Transforming the World of Sales Breaking the Barriers – Beating the Odds Transforming the World of Sales One Woman at a Time
Being Your Best Self – Own It!
Michelle Seger, SalesGlobe Our Story- Sales Innovation
We are rethinking sales. SalesGlobe is a sales innovation firm that solves challenging sales problems. We work with our clients to implement solutions that give them a significant ROI. why? • Sales Strategy and Go-to-Market Why do companies repeat the same old solutions? • Account Segmentation and Targeting
Why do they use benchmarks and current • Voice of the Customer Insight practices as the answer? • Sales Process Optimization Why do they leave themselves vulnerable to • Sales Organization Design competition? • Channel Programs
Michelle Seger • Sales Capacity and Goal Design
• Talent Assessment and Planning
• Strategic Account Programs
• Sales Compensation rethink• Quota Setting • Technology Readiness
2 Some of your questions…
How should I leverage social media in my profession? How can I elevate myself How can I best establish to being on equal footing credibility and position with male counterparts in myself as SME in a male- the same position? dominated industry?
What’s the best way to ? message out without How can I differentiate myself being “too salesy” or from my competition? “spammy”?
How can I get a response from prospects when sending messages to them?
3 contextThe Revenue Roadmap The Revenue RoadmapSM Insight Provides information for planning and Voice of the Macro Market Competitor Business strategy. Customer Environment Performance Performance
Sales Strategy Charts an actionable Products Segmentation Value Approach to growth plan. & Services & Targeting Proposition Market
Customer Coverage Matches roles, resources, and Sales Channels Sales Roles Sales Process Sales process to customer & Structure Deployment needs.
Enablement
Aligns execution with Incentive the growth strategy. Compensation Recruiting Training Tools & Quotas & Retention & Development & Technology
4 trendsTechnology Impact on the Buying Experience Sales professionals spend at least 15% of their time leaving voicemails
35% of professionals read email via their mobile phone
Email is twice as effective as cold calling
Buyers like remote contact. This increases the higher up in the organization you go
5 trendsPersonalize the Experience Coach Smith, I have been a part of ACME Sports family for the last four years, and I understand the time and dedication it takes to be a coach. I want to I hope you are enjoying your summer and excited about the make your experience as easy as possible, so you can focus on the upcoming school year. One of my top priorities is getting to know my development of your team. My job is to remove the hassles related to customers better, so I thought it would be helpful if you were able to purchasing uniforms, equipment, and anything your athletic program learn a little bit more about me, too. may need. We are your one-stop-shop, saving you time so you can focus on impacting lives on the field. Where I’m From Saratoga, NY but I currently live in San Diego with my husband Matt I would enjoy the opportunity to discuss how ACME Sports makes and our dog Cooper. Despite being in California, I’m still a loyal New your life easier as a coach if you’ve got some free time this week. York sports fan, and my favorite teams are the Yankees, New York Giants, Knicks, New York Rangers, and Syracuse Orange. Do you have time for a call? FACTS: Sports Career Best regards, ✓ 45.15% open rate I started playing Tee-ball at age five. By the time I was ten, I was ✓ Received multiple actively dancing and playing softball, and it was time to make a responses choice. It was easy. I played school and travel ball and won an athletic Samantha Jones ✓ Generated NEW orders scholarship at the University of California, a NCAA Division 1 softball Acme Sports ✓ Double digit increase in school. 455-298-5656 [email protected] response rates Coaching Career Once my playing career was over, I began coaching girls’ softball. In my 10-year coaching career I’ve coached at the high school, club, and select levels. I was also named US Softball Coach of the Year.
6 trendsSocial Media Hacks That Work! • Grow your personal brand on-line. • Share your client’s images. • Understand which social media • Share relevant videos. channels your customers are using, and meet them there. • Tailor your content to concerns of your customers. • Leverage linkedin to find connections to prospects. • Always connect with your clients on LinkedIn!
7 approachSales Design Thinking – A Practical Tool
• What’s the Problem? • Redefining Your Problem by Understanding the Story
Sales Design ThinkingSM . ? ….. ...
1. 2. 3. 4. 5. Articulate Redefine Think Develop Manage Problem Challenge Horizontally Vertically Change Statement Question
Get the Understand Investigate Create Combine Look for Refine Test Implement & Initial View the Story Why Solution Vision Options Parallels the Few Readiness Communicate
Engage the Outsider
8 approachPracticing the First Two Steps
Sales Design ThinkingSM . ?
1. 2. Articulate Redefine Problem Challenge Statement Question
Get the Understand Investigate Create Initial View the Story Why Solution Vision
Engage the Outsider
9 Sale problemWhat They Thought
“We need to add some SPIFFS and
other incentives to our comp plan
because no one is hitting quota and
we are missing our targets”
11 But What’s the Real Challenge?
Understanding the Story
What… ? are the pain points?
How and When… did it happen and develop (the story)?
Who… was involved (executives, roles)?
Where… was it happening (globally, regions)?
Why… was it done this way?
12 ? 1. Newly acquired customers are not happy with 2. their current level of service Redefine 2. Quotas are not aligned with actual market Challenge Understanding the Story potential Question
What… • It’s September, and ?all our reps are well below quota (0% attaining) and average quota attainment is less than 50%. How and When… • Company started by selling telephony products. Acquired software collaboration company at the end of last year. • Quota attainment includes a number for software and quota for core product has increased significantly. Strategy is to cross-sell 25% of our core product into the newly acquired customer base. • Cross-selling new products into the base is well below expectations, and we are not actively selling our core product into the newly acquired customer base. Who… • Our CTO helped to build the first prototype software at the acquired company and talked with our executive team to negotiate a purchase of the business. Where… • Poor performance across the U.S. in all markets. Why… • The company was a bargain, and our core product revenue was declining. • Although the customer list was strong, we didn’t realize existing contracts were expiring, and because the company had not invested in the software for some time, there was little customer credibility to buy from us.
13 Understanding the Story Creating a Solution Vision
What… ? What… ! are the pain points? is a successful outcome?
How and When… How and When… did it happen and develop (the story)? could it happen (at once, over time)?
Who… Who… was involved (executives, roles)? should be involved (executives, roles)?
Where… Where… was it happening (globally, regions)? should this happen (globally, regions)?
Why… Why… was it done this way? would it be beneficial or be resisted?
14 ? 1. Segmentation of newly acquired customer 2. base based Redefine 2. A motivating incentive compensation plan Challenge Creating the Solution Vision 3. Quota setting approach Question
What… is a great outcome? • ! 50% - 60% of the organization attains quota. How and When… could it happen? • By the end of December, but if we can achieve this by end of Q1 2020, we can still meet the company ROI objectives and we can ensure the reps earn their incentive by adjusting quotas this year. • We need to segment the newly acquired customers better so that we can quickly pull together a plan that makes sense. Who… should be involved? • The sales organization with the help of sales operations and marketing. Where… • Across the US where high potential markets have been identified. Why… • We have to raise morale of the team and stem rep turnover. We’ve already lost some of our top sellers and we don’t want to lose anyone else. • We probably made a poor assumption on cross-selling potential because we didn’t approach segmentation properly. • We didn’t realize the newly acquired customer base was so dissatisfied with the current company product set, and we thought it was a “no brainer” to sell them the rest of our product portfolio.
15 thanksTaking Action
1. Get the Complimentary Sales Design Thinking Method!
2. Complimentary SalesGlobe News for Sales Professionals www.salesglobe.com
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