1 / 23

Sales, Marketing, and Company Culture

Sales, Marketing, and Company Culture. Nikita Bernstein www.FairSetup.com NECINA Presentation April 2012. The Plan. Culture and Company Performance Problems Approach. why listen to me. www.JoVE.com - co-founder first scientific video journal 2011: 5MM in revenues

creighton-johan
Download Presentation

Sales, Marketing, and Company Culture

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. Sales, Marketing, and Company Culture Nikita Bernstein www.FairSetup.com NECINA Presentation April 2012

  2. The Plan • Culture and Company Performance • Problems • Approach

  3. why listen tome • www.JoVE.com - co-founder • first scientific video journal • 2011: 5MM in revenues • ~50 full-time, 5 departments • www.FairSetup.com - founder • impact-based compensation • patent-pending • products and consulting services • accepted into the Harvard Innovation Lab

  4. Goal: Build an organization to maximize market opportunity.

  5. Before • Employee < Manager • Employee = Serf • Employee is just “happy” to have a job. http://www.cartoonstock.com/directory/w/work_places.asp

  6. Now • Employee > Manager • Employee = Partner • Employees seek job satisfaction

  7. Culture  Alignment  $

  8. Organization $$$ Alignment Client Front-line Sales Operations Managers Leadership

  9. Problem: Sales vs. Ops Sales: “Why is ops just screwing around?” Ops: “We do all the work, they get all the money?” Sales Operations Front-line Managers Leadership

  10. Problem: This Is My Sandbox! Front-line Sales Operations Managers Leadership

  11. Apathy Front-line Sales Operations Managers Leadership

  12. Problems/Symptoms Waste of ResourcesNo transparencyAlienationApathyParanoiaCorner office wars Career-based decisionsHigh turnoverDoing just enough to keep the jobWorking exact hoursPassing the buckOverspend on hotelsOut-of-control lunch breaksFudging numbersBackstabbing

  13. Solution Alignment Sales Front-line Operations Managers Leadership

  14. Alignment in Principleof employee and company goals • Increase transparency • Financial • Operational • Improve feedback mechanisms • Encourage autonomy • Fairness: It’s not about “How Much?”, it is about “How?”

  15. Alignment In Practice • Product • Product Quality • Quality of Service • Marketing • Conferences • Messaging / Collateral • Sales • Teamwork • Feedback propagation

  16. Company-wide Solutions • Regular Financial Reporting to Employees • Improved Feedback Mechanisms • Tools • Transparency (Rypple, Wrike, Yammer) • Recognition (KangoGift) • Company Performance (Saleforce Dashboards, Google Analytics) • Fair Compensation (FairSetup)

  17. Sales & Marketing Solutions • Business Units Integrated with Operations • Shared Compensation Pools • Get everyone to understand the customer pain (Bloomberg) • Tie company mission to concrete impact (Novazyme) • Involve employees in decision-making (SEMCO) • Make it their problem • Manage Expectations Across the Company

  18. Expectations Programmer Front-line Managers Leadership

  19. FairSetup Solution YouTube Link

  20. General Advice: Perception • Make compensation feel fair • Provide a clear career path • Give people a sense of ownership • Let people put skin in the game • Give up power to gain influence

  21. General Advice: Operations • Communicate goals • Manage expectations • Understand motivations • Strive for transparency • Let people take risks and fail • Seek decentralization

  22. Takeaways • Expectation Management • Centralized vs. Decentralized • Expectation Management • Centralized vs. Decentralized

  23. www.FairSetup.com Nikita BernsteinNikita@FairSetup.com@fairsetup@nikitabe Images by Manto

More Related