Best Practices in World-Class Sales Forces

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Information about Best Practices in World-Class Sales Forces
Business & Mgmt

Published on October 22, 2008

Author: TrueConnection

Source: slideshare.net

Description

presented by Jason Jordan of Mercer at the TrueConnection 2008 Sales Performance Management Conference, hosted by Callidus Software

World-Class Sales Force Benchmark Research Jason Jordan Washington, DC

Mercer Co-Sponsored Research with H.R. Chally In 2006, Chally interviewed 2,500 B2B buyers Collected data on 4,500 salespeople from 1,500 companies Identified only 4 companies who were deemed ‘World-Class’ by their customers Chally and Mercer interviewed dozens of people from each winner (Sales, IT, HR, Executives, etc.) Mercer wrote the 2007 research report

In 2006, Chally interviewed 2,500 B2B buyers

Collected data on 4,500 salespeople from 1,500 companies

Identified only 4 companies who were deemed ‘World-Class’ by their customers

Chally and Mercer interviewed dozens of people from each winner (Sales, IT, HR, Executives, etc.)

Mercer wrote the 2007 research report

Industry Rankings

2007 Winners Global Imaging Systems Applied Industrial Technologies Corporate Express Insight Computing

2007 Best Practice Categories Customer-Focus Recruiting and Selection Training and Development Sales Process Information Technology Organizational Integration (new entrant)

Customer-Focus

Recruiting and Selection

Training and Development

Sales Process

Information Technology

Organizational Integration (new entrant)

Customer-Focused Culture

Customer-Focused Culture

Common Practice: Hire Industry Experience

Best Practice: Ensure that Your Salespeople Know Their Customers’ Business WORLD CLASS SALES FORCES GO OUT OF THEIR WAY TO TRAIN ON CUSTOMER ISSUES

Common Practice: Create Value for Your Customers

Best Practice: Demonstrate the Value You Create for Your Customer WORLD CLASS SALES FORCES EXPLICITLY QUANTIFY THE VALUE OF THEIR PRODUCTS

Recruiting and Selection

Recruiting and Selection

Common Practice: Recruit and Hire Natural-Born Sellers

Best Practice: Recruit and Hire Specialists WORLD CLASS SALES FORCES REALIZE THAT SELLING IS A SPECIALIZED PROFESSION

Training and Development

Training and Development

Common Practice: Train Extensively at Onboarding

Best Practice: Provide Just-In-Time Training that is Easily Digestible WORLD CLASS SALES FORCES PROVIDE TRAINING AS SPECIFIC SKILLS ARE REQUIRED

Common Practice: The Best Salespeople Make the Best Managers STEP 1 Train On Selling Skills STEP 2 Promote

Best Practice: Teach Managers How to Manage WORLD CLASS SALES FORCES RECOGNIZE THAT ‘MANAGING’ SKILLS ARE DIFFERENT THAN ‘SELLING’ SKILLS, AND THEY TRAIN ACCORDINGLY STEP 1 Train On Selling Skills STEP 2 Promote

Sales Processes

Sales Processes

Common Practice: Measure Inputs and Outcomes

Best Practice: Measure and Manage Inside the Pipeline WORLD CLASS SALES FORCES MONITOR THE PROGRESS OF LEADS THROUGH THE PIPELINE TO I.D. OPPORTUNITIES FOR IMPROVEMENT

Information Technology

Information Technology

Common Practice: Buy ‘Best-of-Breed’ CRM Tools and Methodologies

Best Practice: Customize Technology to Your Business … Not Visa Versa WORLD CLASS SALES FORCES BEGIN BY DESIGNING THE PROCESSES THEY NEED, THEN THEY DEVELOP INFORMATION SYSTEMS TO ENABLE THE TASKS

Common Practice: Implement Large-Scale CRM or SFA

Best Practice: Avoid ‘Big Bang’ System Development WORLD CLASS SALES FORCES SHY AWAY FROM LARGE-SCALE CRM PROJECTS IN FAVOR OF MORE ORGANIC TECHNOLOGY DEVELOPMENT

Organizational Integration

Organizational Integration

Common Practice: Seek Assistance from Other Functions (or not)

Best Practice: Imbed Functional Resources Inside the Sales Organization and Field Offices WORLD CLASS SALES FORCES BRING OTHER FUNCTIONS INSIDE THEIR ORGANIZATION TO LEARN THEIR BUSINESS AND BETTER SERVE THEIR NEEDS

In Sum … World Class Sales Forces are not mired in the past They do not look to their peers for inspiration They treat their sales forces like other business functions … with discipline and rigor They measure and re-measure everything They expect continuous improvement Their customers love them for it

World Class Sales Forces are not mired in the past

They do not look to their peers for inspiration

They treat their sales forces like other business functions … with discipline and rigor

They measure and re-measure everything

They expect continuous improvement

Their customers love them for it

For More Information or Questions … Jason Jordan 703-405-4813 [email_address]

Jason Jordan

703-405-4813

[email_address]

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