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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

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What Makes a Successful Sales Organization?

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  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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