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Joe Galvin презентация
Содержание
- 1. Joe Galvin
- 2. THE PURSUIT OF WORLD-CLASS PERFORMANCE 2014 Miller Heiman Sales Best Practices Study
- 3. 13. The side making the most points
- 4. SALES IS LIKE A SPORT Playing
- 5. WE KEEP SCORE Number of Qualified
- 6. 2013 THE GROWING GAP BETWEEN GOOD AND
- 7. THE PURSUIT OF PERFORMANCE Revenue Number
- 8. BEHAVIORS OF WORLD-CLASS PERFORMANCE Customer Core
- 9. AGENDA The Pursuit of Performance Miller
- 10. SIX ELEMENTS OF THE SALES SYSTEM
- 11. THE MILLER HEIMAN SALES BEST PRACTICES STUDY
- 12. 2014 STUDY DEMOGRAPHICS N=1,155
- 13. CRITICAL SALES ACTIVITIES Analysis elevates activities most
- 14. BEHAVIORS OF WORLD-CLASS PERFORMANCE Customer Core
- 15. PERFORMANCE-DRIVEN CULTURE Organizational Attribute Individual Behavior
- 16. BEHAVIORS THAT DRIVE WORLD-CLASS PERFORMANCE
- 17. Miller Heiman Research Institute Research Note: Providing
- 18. BEHAVIORS THAT DRIVE WORLD-CLASS PERFORMANCE
- 19. CONSCIOUS COLLABORATION Customer Miller Heiman Research Institute
- 20. BEHAVIORS THAT DRIVE WORLD-CLASS PERFORMANCE Organizational Attribute Individual Behavior Cultural Component
- 21. PERFORMANCE ACCOUNTABILITY Miller Heiman Research Institute Research Note: Performance Accountability: World-Class Sales Behavior Accountability
- 22. YOUR SALES SYSTEM: CUSTOMER MANAGEMENT
- 23. Social Selling Knowledge Advantage Customer Community Multiple
- 25. CHANGE THINKING TO GET TO THE NEXT LEVEL
- 26. SALES ENABLEMENT – MISSING ELEMENTS Situation Consequences
- 27. SALES ENABLEMENT – MISSING ELEMENTS Situation Consequences Execution Gap
- 28. SALES FORCE ENABLEMENT – CUSTOMER CORE APPROACH Situation
- 29. DESIGN POINT – CUSTOMERS AT THE CORE
- 30. CUSTOMER'S JOURNEY
- 31. CUSTOMER CORE SFE FRAMEWORK
- 32. YOUR SITUATION – YOUR NEXT STEPS
- 33. BEHAVIORS THAT DRIVE WORLD-CLASS SALES PERFORMANCE
- 34. TOP 12 INITIATIVES SUMMARY
- 35. ATTRIBUTES OF WORLD-CLASS COMPETITORS They love
- 36. THE PURSUIT OF WORLD-CLASS PERFORMANCE 2014 Miller Heiman Sales Best Practices Study
- 37. Thank you For more information SAVO Web
THE PURSUIT OF WORLD-CLASS PERFORMANCE
2014 Miller Heiman Sales Best Practices Study
Слайд 313. The side making the most points in that time is
declared the winner
SPORTS HAVE RULES FOR WINNING
Слайд 4SALES IS LIKE A SPORT
Playing Field
Account, Territory, Market
Opponents
Competitors
Strategy
How to Win
Rules
Expense –
Comp Plan
Слайд 5WE KEEP SCORE
Number of Qualified Opportunities
New Account Acquisition
Average Account Billing
YOY Existing
Customer Growth
Quota Achievement
Forecast Accuracy
Quota Achievement
Forecast Accuracy
Revenue
Слайд 62013 THE GROWING GAP BETWEEN GOOD AND GREAT
2013 Performance
GAP
Customer Core
Collaborative Culture
Calibrated
Success
Слайд 7THE PURSUIT OF PERFORMANCE
Revenue
Number of Qualified Opportunities
New Account Acquisition
Average Account Billing
YOY
Existing Customer Growth
Quota Achievement
Forecast Accuracy
Quota Achievement
Forecast Accuracy
Слайд 8BEHAVIORS OF WORLD-CLASS PERFORMANCE
Customer Core
Provide Perspective
Behaviors
Collaborative Culture
Conscious Collaboration
Calibrated Success
Performance Accountability
Слайд 9AGENDA
The Pursuit of Performance
Miller Heiman Sales System®
2014 Miller Heiman Sales Best
Practices Study
3 Behaviors of World-Class Sales Performance
6 Elements of the Sales System
12 Behaviors That Impact Performance
3 Behaviors of World-Class Sales Performance
6 Elements of the Sales System
12 Behaviors That Impact Performance
Joe Galvin
Chief Research Officer
Miller Heiman Research Institute
@joegalvin
http://www.linkedin.com/in/joegalvin32
Tamara Schenk
Research Director
Miller Heiman Research Institute
@tamaraschenk
http://www.linkedin.com/in/tamaraschenk
Слайд 11THE MILLER HEIMAN SALES BEST PRACTICES STUDY
World’s largest ongoing study of
complex, business-to-business selling and sales management practices
More than 30,000 participants over last 11 years.
Not exclusive to Miller Heiman clients or alumni.
All Respondents filtered to reflect complex sale; 3+ decision makers.
Study includes 3 sections: Demographics, Behaviors and Metrics.
Analysis defines key behaviors leveraged to drive sales performance.
More than 30,000 participants over last 11 years.
Not exclusive to Miller Heiman clients or alumni.
All Respondents filtered to reflect complex sale; 3+ decision makers.
Study includes 3 sections: Demographics, Behaviors and Metrics.
Analysis defines key behaviors leveraged to drive sales performance.
Слайд 13CRITICAL SALES ACTIVITIES
Analysis elevates activities most linked to sales performance
Identify
respondents that collectively and consistently execute these 12 behaviors
Designate this sub-segment as world-class population
VALIDATE WITH SALES METRICS
Number of Qualified Opportunities
New Account Acquisition
Average Account Billing
YOY Existing Customer Growth
Quota Achievement
Forecast Accuracy
Designate this sub-segment as world-class population
VALIDATE WITH SALES METRICS
Number of Qualified Opportunities
New Account Acquisition
Average Account Billing
YOY Existing Customer Growth
Quota Achievement
Forecast Accuracy
DEFINING WORLD-CLASS SALES PERFORMANCE
WORLD CLASS
Small percentage of respondent base, 8.5% in 2014
Outperforms All Respondents on metrics measured by 22%
Слайд 14BEHAVIORS OF WORLD-CLASS PERFORMANCE
Customer Core
Provide Perspective
Behaviors
Collaborative Culture
Conscious Collaboration
Calibrated Success
Performance Accountability
Слайд 15PERFORMANCE-DRIVEN CULTURE
Organizational
Attribute
Individual
Behavior
Cultural
Component
Calibrated
Success
Performance Accountability
What do we measure, recognize and reward?
Customer
Core
Provide
Perspective
How do we
connect and engage with our customers?
Collaborative Culture
Conscious Collaboration
How do we
work together?
Слайд 16
BEHAVIORS THAT DRIVE WORLD-CLASS PERFORMANCE
Organizational
Attribute
Individual
Behavior
Cultural
Component
Customer
Core
Provide
Perspective
How do we connect and engage with
our customers?
Слайд 17Miller Heiman Research Institute Research Note:
Providing Perspectives
Provide a Perspective
How YOU will
achieve success
PROVIDE PERSPECTIVE
P
Слайд 19CONSCIOUS COLLABORATION
Customer
Miller Heiman Research Institute Research Note:
Sales Collaboration: Defining Attribute of
World Class
Слайд 20
BEHAVIORS THAT DRIVE WORLD-CLASS PERFORMANCE
Organizational
Attribute
Individual
Behavior
Cultural
Component
Слайд 21PERFORMANCE ACCOUNTABILITY
Miller Heiman Research Institute Research Note:
Performance Accountability: World-Class Sales Behavior
Accountability
Слайд 23Social Selling
Knowledge Advantage
Customer Community
Multiple Customer Models
Enabling Customer Context
Forecast Accuracy &
Funnel Confidence
STRATEGIC
FOCUS
Слайд 31
CUSTOMER CORE SFE FRAMEWORK
Integrated Content Management & Training Framework
Powered by enablement
& collaboration technology
Business Awareness
Skills, Knowledge, Cust. Mgmt.Strategies, Decision Dynamic Expertise
Слайд 35ATTRIBUTES OF WORLD-CLASS COMPETITORS
They love to compete…
Cards, sports or business
They practice
hard…
You don’t practice until you can do it right…
…you practice until you can’t do it wrong
They compete every day…
They always play to win
They want to compete against the best…
It’s the only way to get better
There is no cheating…
Cheating isn’t competing, it’s cheating
They are focused on results…
Close calls and nice tries don’t matter
Nothing beats winning…
2nd place is the first loser
You don’t practice until you can do it right…
…you practice until you can’t do it wrong
They compete every day…
They always play to win
They want to compete against the best…
It’s the only way to get better
There is no cheating…
Cheating isn’t competing, it’s cheating
They are focused on results…
Close calls and nice tries don’t matter
Nothing beats winning…
2nd place is the first loser
Слайд 37Thank you
For more information
SAVO Web Site: www.savogroup.com
Sales First Nation: www.savogroup.com/sales-first-nation/
SAVO Products: www.savogroup.com/products/
SAVO Phone: 312-276-7700
