1 / 10

North America Sales Best Practices

North America Sales Best Practices. Alan Raymond Senior Vice President, Sales Certiport. Why I am here. 2010 Results. NOAM grew sales by 38% Y/Y 2009 10.7M 2010 14.8M Adobe sales (New Products) increased 264% 2009 434K 2010 1.6M

morey
Download Presentation

North America Sales Best Practices

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. North America Sales Best Practices • Alan Raymond • Senior Vice President, Sales • Certiport

  2. Why I am here

  3. 2010 Results • NOAM grew sales by 38% Y/Y • 2009 10.7M • 2010 14.8M • Adobe sales (New Products) increased 264% • 2009 434K • 2010 1.6M • NOAM increased test centers by 25%; attrition rates down 10%

  4. Changed structure • Divided teams by product • Core ; MOS, IC3, MTA • New Products: Adobe, Icritical • Hired 4 net new headcount and created four new territories • Created Onboarding Team to support sales allowing us more time to sell

  5. Increased Expectations • 40 calls minimum per day • Monthly Quotas • No excuses mentality • Pipeline management – must have 2.5-3X quota in pipeline • Provide weekly update on progress towards goals • Required to sell all products

  6. Accountability • NOAM Sales team is required to achieve numbers through a combination of efforts. • NOAM sales management is required to help the sales team create the necessary activity to be effective based of the best practices of the team • Everyone carries a number • Everyone is susceptible to going on a personal improvement plan if quotas are not achieved

  7. Site license • Site license allows the customer to reach more students in a more cost effective way than competitive programs • Site license once implemented has a higher renewal rate(80%+) as schools that use site license typically make it available to all students thus eliminating the need to create a final exam and or do endless grading • Site license sales represented ~50% of NOAM sales in MOS by EOY and 80% of Adobe sales by EOY • Site license sales increased from $1.6M in 09’ to $4.3M in 10’ • Voucher sales only dipped 4% form 09’ to 10’ illustrating site license sales were primarily net new.

  8. Expanding our Markets • PriceWaterhouseCoopers • Created a TS delivery for exams to accommodate customer need • Represents 78 net new centers across NOAM • 3 year deal - $180k per year • Requiring 1 MOS exam per year of admin staff. • By focusing on markets likes, commercial, workforce and government, NOAM is finding ways to even out seasonality of our academic slow periods.

  9. Urgency • Certiport Sales team leads with urgency. • Its never a convenient time to set up new programs therefor we need to sell the benefits of our programs. • Understanding our marketplace leads us to believe that due to economic constraints it is important people buy our products now to ensure they get earmarked monies that might go to other departments if a decision is not made.

  10. Questions???

More Related