Sales performance in a changing world. A presentation to give you a sense of what Saleslevers does, how we do it and the all-important "why" behind it all.
2. Sustainable success in a changing world
We formed SalesLevers because we see the world of
sales, business development and relationship
management changing rapidly and radically.
We identify four drivers for this change:
● Winning and growing clients in a volatile,
uncertain, complex and ambiguous (VUCA)
world
● Generating high growth in low growth
economies
● Adapting to systemic changes in buying
behaviors
● Making the best use of intense sales
innovation
We believe this requires an intelligent, integrated
approach that manages risks and seizes
opportunities
www.saleslevers.com admin@saleslevers.com
3. SalesLevers helps businesses achieve
sustainable, market-beating growth in a
radically changing sales environment.
We do this by taking an integrated
approach to understanding and addressing
the risks and opportunities facing sales
organisations. We have robust, innovative
solutions that cover five key “advances” -
Diagnose, Formulate, Develop, Reinforce,
Re-calibrate.
Our clients tell us they value our thought
leadership, our data-driven, pragmatic
approach and the capabilities of our
in-house team and well-developed
connections.
They also appreciate our integrity and
ability to integrate the complex elements
of successful sales performance
management in a way that contributes
measurably to company value.
4. A sales performance programme with
SalesLevers involves five advances or steps.
Diagnose: Confirm a clear, agreed picture to
prioritise in line with strategic objectives.
Formulate: This could include distribution
models, pricing, sales compensation,
development plans, sales management KPIs.
Develop: Build competence levels of all
important skills sets of team to make them
more professional, more commercial and
more expert in their markets
Reinforce embeds the learning through
70/20/10 methodology
Re-calibrate allows you to measure impact
and plan forwards
SalesLevers’ 5 Advances
5. We use the gyroscope as
way of understanding and
improving the different
aspects of winning, growing
and keeping customers.
SalesLevers Gyroscope
concept works on dynamism
and stability to drive
sustainable organic growth
6. Selling in the 2020s will need
to focus on the customer
and find ways to add value
for them.
Sellers need to understand
their customers and help
them make sense of the
challenges they face and the
solutions that could help
them.
1
Centre
everything
on the
customer
7. Dynamic selling means using
three critically important
levers - the ACE of selling
Activity means doing
enough.
Concentration of focus is
about talking about the right
things with the right people
in the right organisations.
Effectiveness is about doing
things in the right way
1
Centre
everything
on the
customer
2
Dynamic
selling
8. The sales function needs to
be structured in the most
appropriate way and needs
to have clear strategies
aligned with the overall
business strategy.
Strategy and structure
provide the stability needed
to make dynamic selling
sustainable.
1
Centre
everything
on the
customer
2
Dynamic
selling
3
Stabilise
with
structures
&
strategies
9. Further strength comes from
having robust, clearly
defined processes and
effective selling tools.
Sales Enablement is making
some very powerful,
user-friendly tools available
to sales leaders.
The application of big data
resources is having a
profound change on selling.
1
Centre
everything
on the
customer
2
Dynamic
selling
3
Stabilise
with
structures
&
strategies
4
Strengthen
with robust
processes
and tools
10. The role of the sales leader
has never been more
important in steering people
and businesses through a
rapidly changing sales world.
The role of the sales leader is
to energise the whole sales
function and keep the
balance of dynamism and
stability.
1
Centre
everything
on the
customer
2
Dynamic
selling
3
Stabilise
with
structures
&
strategies
4
Strengthen
with robust
processes
and tools
5
Energise
with
effective
sales
leadership
12. SalesLevers’ 5 Advances
ACE Diagnostic - Fast and Free of charge
online tool to strength test your sales
team.
Balance Checks
A working day diagnosing dynamism and
stability in one of three key areas:
Win new customers
Grow & retain customers
Strategic Accounts
DDD - DATA DRIVEN DIAGNOSTICS
iSnapshot - analyse current levels of
activity and concentration of effort.
TASKS - Template for Attitude, Skills &
Knowledge Success (MyRole/Silent Edge)
ATTACC
Balance checks for NBD, Grow & Retain,
SAM
Sales Focus Matrix
Sales compensation diagnostic
Tailored consultancy
“Prescription without prior
diagnosis is malpractice”
13. SalesLevers’ 5 Advances
Tailored projects using proven toolkits to
formulate:
Sales strategies
Compensation plan design (SalesGlobe)
Coverage models
Sales processes
Sales structures
Sales management capability
Dynamic Pricing (Bubo)
Capability development
Strategic Account Management
100 day plans
“If you can formulate a game plan that works for you
and allows you to block outside distractions and get to
what matters, that's how the talent is able to come out.”
Jake Arrietta Philadelphia Phillies Pitcher
14. SalesLevers’ 5 Advances
Strong capability to train and coach
individuals and teams using up to date
face to face and remote resources:
Modules available for tailoring to specific
segments and situations. Content can be
delivered using techniques from
workshops through to simulations.
Sales teams programmes with a range of
modules:
Winning new business
Grow & Retain Customers
Strategic Account Management
Sales Managers
Effective Sales Management
Quota Sales provide highly engaging
“serious games”
Selling - Skills, Territory Management,
Self-Management
Sales Management
Decision making
15. SalesLevers’ 5 Advances
Online resources through SalesLevers
Community Space or dedicated company
spaces
“Commitment to Change” programmes through
TASKS
Sales content and coaching through Showpad
and Showpad Coach
AI based coaching through Refract
Learning Reinforcement through Cognito
Dynamic Pricing (Bubo)
Capability development through coach support
or direct coaching
Strategic Account Management projects
100 day plans
Sales Enablement projects
16. SalesLevers’ 5 Advances Measure change through Kirkpatrick
methodology
Measure change in capabilities through
TASKS
Rerun Balance Checks
Sales Futures
17. Martin Allison
Chairman
Value Enhancement
Richard Higham
Managing Director
Sales Performance
Thought Leader
Charlie Newby
Commercial Director
Business Development &
Value Enhancement
Leadership Team
20. Agreeing the next steps
Many of our relationships
start with a balance check
focused on:
● New Business
Development
● Customer
retention/growth
● Strategic Account
Management
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