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Building a High-Performing Sales Organization: Insights from Leadership and Sales Perspectives

Discover what makes a successful sales organization by exploring key characteristics and activities from both leadership and sales perspectives. Learn about effective communication, customer focus, and disciplined sales processes. This guide highlights the importance of training, mentorship, and understanding the needs of both customers and team members. Key elements like win/loss analysis and setting expectations are crucial for long-term success. Leadership plays a vital role in fostering a culture of accountability, integrity, and passion among sales teams.

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Building a High-Performing Sales Organization: Insights from Leadership and Sales Perspectives

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Presentation Transcript

  1. What Makes a Successful Sales Organization? Sales from a leadership perspective and Leadership from a sales perspective

  2. Sales from a leadership perspective • Characteristics • Activities

  3. Characteristics Professional Excellent communicators Good listener Intuitive Works well internally Sells conceptually Customer sensitivity / focus Belief in the organization and the value proposition Aggressive / competitive / passionate

  4. Characteristics Product competence Creative / enthusiastic Accountable Curious – want to learn Customers Products Industry Competition

  5. Activities • Sales Process • Disciplined – built on proven principles • Documented • Communicated, followed and supported internally Follow-up Proposal Delivery Implementation Solution/Insight Proposal Development Qualify Opportunities Suspect Prospect

  6. Activities • Set expectations with your customers • Win/Loss Analysis – determine why you win or loss • Ask your customers why • Go directly to them • Fire and Adjust, Fire and Adjust Solution/Insight

  7. Activities • Training • Coaching • Mentoring • Product • Role playing • Individual Solution/Insight

  8. Ultimate Measure of Success

  9. Leadership from a sales perspective • Characteristics: same • Activities: different Solution/Insight

  10. Characteristics Professional Excellent communicators Good listener Intuitive Works well internally Sells conceptually Customer sensitivity / focus Belief in the organization and the value proposition Aggressive / competitive / passionate CRITICAL to long term success

  11. Characteristics Product competence Creative / enthusiastic Accountable Curious – want to learn Customers Products Industry Competition CRITICAL to long term success

  12. Activities Teachable Sales Process Disciplined – built on proven principles Documented Communicated, followed and supported internally

  13. Activities • Set expectations with your customers • Win/Loss Analysis – determine why you win or loss • Ask your customers why • Go directly to them • Fire and Adjust, Fire and Adjust Solution/Insight Teachable

  14. Activities • Training (continued) • Mentoring • Product • Role playing • Individual Teachable Solution/Insight

  15. Activities Non-teachable: • Choice that reflects: • Integrity • Character CARING FRIENDSHIP HAPPINESS HONEST INTEGRITY • Attitude • Engagement RESPECT DIRECTION • Four basic needs of followers: • Trust • Compassion • Stability • Hope FAITH GUIDANCE SECURITY STRENGTH SUPPORT

  16. Contact Info • Terry Niles • http://www.linkedin.com/pub/terry-niles/4/4b7/192 • Lucy Kelley • http://www.linkedin.com/pub/lucy-kelley/2/562/589/

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