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Sales Strategy & Operations Presentation

  1. SALES STRATEGY & OPERATIONS EMERSON SCHIVITZ 2018
  2. OPERATIONAL DEFINITION In a Business Unit, which has a structured Commercial Area or that is being structured, Sales Strategy & Operations assists companies to sell better and more precisely, encourages innovative thinking, identifies trends and uncovers opportunities in order to Enable & Support the Sales Team in increasing their effectiveness, productivity and revenue growth; based on a really deployable strategy, process, training, communication and technology.
  3. Be the Business Area Facilitator, specially in Sales Strategy, Support and Control; acting fully in line with the Chief Commercial Officer (CCO) and the Chief Marketing Officer (CMO) "THE IDEA BEHIND THE CONCEPT” Provide Useful Solutions and Tools for the Salespeople work with Knowledge, Focus on Results, Process and Technology Be the Trusted Advisor of the Commercial Chief
  4. Deliver Scalable & Predictable Revenue Growth Increase Margins & Reduce Sell-Cycle Timeline Better Motivation & Healthy Work Environment Integrate Sales Methodology & Process into the Sales Team DNA Technology as a Booster for the Sales Area Create Loyal Customers Continuous Improvement PURPOSES Enable a Sales Structure with Traction that…
  5. STRATEGIC PLAN CEO ORGANIZATIONAL CHART EXAMPLE OPERATIONS HUMAN RESOURCESMARKETINGSALES SALES MANAGER 4 SALES MANAGER 3 SALES MANAGER 2 SALES MANAGER 1 SALES STRATEGY & OPERATIONS FINANCE
  6. Control Consistent Control & Reporting Operation Supporting to Sell Better: People, Business, Customers, Process and Technology Strategy Thinking and Pursuing Opportunities, Trends & The Best Sales Team VECTORS Alignment Alignment, Adjust & Adapt Plan 1 Check 3 Do 2 Adjust 4
  7. THINKING AND PURSUING THE BEST SALES TEAM & RESULTS VECTORS & SOME ROLES • Run Sales Enablement: Training, Equipping & Coaching • Pipeline & Forecast Management • Customer Success Management: Up & Cross Sell, Satisfaction & Retention • Sales Project Management • Interface between Sales Area and other areas (MKT, R&D, FIN, HR, …) • Management All Sales Performance Indicators, including Opex & Capex • Sales Systems & Tools Control and Adjustment • Pipeline & Forecast Reporting • Sales Commission Calculating and Reporting • Sales Reports and Presentations SUPPORTING TO SELL BETTER CONSISTENT CONTROL, REPORTING & ALIGNMENT • Commercial Strategy Drive • Market Intelligence Data • Sales Plan Build up - Size, Type, Goals, Segmentation • Sales Methodology • Sales Process Engineering • Sales Technology - CRM, Systems and Tools • Sales Education & Training Plan; Motivation • Sales Commissioning Plan
  8. TOOLS STRATEGY OPERATIONS External Environment Internal Environment Customers Internal Clients DRIVEINPUT/OUTPUTTOOLS • Ansoff Matrix, Porter’s Five Forces • 5W+2H, SWOT, BSC, BCG Matrix • Market Oppotunity Analysis • Go-to-Market (GTM) Strategy • Pareto Efficiency, Ishikawa Diagram • BM Canvas, GUT Matrix • Predictable Revenue Framework • Growth Hacking • Sales Methodology • Agile Engineering • Design Thinking, Scrum • Empathy Map • Eisenhower Matrix • Nine Box Matrix • RACI Matrix, QC-Story • Visual Management • Change Management • Sales Process Engineering
  9. TOOLS External Environment Internal Environment Customers Internal Clients • Competitors, market share, threat of new entrants, threat of substitutes products, GDP, industry growth rate, international economy trends & situation, … • Company’s Vision, Mission, Values and Strategy; People, Organizational Culture, Structure, Goals & Objectives • Clients, potential clients and prospects. Customer Success Management, Bargaining power of customers. • All Sales Force people (Director, Managers, Salespersons, …) and Company’s other areas (Board, Marketing, R&D, Finance, Controller, Human Resources, …) Where:
  10. FALLOUTS THAT SALES OPs CLEARS UP Absence of a structured sales area & process Weak field leadership Poor lead generation Lack of customer loyalty Salespeople working at cross-purposes High turnover of salespeople Unreal goals Lack of mentoring & coaching Non Custumer-Centric sales process Higher susceptibility to crises High churn & lost business Plan, goals and commissioning model changing several times Tension & exaggerated pressure in sales area
  11. SO, LET’S ARRANGE IT! Marketing Commercial
  12. THANK YOU! Emerson Schivitz eschivitz@hotmail.com +55 11 97567 1972 LinkedIn:► ► ► ► https://www.linkedin.com/in/emersonschivitz
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