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Similaire à C level involvement (20)
Plus de Christian Maurer (7)
C level involvement
- 2. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
Sales Managers Dilemma: Where to put the
Focus
People Business
- 3. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
Sales Managers Dilemma: Business or People
1:1 Coaching
Ride Along
Role Plays
Training
Forecast Reviews
Contest/Ranking
Discount Approvals
People Business
- 4. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
Focus is not constant
months
1 2 3 4 5 6
People
Business
- 5. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
Performance Formula
Performance = Mindset*Context*(Skills+Knowledge+Process)
- 6. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
Traditional Focus for Performance
Improvement
Performance = Mindset*Context*(Skills+Knowledge+Process)
- 7. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
Where Focus for Performance Improvement
Should Be First
Performance = Mindset*Context*(Skills+Knowledge+Process)
- 8. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
The C-Level Mindset Provides Context for
Managers
Context
- 9. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
Conflicting Priorities
CEO
Manager Manager
Revenue
ROI
Systems
People
Revenue
Process
Conflict
- 10. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
Management Focus: Beginning of the Quarter
Actual Goal
People
- 11. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
Revenue Growth per Quarter
months
1 2 3 4 5 6
- 12. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
When the C-level Starts Looking
months
1 2 3 4 5 6
- 13. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
The focus is Shifting
People
Actual
Goal
Business
Middle of Quarter
- 14. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
Based on a Lagging Indicator
$
t
Goal
YTD
- 15. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
Conventional View: “OR” - Thinking
People
Business
Stuck in Middle
- 16. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
16
Progressive View: “AND” - Thinking
People
Business
© 2010 Christian Maurer, used with permission
- 17. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
The Instrument for Progressive View:
Customer Centric Funnel – Business Aspects
Velocity
ConversionRates
Pain
Develop vision
Look for suppliers
Preliminary discussions
Pre-select suppliers
Final negotiations
- 18. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
The Instrument for Progressive View:
Customer Centric Funnel – People Aspects
Qualification!
Needs,
Budget
CustomerSalesperson
Develop vision
Look for suppliers
Preliminary discussions
Coaching
Need
- 19. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
Have them Trained vs.
Manager
Trainer
Rep
Rep
Rep
Rep
- 20. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
(Train)/Coach Them
Manager
Rep
Rep
Rep
Rep
- 21. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
21
Only Expect what you Inspect
- 22. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
Action C Level Should Take
• Align all levels with the same focus
– People/development/coaching a priority
• View systems/processes as tools – not the final answer
– They provide feedback, not results
• Develop a culture of mentoring/coaching at all levels
– Executives are also in continuous development mode
- 23. The Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive ResourceThe Ultimate Sales Executive Resource
© 2011 Christian Maurer All rights reserved
c_a_maurer@ceoexpress.com
http://ultimatesalesexecresource.blogspot.com/