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XactlyCompCloud2015_OSPreso_May 17

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Laura Roach
Laura Roach

This document discusses how to inspire sales loyalty and performance. It identifies common productivity blockers for sales teams such as lack of clarity, excessive administrative tasks, and unattainable goals. It also discusses the importance of aligning sales strategies with customer needs, selecting salespeople based on strengths, and focusing sales enablement programs on strengths rather than one-size-fits-all training. The presentation provides a model for assessing a company's sales force and identifies high-impact areas for improving sales performance such as incentive compensation, territory management, and competency development.

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1 Copyright ? OpenSymmetry Inc. Proprietary Information Inspire Sales Loyalty & Performance Presented by: OpenSymmetry Laura Roach Date: May 2015 www.opensymmetry.com
2 Copyright ? OpenSymmetry Inc. Proprietary Information Mediocrity Source: http://www.blackenterprise.com/files/2010/09/mediocrity.jpg
3 Copyright ? OpenSymmetry Inc. Proprietary Information GETTING IT DONE! Executing excellence without distractions PRODUCTIVITY BLOCKERS What drives sales people crazy! STRENGTHS BASED SALES STAFFING Focus on your strengths ¨C you¡¯re already spending this money on how to NOT have a mediocre sales team.3KeyAreas:
4 Copyright ? OpenSymmetry Inc. Proprietary Information success is:drowning out the noise. PRODUCTIVITY BLOCKERS
5 Copyright ? OpenSymmetry Inc. Proprietary Information What drives sales teams CRAZY! 1. 2. 3. Lack of Clarity Feeling like Admins Unattainable Goals / Constant Carrot Moving
6 Copyright ? OpenSymmetry Inc. Proprietary Information Quotas The goal, the WHAT your trying to achieve Driving your Sales Team Territory WHO, WHERE you are going to go to achieve Design HOW you will pay, motivate, drive performance for achievement So What? If you don¡¯t know the WHY to what your driving
? 2012 Forrester Research, Inc. Reproduction Prohibited Alignment with Growth Opportunities Jan. 2015 Forrester report: ¡°Grow Your Revenue Stream With Customer-Centric Finance¡±
8 Copyright ? OpenSymmetry Inc. Proprietary Information A Big Problem say retaining good performers will be a big problem in 2014/2015. More than a third of sales leaders are increasing salaries to keep their best people. 56% >30% source: BMS Quarterly Sales Index April 2014
9 Copyright ? OpenSymmetry Inc. Proprietary Information A Big Problem (continued) 34% counter-offer from existing employers 26% unable to meet salary expectations 19% offer from other employer 11% Long recruitment process 11% Other reasons for losing top talent
10 Copyright ? OpenSymmetry Inc. Proprietary Information Millennials
11 Copyright ? OpenSymmetry Inc. Proprietary Information
12 Copyright ? OpenSymmetry Inc. Proprietary Information
13 Copyright ? OpenSymmetry Inc. Proprietary Information Top Business Issues for Sales in 2015 Source: SIRUSDECISIONS, 2015 ISMM
14 Copyright ? OpenSymmetry Inc. Proprietary Information Random Acts of Sales Support
15 Copyright ? OpenSymmetry Inc. Proprietary Information Sales Organizations need to update their hiring processes FIX IT Selecting the ideal seller means you know your buyer Effective tools to support the customers journey as well as seamless sales support integration
16 Copyright ? OpenSymmetry Inc. Proprietary Information success is:standing out from the pack. FOCUS ON YOUR STRENGTHS
17 Copyright ? OpenSymmetry Inc. Proprietary Information Match your buyer to your sales talent
18 Copyright ? OpenSymmetry Inc. Proprietary Information Build a Strength Based Organization Know: Change: Build: ? Know your Buyer ? Know what type(s) of sellers you need ? Throw away old Job Descriptions ? Build Strength Profiles ? Hire & Develop based on Strengths ? Build Incentive & Recognition Programs to match motivators ? Build Focused Sales Enablement Programs (no more ad hoc) success is: knowing which path to take.
19 Copyright ? OpenSymmetry Inc. Proprietary Information You are interested in areas which combine creativity with influencing people directly. You may therefore be drawn to the ¡°selling of ideas, either in sales, marketing, or teaching and training other. You tend to relate well to most people, no matter what their personality ¡°type¡± may be. You show an overall balance in your usual behavior which generally serves you will in the majority of your dealings with others. You feel at ease in most environments, and this preference of yours for a well-balanced environment is only likely to be distributed if you have to spend much time with people who exhibit extremes of behavior. Burdening her with unnecessary rules and procedures Measuring her performance by watching how ¡°busy¡± she is. Paying insufficient attention to what she is feeling as well as what she is saying. Interrupting when she is concentrating. KNOW YOUR STRENGTHS: Jennifer Primrose Some basic information about you Biggest mistakes you can make with her The following personal statements are generated by your answers to The Birkman? Method questionnaire. Carefully read each statement and check the statements that are most significant to you. Discuss with a trusted advisor or friend how your selected statements impact you ¨C past or present. File No. B30194. Presented By Birkman International, Inc. (713) 623-2760 info@birkman.com
20 Copyright ? OpenSymmetry Inc. Proprietary Information MY GIFT TO YOU¡­¡­. Take the OS Strengths Assessment powered by Birkman? On Demand. A complimentary gift from OS to YOU! http://ow.ly/MC2Pp success is: Knowing your strengths
21 21GET IT DONE!
22 Copyright ? OpenSymmetry Inc. Proprietary Information Placeholder Feel like we need the current state to future state slide on how we were able to execute and how we can help others to plan this out on this slide
23 Copyright ? OpenSymmetry Inc. Proprietary Information What¡¯s your SPM Number?
24 Copyright ? OpenSymmetry Inc. Proprietary Information SPM ¨C Smarter Sales Force Assessment SALES STRATEGY DESIGN BUSINESS PROCESS MANAGEMENT BUSINESS INTELLIGENCE ENABLING TECHNOLOGIES Talent Acquisition ¨C Recruiting, Assessing, Selecting, & Onboarding Talent Development - Sales Enablement, Coaching and Training Sales Process and Methodology Channel Management Incentive Compensation Territory and Quota Management OS Smarter Sales Force Model
25 Copyright ? OpenSymmetry Inc. Proprietary Information Value Grid Assessment Example Positive Impact to Sales Performance in FY13/14 EaseofImplementation Notes: Size of bubble shows relative upfront cost 25 ICM Solution Target Setting Pay data Subs Salesforce Competency Assessment Clarify Career Maps Plan Design Prog Design Revisit Territory and Quota Alignment High Medium Low
26 Copyright ? OpenSymmetry Inc. Proprietary Information
27 Copyright ? OpenSymmetry Inc. Proprietary Information Inspire Sales Loyalty & Performance Presented by: OpenSymmetry Laura Roach Date: May 2015 www.opensymmetry.com

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XactlyCompCloud2015_OSPreso_May 17

  • 1. 1 Copyright ? OpenSymmetry Inc. Proprietary Information Inspire Sales Loyalty & Performance Presented by: OpenSymmetry Laura Roach Date: May 2015 www.opensymmetry.com
  • 2. 2 Copyright ? OpenSymmetry Inc. Proprietary Information Mediocrity Source: http://www.blackenterprise.com/files/2010/09/mediocrity.jpg
  • 3. 3 Copyright ? OpenSymmetry Inc. Proprietary Information GETTING IT DONE! Executing excellence without distractions PRODUCTIVITY BLOCKERS What drives sales people crazy! STRENGTHS BASED SALES STAFFING Focus on your strengths ¨C you¡¯re already spending this money on how to NOT have a mediocre sales team.3KeyAreas:
  • 4. 4 Copyright ? OpenSymmetry Inc. Proprietary Information success is:drowning out the noise. PRODUCTIVITY BLOCKERS
  • 5. 5 Copyright ? OpenSymmetry Inc. Proprietary Information What drives sales teams CRAZY! 1. 2. 3. Lack of Clarity Feeling like Admins Unattainable Goals / Constant Carrot Moving
  • 6. 6 Copyright ? OpenSymmetry Inc. Proprietary Information Quotas The goal, the WHAT your trying to achieve Driving your Sales Team Territory WHO, WHERE you are going to go to achieve Design HOW you will pay, motivate, drive performance for achievement So What? If you don¡¯t know the WHY to what your driving
  • 7. ? 2012 Forrester Research, Inc. Reproduction Prohibited Alignment with Growth Opportunities Jan. 2015 Forrester report: ¡°Grow Your Revenue Stream With Customer-Centric Finance¡±
  • 8. 8 Copyright ? OpenSymmetry Inc. Proprietary Information A Big Problem say retaining good performers will be a big problem in 2014/2015. More than a third of sales leaders are increasing salaries to keep their best people. 56% >30% source: BMS Quarterly Sales Index April 2014
  • 9. 9 Copyright ? OpenSymmetry Inc. Proprietary Information A Big Problem (continued) 34% counter-offer from existing employers 26% unable to meet salary expectations 19% offer from other employer 11% Long recruitment process 11% Other reasons for losing top talent
  • 10. 10 Copyright ? OpenSymmetry Inc. Proprietary Information Millennials
  • 11. 11 Copyright ? OpenSymmetry Inc. Proprietary Information
  • 12. 12 Copyright ? OpenSymmetry Inc. Proprietary Information
  • 13. 13 Copyright ? OpenSymmetry Inc. Proprietary Information Top Business Issues for Sales in 2015 Source: SIRUSDECISIONS, 2015 ISMM
  • 14. 14 Copyright ? OpenSymmetry Inc. Proprietary Information Random Acts of Sales Support
  • 15. 15 Copyright ? OpenSymmetry Inc. Proprietary Information Sales Organizations need to update their hiring processes FIX IT Selecting the ideal seller means you know your buyer Effective tools to support the customers journey as well as seamless sales support integration
  • 16. 16 Copyright ? OpenSymmetry Inc. Proprietary Information success is:standing out from the pack. FOCUS ON YOUR STRENGTHS
  • 17. 17 Copyright ? OpenSymmetry Inc. Proprietary Information Match your buyer to your sales talent
  • 18. 18 Copyright ? OpenSymmetry Inc. Proprietary Information Build a Strength Based Organization Know: Change: Build: ? Know your Buyer ? Know what type(s) of sellers you need ? Throw away old Job Descriptions ? Build Strength Profiles ? Hire & Develop based on Strengths ? Build Incentive & Recognition Programs to match motivators ? Build Focused Sales Enablement Programs (no more ad hoc) success is: knowing which path to take.
  • 19. 19 Copyright ? OpenSymmetry Inc. Proprietary Information You are interested in areas which combine creativity with influencing people directly. You may therefore be drawn to the ¡°selling of ideas, either in sales, marketing, or teaching and training other. You tend to relate well to most people, no matter what their personality ¡°type¡± may be. You show an overall balance in your usual behavior which generally serves you will in the majority of your dealings with others. You feel at ease in most environments, and this preference of yours for a well-balanced environment is only likely to be distributed if you have to spend much time with people who exhibit extremes of behavior. Burdening her with unnecessary rules and procedures Measuring her performance by watching how ¡°busy¡± she is. Paying insufficient attention to what she is feeling as well as what she is saying. Interrupting when she is concentrating. KNOW YOUR STRENGTHS: Jennifer Primrose Some basic information about you Biggest mistakes you can make with her The following personal statements are generated by your answers to The Birkman? Method questionnaire. Carefully read each statement and check the statements that are most significant to you. Discuss with a trusted advisor or friend how your selected statements impact you ¨C past or present. File No. B30194. Presented By Birkman International, Inc. (713) 623-2760 info@birkman.com
  • 20. 20 Copyright ? OpenSymmetry Inc. Proprietary Information MY GIFT TO YOU¡­¡­. Take the OS Strengths Assessment powered by Birkman? On Demand. A complimentary gift from OS to YOU! http://ow.ly/MC2Pp success is: Knowing your strengths
  • 22. 22 Copyright ? OpenSymmetry Inc. Proprietary Information Placeholder Feel like we need the current state to future state slide on how we were able to execute and how we can help others to plan this out on this slide
  • 23. 23 Copyright ? OpenSymmetry Inc. Proprietary Information What¡¯s your SPM Number?
  • 24. 24 Copyright ? OpenSymmetry Inc. Proprietary Information SPM ¨C Smarter Sales Force Assessment SALES STRATEGY DESIGN BUSINESS PROCESS MANAGEMENT BUSINESS INTELLIGENCE ENABLING TECHNOLOGIES Talent Acquisition ¨C Recruiting, Assessing, Selecting, & Onboarding Talent Development - Sales Enablement, Coaching and Training Sales Process and Methodology Channel Management Incentive Compensation Territory and Quota Management OS Smarter Sales Force Model
  • 25. 25 Copyright ? OpenSymmetry Inc. Proprietary Information Value Grid Assessment Example Positive Impact to Sales Performance in FY13/14 EaseofImplementation Notes: Size of bubble shows relative upfront cost 25 ICM Solution Target Setting Pay data Subs Salesforce Competency Assessment Clarify Career Maps Plan Design Prog Design Revisit Territory and Quota Alignment High Medium Low
  • 26. 26 Copyright ? OpenSymmetry Inc. Proprietary Information
  • 27. 27 Copyright ? OpenSymmetry Inc. Proprietary Information Inspire Sales Loyalty & Performance Presented by: OpenSymmetry Laura Roach Date: May 2015 www.opensymmetry.com