how to create a high-performing sales organization€¦ · 3-dimensional coaching. the coach...

How to Create a High-Performing Sales Organization

LaVon KoernerChief Revenue Officer

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What are the Science-Based Components

for developing a High-Performing

Sales Organization?

2

Copyright © 2001-2019 Revenue Storm Corporation. All rights reserved. Duplication in part or in whole prohibited.

LEADERSHIP ACCOUNTABILITYDefined Governance

SALES SCIENCEStandard Process & Tools

COACHING CULTURE3D Coaching

ORGANIZATIONAL ALIGNMENTGTMS Execution

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Building a Revenue Engine

How aligned are the organizational functions?

Remove Organizational Drag on revenue generation!

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Results are derived from the client’s completed consensus of the Alignment Visibility Index™ Survey

Revenue Proficiency Metric™ for Alignment

RPM’s

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SALES SCIENCE

LEADERSHIP ACCOUNTABILITY

COACHING CULTURE

ORGANIZATIONAL ALIGNMENT

Four Pillars to Achieving Sales Excellence

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1. Transaction Focus

2. Process Focus 3. Business Focus

4. Joint Venture

Your Go-to-Market Strategy Execution

FUTURE15%

TODAY38%

TODAY62%FUTURE70%

FUTURE15%

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Compared to Marketplace Peers Propensity

15%

7%

30%

70%

2%

US THEM

61%

15%

1. Transaction Focus

2. Process Focus 3. Business Focus

4. Joint Venture

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Our Research: 2018 Top 5 Global Sales Challenges

1. Differentiating how our offerings bring value compared to other options.

2. Identifying where and how my sales pursuit is the most vulnerable.

3. Defending against some competitors.

4. Creating demand for our offerings.

5. Getting meetings with high level executives.

Copyright © 2001-2019 Revenue Storm Corporation. All rights reserved. Duplication in part or in whole prohibited.

SALES SCIENCE

LEADERSHIP ACCOUNTABILITY

COACHING CULTURE

ORGANIZATIONAL ALIGNMENT

Four Pillars to Achieving Sales Excellence

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Personal Assessments

Sales Tools

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3-Dimensional Coaching

The coach dispenses authoritative advice and the salesperson is answering questions.

Combines the science of tools, thought leadership of salesperson, and insight of coach.

The coach and salesperson have a collaborative discussion without sales tools.

3D Coaching1D Coaching 2D Coaching

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Political Alignment

Pursuit Profiler™ Tool

Calculating where a sales campaign is in jeopardy of being lost.

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The Relationship Scorecard

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Qualification Matrix

Legend:

9/24/18

10/30/18

1/15/19

Enables salesperson to prioritize their sales pursuits

Copyright © 2001-2019 Revenue Storm Corporation. All rights reserved. Duplication in part or in whole prohibited.

SALES SCIENCE

LEADERSHIP ACCOUNTABILITY

COACHING CULTURE

ORGANIZATIONAL ALIGNMENT

Four Pillars to Achieving Sales Excellence

Copyright © 2001-2019 Revenue Storm Corporation. All rights reserved. Duplication in part or in whole prohibited.

Creating Leadership Accountability

Leaders must communicate clear expectations for their team, creating a culture of discipline

Track sales intelligence tool adoption as a keystone to behavior change

Create a consistent coaching cadence with governance

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Dashboards = Visibility & Control

1. Must-Keep People

2. Most-Wanted Accounts

3. Must-Win Opportunities

Enabling you to focus efforts and resources in three high-priority areas:

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Strategic Accounts’ Relationship Dashboard

4%

34%

28%

5%

17%

12% Partner Ally

No Tool Completed

Neutral

Detractor

Unknown

Supporter

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Measure and Correct Cross-Functional

Revenue Alignment

Scientifically Assess to Uncover

Competency Deficits Install Sales Intelligence CRM

Apps for Enhanced Visibility

Apply Prescriptiveand Personalized

Sales Training

Create Vibrant SalesCoaching Culture