3. 372 Sales Executives: Sector
representation & headcount
How many salespeople are in your sales force within your organization?
Note 980,000 companies
(500 companies > 50 mio Euros
turnover)
4. The two factors that have affected most, in
recent years, your role as Top Sales
Executive
"Greece is a mature
market"
* in a scale from 4 to 1
5. What are the most important priorities
of your department?
* in a scale from 8 to 1
6. Which is your most important concerns
about your clients?
Example: CPS companies are entering
into Pharma % vice versa
* non duplicated
7. How important are the following
attributes for a Top Sales Executive to be
successful?
* up to 3 answers
8. Rank in order of importance the
experience/ knowledge companies seek
from their Top Sales Executives
9. Rank in order of importance the
competencies companies seek from their
Top Sales Executives
Top 7 competencies
* in a scale from 12 to 1
10. For which functions are you experiencing
shortage of talent?
* up to 3 answers
11. What support functions or technologies
will be most critical to the success of
sales?
* results non duplicated based on 100 free text answers
12. Which sub-function of Sales, do you
think will be in demand the next 12
months?
3
2
1
In search for new channels/
incremental $
13. How do you feel about your
employment prospects in the next 12
months?
92.2% OPTIMISM
14. How do you think your role will be
influenced within the current financial
climate?
92.2% OPTIMISM
15. It will be strengthened, in what aspects?
1. Leadership
25.0%
2. Business 3. Recruit
Development Talent
17.3% 4. Customer 15.4%
Relationship
5. Experienced 11.5% 5. Flexibility in
People Decision
9.6% Making
5.7%
It will be weakened, in what aspects?
(7.8%)
"Reduction of flexibility in sales policies"
"Reduction of marketing investments"
"Less consumer buying power"
"Sales is the 1st to be blamed"
16. In which industry sectors, do you believe
there will be opportunities for Top Sales
Executives?
mos
t
least
* up to 3 answers
17. What do you consider you need to
develop in order to achieve your career
goals?
Career Management
* up to 3 answers
18. How important are the following factors
in your job satisfaction?
"VERY IMPORTANT"/ TOP
7
4$
New
trend
19. How interested are you in investigating a
new career opportunity?
Why would you pursue a new job/ career change?
Seek career development 58.9%
20. How do you search the market for possible
openings?
* more than 1 answer
21. Are you willing to relocate if the right
career opportunity arises?
Where would you relocate?
* more than 1 answer
23. How you Grow Client
Relationships During an
Economic Contraction?
24. Clients
Firms Are:
Are:
Demanding more value Trying to leverage their
Price + Benefits = Value complex organizations
◦ Geography
◦ Functions
Consolidating
Expanding their
Scared & Uncertain
capabilities, wanting a
stable client base
Dealing with excess
capacity
25. Working with clients during tough
times
Showing creativity & flexibility
Giving ideas for dealing with extraordinary circumstances
Helping them become more efficient in their spending
Sharing market intelligence as a way to “stay in touch”
Refocusing in your core clients
Adding value …
ABOVE ALL, REDOUBLING FACE TIME
26. The real economic returns
Level How a Client Would Describe it
1. Contact “We’ve met …”
2. Acquaintance “I’ve known him for a while …”
3. Expert “He is knowledgeable in that area, and did excellent
work for us”
4. Steady Supplier “We’ve had a relationship for a while now – they
consistently deliver”
5. Trusted Advisor “I really trust his judgment and use him as a
sounding board for tough issues”
6. Trusted Partner “I view him as a long-term partner in growing our
business”
27. Your saying!...
«Πρέπει να έχω στρατηγική, όχι να στοκάρω»
«Το κέρδος δεν είναι πια άμεσο, πρέπει να χτίσεις στη
σχέση, αν αντέχεις να το κάνεις»
«Είμαστε μοναχικοί λύκοι εμείς»
«ΓΙΑ ΤΗΝ ΚΡΙΣΗ Είμαστε μαθημένοι στα δύσκολα...
Πάντα είχαμε τη ρευστότητα σαν παράγοντα»
«ΓΙΑ ΤΗΝ ΟΜΑΔΑ Το μεγάλο μυστικό για την τέλεια
ομάδα είναι να έχεις 1 παλιό, 1 μουρλό, 1 συντηρητικό» !!!
28. …Your saying!...
«Σήμερα πρέπει να είσαι πιο ειλικρινής με τους πελάτες –
ανοιχτά χαρτιά»
«Οι πωλήσεις δεν είναι δημόσιες σχέσεις. Απαιτείται γνώσεις
ψυχολογίας, oικονομικών, marketing, Supply chain»
«Είμαστε οι πρώτοι που καταγράφουμε τις νέες τάσεις
καταναλωτών (πριν από τις έρευνες του marketing)»
29. …Your saying!
«Ανακοίνωσα στους γονείς μου ότι θα πάω πωλητής στην
Procter – έκλαιγαν 2 μέρες. «Πλασιέ θα γίνεις?» Πριν 18 χρόνια
το marketing ήταν το επάγγελμα για τους πτυχιούχους.»
«Όταν ξεκίνησα περίσσευαν τα προσόντα μου. Τώρα κοιτάω
από τα νέα άτομα στην ομάδα μου σπουδές, προσωπικότητα,
στήσιμο, να είναι δεκτικοί στο feedback, να αρθρώνουν λόγο
και να αναδεικνύουν προτερήματα, να πλησιάζουν τον πελάτη
συναισθηματικά»
30. In a country where …
The citizens joke around visions and values are hit
There is no “responsibility” in the public sector
The citizens feel insecure
The companies face abrupt profit loss
The environment starts to become a concern
“Energy” is crucial issue
31. We are living in exponential times
The top-10 in demand jobs in 2010 did not exist in
2004
We prepare students for jobs that don’t yet exist …
◦ Using technologies that have not been invented
◦ In order to solve problems we don’t even know
are problems yet
33. "Greatness is never a given. It must be earned. Our journey
has never been one of short-cuts or settling for less. It has
not been the path for the faint-hearted — for those who
prefer leisure over work, or seek only the pleasures of riches
and fame. Rather, it has been the risk-takers, the doers, the
makers of things…
There is nothing so satisfying to the spirit, so defining of our
character, than giving our all to a difficult task"
- Barack Obama's speech
