1 / 20

What Makes a Successful Sales Organization?

What Makes a Successful Sales Organization?. Sales from a leadership perspective a nd Leadership from a sales perspective. Sales from a leadership perspective. Characteristics Activities. Characteristics. Professional Excellent communicators Good listener Intuitive

marlo
Télécharger la présentation

What Makes a Successful Sales Organization?

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

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/

More Related