vlerick webinar 2015: turning how you sell in a competitive advantage

TURNING HOW YOU SELL IN A COMPETITIVE ADVANTAGE

Professor DEVA RANGARAJAN Director of the Sales Excellence Centre at Vlerick Business School

PASCALE HALL

Partner - Sales Performance Consultant@ Minds&More

Flexible service solutions to

help Drive Growth

ACADEMYPeriodic events to network, learn and share knowledge

CONSULTINGExperts to consult, coach or manage growth projects

INTERIM Specialist resources to fill organizational gaps

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Thank you to:

Listen to the webinar

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http://vlerick.adobeconnect.com/p41eifsww4x/

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CSO insights – sales performance optimization study

SRP MATRIX ™

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SALES PROCESS LEVELS

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RELATIONSHIP LEVELS

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PERCENTAGE OF COMPANIES SURVEYED THAT FALL INTO EACH PERFORMANCE LEVEL

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Performance levels are based on 4 key metrics:

% of reps meeting/beating quota

% of overall revenue plan attained

Total sales rep turnover Sales forecast accuracy

POLL

% of reps that will make quota this year?A. < 58%B. >%58C. >64%D. Do not know or do not measure

% of forecast wins?A. < 39%B. >44%C. > 50%D. Do not know or do not measure

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METRICS AND LEVELS

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METRICS AND LEVELS

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GETTING TO RESULTS

• Standard terminology such as close rates– Understanding when you start counting!– Consistent across the sales force!

• Define the AS IS (current) and the desired state

• Set of definition for each cell along the MATRIX axis

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POLL

What is your annual average spend on training per sales rep per year?

A. No training budgetB. <1900 $C. >1900 $D. >2500 $

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POLL

Your company (anonymous)

A. Level 1B. Level 2C. Level 3D. Level 4

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CHARACTERISTICS OF SALES PEOPLE

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POLL

Your company (anonymous)

A. VendorB. Preferred SupplierC. ConsultantD. ContributorE. Trusted Advisor

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CONCLUSION

Identifying where you ARE and where you NEED to BE

Include which activities need to be done to improve or sustainAssess the types of reps and skills to be developedWhich dimension is easiest, fastest or most economical path?Level of relationship = as perceived by the buyer. Seller has less controlLevel of sales process implemented = an internal function, you—as the sales

leader—have complete control.

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Q&A

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“Success breeds complacency.

Complacency breeds failure.

Only the paranoid survive.”

—Andy Grove

MINDS&MORE cvbaPark Hill OfficeJan Emiel Mommaertslaan 16b1831 Diegem

www.mindsandmore.biz Tel: +32 (02) 704 49 40

Pascale Hall, PartnerMobile: + 32 (0) 472 445 983Email: Pascale.Hall@mindsandmore.biz