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Top 10 Characteristics of Successful      Selling Organizations & Sales      Management Best PracticesThe Center for Busin...
Sales Management • What is it? • Why do you need it? • How do you develop it? • How do you make it part of the culture?
Top 10 Characteristics ofSuccessful Selling Organizations 1. Have a Vision/Organizational Alignment 2. Market Oriented/Cus...
Top 10 Characteristics ofSuccessful Selling Organizations 6. Superior People 7. Results Focused 8. Can Measure Success 9. ...
1. Have a vision/   Organizational Alignment • Know what you want to be and where   you want to go • Never satisfied • Agi...
2. Market Oriented/Customer Focused • Know their “Ideal Client” • The customer is King • Aligned on the customer like a LE...
3. Culture of Continuous   Improvement and Learning • Make improvements over time at all levels • Realize improvement is n...
4. Operate Under a Sense of Urgency • Shorter sales cycles • Custom solutions • Offensively strong and defensively strong ...
5. Process Driven • Defined Processes and Systems • Clearly define how a customer goes   from A to Z • Flawless execution ...
6. Superior People • Hire right for the right traits   − Can teach products and skills   − Can’t teach enthusiasm or drive...
7. Results Focused • Tangible results are still a primary objective   of any company • Success comes from execution at all...
8. Can Measure Success • Sales and profits do matter • How you get them matters • Professional sports teams analogy • Util...
9. Reward Success • Celebrate success • Pay for performance • Give everyone skin in the game • Open book management
10. Have Strong Sales Leadership/    Sales Management Function • Leader • Business Manager • Coach • Recruiter • Trainer
Top 10 characteristics of a successfulsales management function 1. Has a seat at the table to help craft the vision 2. Is ...
Top 10 characteristics of a successfulsales management function 6. Wants to win 7. Can build a team – Coach – Make tough  ...
Peter C. Rathmann, MBA              President262-442-0896 | peter@salestechnik.com        www.salestechnik.com
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Top 10 practices of Successful Selling Organizations

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Before you can learn about sales management best practices, you first have to learn what makes a company a successful selling organization. With these best practices, you can help design a sales management function that is right for your company.

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Top 10 practices of Successful Selling Organizations

  1. 1. Top 10 Characteristics of Successful Selling Organizations & Sales Management Best PracticesThe Center for Business Performance Solutions WCTC Sales Management Breakfast 3.22.2013
  2. 2. Sales Management • What is it? • Why do you need it? • How do you develop it? • How do you make it part of the culture?
  3. 3. Top 10 Characteristics ofSuccessful Selling Organizations 1. Have a Vision/Organizational Alignment 2. Market Oriented/Customer Focused 3. Culture of Continuous Improvement and Learning 4. Operate Under a Sense of Urgency 5. Process Driven
  4. 4. Top 10 Characteristics ofSuccessful Selling Organizations 6. Superior People 7. Results Focused 8. Can Measure Success 9. Reward Success 10.Have Strong Sales Leadership/Sales Management Function
  5. 5. 1. Have a vision/ Organizational Alignment • Know what you want to be and where you want to go • Never satisfied • Agility • Have a publicized goal - BHAG
  6. 6. 2. Market Oriented/Customer Focused • Know their “Ideal Client” • The customer is King • Aligned on the customer like a LEAN manufacturing process • Outstanding marketing content − Client-Centric − Multiple Channels − Communication
  7. 7. 3. Culture of Continuous Improvement and Learning • Make improvements over time at all levels • Realize improvement is not a cost • Culture of innovation • Bottom up solutions
  8. 8. 4. Operate Under a Sense of Urgency • Shorter sales cycles • Custom solutions • Offensively strong and defensively strong • Eliminate constraints for the sales force
  9. 9. 5. Process Driven • Defined Processes and Systems • Clearly define how a customer goes from A to Z • Flawless execution • Coach to the system/process • Accountability
  10. 10. 6. Superior People • Hire right for the right traits − Can teach products and skills − Can’t teach enthusiasm or drive • Treat people as the end • Give the people the tools they need • Invest in them
  11. 11. 7. Results Focused • Tangible results are still a primary objective of any company • Success comes from execution at all stages • Successful funnel management − Volume and Velocity • KPI’s – Leading indicators
  12. 12. 8. Can Measure Success • Sales and profits do matter • How you get them matters • Professional sports teams analogy • Utilize business intelligence • Consistency/rhythm/cadence
  13. 13. 9. Reward Success • Celebrate success • Pay for performance • Give everyone skin in the game • Open book management
  14. 14. 10. Have Strong Sales Leadership/ Sales Management Function • Leader • Business Manager • Coach • Recruiter • Trainer
  15. 15. Top 10 characteristics of a successfulsales management function 1. Has a seat at the table to help craft the vision 2. Is the voice of the customer and the sales team throughout the organization − cross functional 3. Is always looking for a better way of doing things to get better results 4. Knows how to prioritize and motivate others 5. Has a methodical approach to the market – able to direct resources
  16. 16. Top 10 characteristics of a successfulsales management function 6. Wants to win 7. Can build a team – Coach – Make tough decisions 8. Uses data to guide decisions – objectivity 9. Not afraid to give credit to others 10.Sells more through the team than they can on their own
  17. 17. Peter C. Rathmann, MBA President262-442-0896 | peter@salestechnik.com www.salestechnik.com

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