Sales Excellence

1. Sales Excellence Framework Ari Kabarganos, MD Ariston Group www.aristongroup.de

2. What is important to b-2-b customers? 39% 22% 21% 18% Source: The Chally Group 2006

4. “ Creating value for the customer is the only purpose of any company.” Peter Drucker What do others say?

5. ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? “ Who defines at the end what sales excellence is?"

7. Translating customer wants to critical sales skills 59% 24% 21% 19% Source: The Chally Group 2006 10% 9% 6%

9. Some of the “obvious” sales competencies?

10. ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? “ What about the other not that obvious competencies?"

13. Sales support Sales cycle Creating opportunities Effective communications Know your markets Customer Management Sales Standards Key purpose To create, build and sustain mutually beneficial and profitable relationships through personal and organisational contact Finance for sales Plan for sales success Developing and managing customers Management and team leadership for sales

14. ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? ? “ How do we manage all these competencies and our sales excellence program?"

15. Performance Management standard minimal exemplary Percent of workforce minimal Top Performer Percent of workforce Level of performance new standard Percent of workforce

16. High Performing Organization Individual Team / Process Organization/ Enterprise The Performance Domains The more alignment that occurs at the individual, team / process, and enterprise level, the greater the chance for high performance! Individual = What will be different at the employee level? Team / Process = How will teams need to behave differently & processes changed? Enterprise = What will the future organization look like, feel like (culture), perform like?

17. The role of sales management

18. The Performance Management Process

20. The Two Parts of Organizational Change The Hard Part The Soft Part Processes, Procedures Measurement, Metrics, Structures, Tools, etc. The Ideas, Fears, Excitement, Resistance, Attitudes, Buy-in, of the People who do the Hard Part.

21. MSSSB= Marketing & Sales Standards Setting Bodies