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RISE B2B Sales Transformation Program Presentation
- 1. RISE PROGRAM OVERVIEW WHY was RISE developed in the first place? WHAT is the RISE program? HOW does it work?
- 2. 2 Anybody knows who is this guy? NOKIA CEO Last Speech after NOKIA´s bankruptcy “We did not do anything wrong but somehow, we lost”
- 3. To whom is this presentation addressed? If this sounds familiar and you hold an accountability position in your B2B Organization this presentation is for you Is your Sales Execution under control ? A study of 275 managers reported that the ability to execute a strategy was more important than the quality of strategy itself. These managers cited strategy implementation as the most important factor in shaping management and corporate valuations. Fewer that 10% of effectively formulated strategies are successfully implemented. (The strategy-focused organization, R. Kaplan). In the past, competitive advantages were generated by product and technology differences Product and technology differentials live every time shorter and are smaller More and more, the source of competitive advantages comes from: Excellence in Sales Execution Surely, you are not doing anything wrong in your Sales Organization HOWEVER Have you reached maximum effectiveness and maximum efficiency alignment and transparency as a Sales Organization? Can you afford not to?
- 4. RISE Rational Initiative for Sales Excellence Why was RISE developed? RISE is the Sales Transformation Program aimed at making your B2B Sales Team the key source of Competitive Advantage in your business providing a complete framework to implement lean change and achieve sales alignment and transparency across B2B sales organizations
- 5. What is RISE? RISE is the Sales Transformation Program addressing the 5 transformational dimensions • Best Practice Sales Processes • CRM System, Metrics and Reports • Role Model Sales Organization • Sales and Management Skills • HR Development at the 3 stakeholder levels • Individual Capabilities • Management Capabilities • Organizational Capabilities RISE Rational Initiative for Sales Excellence
- 6. What is RISE? RISE is the Sales Transformation Program RISE Profile • Complete • Best in Class • Action Focused RISE Rational Initiative for Sales Excellence
- 7. Best Practice Sales Processes are the core of the RISE Program How does RISE work? Focus DOING BEST WHAT MATTERS MOST …to your customer …to your business Sales Rep Key Account Manager Sales Manager
- 8. RISE B2B Best Practice Sales Processes • describe in depth the state-of-the-art, focused and innovative ways of working for your B2B Sales Rep, Key Account Manager and Sales Manager • are the true differentiator and benefits driver of the RISE program for B2B Sales Transformation • provide a solid framework for the development of CRM and BI reporting systems How does RISE work? Best in Class
- 9. How does RISE work? RISE describes a structured approach to develop an efficient Role Model Sales Organization and balanced Territory Structure • Market Database development • Account Classification • Market Coverage Model • Sales Coverage Plan • Account RACI ownership • Territory Structure and workload • Role Model Principles • Role Model Sales Organization Role Model Sales Organization Territory Structure In addition to Best Practice Sales Processes …
- 10. How does RISE work? Sales Skills Management Skills RISE includes training programs in the core Sales Skills • Understanding needs • Questioning skills and SPIN Selling • Listening skills • Objection Handling skills • Negotiation and closing skills to implement an effective Sales Skills Matrix In addition to Best Practice Sales Processes …
- 11. RISE includes 3 working system prototypes • PRE CRM • Key Account Management • Reporting …to support effectively the optimum development of CRM and Power BI Reports With a complete metrics model at 3 levels, based both on Leading and Trailing Performance Indicators • KPIs • Analytics • Action Lists How does RISE work? Systems and Metrics In addition to Best Practice Sales Processes …
- 12. RISE includes the complete job descriptions /playbooks for key roles in the sales organization: • Sales Rep • Key Account Manager • Sales Manager to support the success of the recruitment process How does RISE work? Job Descriptions Personal Development Plan The RISE Job Description Why does this job exist? Business Deliverables Market deliverables Team Deliverables What is the scope of accountability of this position? The Sales Coverage Plan Junior Sales Rep Senior Sales Rep What do you need to do to succeed in the job? Sales Process Sales Tools Sales Data Customer Base How do you measure success in the job? Standards (of activity) Targets (results) Where does the job fit in the organization? Reporting Lines Interfaces Management scope How is the job managed? Management Process Coaching Process Self-Management What know-how does the job need to succeed? Product and Application knowledge Customer knowledge Market knowledge Competitor knowledge What sales skills does the job need to succeed? Sales Skills Process Skills System Skills What profile does the job need to succeed? Attitudes Aptitudes Experience Non negotiables for the position search How does the job get rewarded? Components Development options for this position Summary My Sales Charter In addition to Best Practice Sales Processes …
- 13. Lominger – Korn Ferry model to understand underdeveloped/developed/overdeveloped skills Your • 3 strengths • 3 development areas Review recommended readings Implement recommendations for action RISE includes • HR profile assessment model for sales heads • HR development plan How does RISE work? My 3 Strengths My 3 Development Areas A UNDERSTANDING THE BUSINESS B MAKING COMPLEX DECISIONS C CREATING THE NEW AND DIFFERENT D KEEPING ON POINT E GETTING ORGANIZED F GETTING WORK DONE THROUGH OTHERs G MANAGING WORK PROCESSES H DEALING WITH TROUBLE I MAKING TOUGH PEOPLE CALLS 4 Energy and Drive J FOCUSING ON THE BOTTOMLINE K BEING ORGANIZATIONALLY SAVVY L COMMUNICATING EFFECTIVELY M MANAGING UP N RELATING SKILLS O CARING ABOUT OTHERS P MANAGING DIVERSE RELATIONSHIPS Q INSPIRING OTHERS R ACTING WITH HONOR AND CHARACTER S BEING OPEN AND RECEPTIVE T DEMONSTRaTING PERSONAL FLEXIBILITY U BALANCING WORK/LIFE V CLUSTER V – DOESN’T RELATE WELL TO OTHERS W SELF-CENTERED X DOESN’T INSPIRE OR BUILD TALENT Y TOO NARROW Z DOESN’T DELIVER RESULTS Operating Skills 7 8 Factor Personal Assessment and Development 1 2 3 5 6 Courage Organizational Positioning Skills Personal and Interpersonal Skills Trouble with People Trouble with Results Cluster Strategic Skills Job Descriptions Personal Development Plan In addition to Best Practice Sales Processes …
- 14. The Sales Head View The Business View Summarized into the RISE Sales Excellence Model Products, Brands, Solutions & Insights Best Practice Sales Processes Sales Skills Sales Tools (CRM) Market Data Team Organization Rewarding Systems Values & Leadership Principles I know WHY I do the things I do I know WHOM to sell I know HOW to run my job I know HOW to win with customers I have the TOOLS to do my job We are successful as a TEAM I WANT to do my job I know how to MEASURE my success Values and Leadership Principles Market (Customers & Prospects Targets) Sales Best Practice Processes Sales Skills Sales Tools (CRM, Pricing, E Shop) Sales Role Model Organization Rewarding Systems KPIs and Reports I know WHAT to sell Value Proposition (Products, Solutions, Insight)
- 15. The Sales Head View The Business View I know WHY I do the things I do I know WHOM to sell I know HOW to run my job I know HOW to win with customers I have the TOOLS to do my job We are successful as a TEAM I WANT to do my job I know how to MEASURE my success Values and Leadership Principles Market (Customers & Prospects Targets) Sales Best Practice Processes Sales Skills Sales Tools (CRM, E Shop) Sales Role Model Organization Rewarding Systems KPIs and Reports I know WHAT to sell Value Proposition (Products, Solutions, Insight) CONTROL IMPROVE ANALYZE MEASURE DEFINE Summarized into the RISE Sales Excellence Model
- 16. … with Sales Charter summary cards for each key role
- 17. Implementing the RISE Sales Transformation Program The RISE Program for Management and Trainers Session 1 The Sales Transformation Journey Session 2 Business Change Session 3 Overview of the RISE ABC Sales Process Session 4 Creating a common language - Value Session 5 Activities Session 6 Sales Opportunities Session 7 Follow Up Session 8 Understanding Key Accounts Session 9 Managing Key Accounts Session 10 Overview of the MCG Sales Management Process Session 11 Sales Coaching Session 12 Development of a Role Model Sales Organization Session 13 Sales Skills - SPIN Selling Session 14 Sales Skills - Core Skills Session 15 Sales Skills – Insight Selling and the Challenger Sale Session 16 Job Descriptions and Skills Matrix Session 17 Personal Development Plan Session 18 Recruitment Session 19/20 Summary and action Plan RISE Management Training Agenda Step 1
- 18. Implementing the RISE Sales Transformation Program Specific implementation Plan by Unit 10 Steps Step 2 Product Knowledge 4 PRE CRM 5 Sales Reporting Systems 6 Sales Skills Training 8 Sales Process Training 7 Sales Management Plan 10 Sales Coaching Plan 9 Role Model Sales Organization 3 Sales Coverage Plan 2 Qualified Market Database 1 Individual Capabilities Management Capabilities Organizational Capabilities
- 19. Interested ? Contact me at JBM B2B Sales Consulting Phone +34 661 450 833 E mail [email protected]
- 20. THANKS FOR YOUR ATTENTION RISE Rational Initiative for Sales Excellence