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TRANSCRIPT
How to Create a High-Performing Sales Organization
LaVon KoernerChief Revenue Officer
Copyright © 2001-2019 Revenue Storm Corporation. All rights reserved. Duplication in part or in whole prohibited.
What are the Science-Based Components
for developing a High-Performing
Sales Organization?
2
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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
Copyright © 2001-2019 Revenue Storm Corporation. All rights reserved. Duplication in part or in whole prohibited.
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
Copyright © 2001-2019 Revenue Storm Corporation. All rights reserved. Duplication in part or in whole prohibited.
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