOR ATTITUDE

Motivation Changes Behavior ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Motivation and Compensation ,[object Object],[object Object],Provides timely clarity to sales force Flexibility to change plans mid-stream Rapid forecasting and analysis Integrated with SalesForce.com and SAP

Sales Performance: A Reality Check

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Sales Performance: A Reality Check