Published on November 20, 2007
Sales Performance Management Conference 2007 The Challenges of Sales Leadership
Sales Performance Management Conference 2007
Founder and Publisher of Selling Power magazine 138,000 subscribers in 67 countries worldwide Author of 17 books on selling and motivation Gerhard Gschwandtner
Founder and Publisher of
Selling Power magazine
138,000 subscribers in
67 countries worldwide
Author of 17 books on
selling and motivation
1987 - 1990 - present
Mission “ To help sales leaders create a more effective sales organization and raise the standards of professionalism in selling”
“ To help sales leaders create a more effective sales organization and raise the standards of professionalism in selling”
Agenda 1. Trends 2. People 3. Process 4. Technology 5. A winning Sales Culture
5. A winning Sales Culture
Trends 1. Selling will be tougher in 08 2. 40% of salespeople fail to reach quota 3. 63% will hire more salespeople in 08 4. CSO tenure - 24 months 5. 60% of CEO’s are not satisfied with CSO
1. Selling will be tougher in 08
2. 40% of salespeople fail to reach quota
3. 63% will hire more salespeople in 08
4. CSO tenure - 24 months
5. 60% of CEO’s are not satisfied with CSO
Change drives culture Technology Drives Change
Technology Drives Change Co-creation
Technology Drives Change Authenticity
New leadership Collaborative Authentic Non-autocratic
2. Leaders and People
People Challenge # 1 Lack of the right talent Do you believe that at this time you have the right people in the key positions in your sales organization? 41.77 58.23 0 10 20 30 40 50 60 YES NO
Lack of the right talent
People Challenge # 2 What is the main reason why salespeople fail in your organization? People disengage and stop learning Lack of Knowledge Inadequate Skills Poor Attitude Other Number of Responses 0 32 64 96 128 160
People Challenge # 3 People join companies, but leave managers What is the average tenure of a salesperson in your company? 12-18 Months 19-24 Months 2-3 Years 4-5 Years Number of Responses Over 5 Years 0 30 60 90 120 150
Entrepreneurs US 25 Million startups WORLDWIDE: 50 Million new startups* * Global Entrepreneurship Monitor, London
“ The ultimate ultimate goal of a leader is to harness the collective intelligence of the people in the organization.” - Thomas Watson Jr .
Gallup survey 29% Engaged 54% Not engaged 17% Actively Disengaged
Potential “ What do people rarely reach their full potential? “What prevents us from asking everyone to give it all they’ve got?”
# 1 Goal = Customer Success The purpose of business is to create a customer Help our customers win Who defines winning? Collaborate and co-create Goal = Customer success Money + Meaning
The purpose of business is to create a customer
Help our customers win
Who defines winning?
Collaborate and co-create
Goal = Customer success Money + Meaning
4. Technology Sales 1.0 Sales 2.0
5. Winning Sales Culture
Leaders Drive Corporate Culture Ideas drive leaders
Winning Corporate Culture A clear set of values Consistent focus on customer success Meaningful experiences for employees Clear performance analytics Continued change and improvement FIVE CHARACTERISTICS OF WINNING CULTURES
The Sales 2.0 Funnel Anonymous Visitors Named Visitors Qualify Named Prospects Attract Interact Track/Manage Close Loyalty
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