Many organizations have been in a befuddled panic in this recessed market, but the secret to business survival and growth has not changed. The stakes for ignoring it, however, are much higher now. I gave this presentation to an invited business audience at The Russ Berrie Institute for Professional Sales at William Paterson University, Wayne, NJ, 8/4/2009.

1. Sales Leadership Leading High Functioning Sales Teams in Lean Economic Times with Ernie Young

2. Sales Leadership Challenges Vision Management Mindset Team Building Solutions

4. Bankruptcies

5. Tighter credit and budgets

6. Increased unemployment

7. Fewer prospects

8. Prospects more cautiousCan we survive? More sales!

10. Drives market share

11. Sets up profitable customers

12. Creates jobsGet and keep customers!! How?

13. Challenges Whatdoes it take to transform your customer experience into a competitive advantage?

14. Challenges Success in establishing a competitive advantage is the direct result of your service team’s ability to createvalue for yourcustomers.

15. Challenges How do yourcustomers measure the valueyou create?

16. Challenges + BENEFITS - COST =value

17. Challenges In a highly competitive and commoditized market, creatingvalueis largely a by-product of the day-to-day performanceof your sales team.

18. Challenges KEY QUESTION How can you insure that your sales teamconsistently outperforms your competitors? Is it Management?

20. Organize effort

21. Acquire resources

22. Direct the work

23. Control resultsNecessary, but we need something else!

25. It takes full advantage of human resources

26. It is usually missing or underdeveloped

27. It requires skillExcellent leadership gives us a: COMPETITIVE ADVANTAGE

29. Developing a Ethic-BasedProcess

30. Building LeadershipSupport

32. Vision Leadership requires a mission to a vision. Missions need goals, goals need projects, and projects need tasks.

34. New Customers

35. Professional Sources

36. Social Sources

37. Current Customers

38. Repeat orders

40. Human

41. Technical

43. Losing a customer is huge

44. Company’s vision

45. Each level’s mission Everyone must know!

46. Management Mindset Staffing Hire the right people Forecasting Accurately Use project management tools Setting Performance Standards Must be sold to be effective – WII FM Controlling Expenses Avoid reorganizations Compensate! If you pay peanuts, you get monkeys

48. The People Principle

49. Coaching

50. Motivating

51. Developing

52. Magic Communication Skills

53. Communicating Up

54. Communicating Down

55. Communicating AcrossThe goal? Customer perceived value!!

56. Team Building UNDERSTANDING VALUE Ask yourself, is your sales team focused onselling products orsolving problems?

57. Team Building VALUE SEGMENTATION High “High Business Impact but Substitutable” PARTNER ADVISER ADVISER BUSINESS IMPACT VALUE ADD SUPPLIER Low PRODUCT/SERVICE DIFFERENTIATION High Low

58. Team Building Business Impact: The degree to which your sales team links your solutions to business impacts such as sales, profitability, productivity or cost reductions. Solution Differentiation: The degree to which your product and services are perceived as unique as compared to alternative options available from your competitors.

59. Team Building VALUE SEGMENTATION High High Business Impact but Substitutable High Business Impact and Differentiated “High Business Impact but Substitutable” ADVISER PARTNER ADVISER BUSINESS IMPACT Substitutable and Low Business Impact Differentiated but Low Business Impact VALUE ADD SUPPLIER Low PRODUCT/SERVICE DIFFERENTIATION High Low

60. Team Building VALUE: Best Solution Examine the value you are currently creating from your customers’ perspective. If it’s not providing you with a competitive advantage – do something about it!

61. Team Building

62. Team Building THE RIGHT PEOPLE Do you have a predictableSuccess Profilethat helps you to consistently select people that create value for your customers?

63. Team Building Performance Driver Profile: An Assessment in 18 Dimensions

64. Team Building Performance Driver Profile: An Assessment in 18 Dimensions

65. Team Building PEOPLE: Best Solution Recruit and hire people with both the right skillsand the right attitudes, beliefs, values and traits – these individuals are most likely to create value for your customers.

66. Team Building

67. Team Building THE RIGHT PROCESS Does your sales team utilize a sales process that is rooted in ethics and values to better focus on customer need?

68. Team Building DIFFERENTIATE VALUE OF SOLUTIONS BUILD CREDIBILITY OVERCOME GAPS VALUE CONFIRM A DECISION ESTABLISH TRUST & RAPPORT ASK ABOUT NEEDS & WANTS LISTEN FOR VALUE EXPECTATIONS THE RIGHT PROCESS Approach Demonstrate Interview ValIdate Negotiate Close DECISION A I DINC

69. Team Building PROCESS: Best Solution Enable your sales team with a process that is rooted in ethics and values and provides a structure for customer need-focused selling.

70. Team Building

71. Team Building THE RIGHT SUPPORT Are your managers capable of developing the competence and confidence of your sales team so they can create value for your customers?

72. Team Building THE RIGHT SUPPORT What is the best way for your managers to improvethecompetence and confidence of their people?

73. Team Building THE RIGHT SUPPORT What is the best way for your managers to improvethecompetence and confidence of their people? COACHING!!!

74. COACHING!!! So what are the Barriers? Team Building THE RIGHT SUPPORT What is the best way for your managers to improvethecompetence and confidence of their people?

76. Competing Agendas (Time & Focus)

77. Overcoming Relationship Issues

78. Focusing on Underperformers

80. Team Building

81. Team Building THE RIGHT COMMITMENT Whatorganizationalor individualconflictsmay be preventing your sales team from creating value for your customers?

84. Team Building THE RIGHT COMMITMENT Organizational

85. Team Building Values Service- Selling Model Belief in Purpose View of Abilities Commitment to Activities THE RIGHT COMMITMENT Congruence Model Individual Gaps create conflict and disengagement. Congruence releases energy and achievement drive.

86. Team Building COMMITMENT: Best Solution Improve the engagement of your sales team by strengthening your organizational alignment and building on the personal congruence of your sales team members

87. Solutions Sales Training Increase achievement drive!!

88. Solutions Service Training The more we like ourselves, the better our human relations!

89. Solutions Leadership Training Strategic Sales Planning Executive Communication Skills Behavioral Interviewing Skills Coaching Skills It all comes down to Leadership!!

90. Solutions