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The Challenges Of Sales Leadership

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Callidus Software
Callidus Software

presented at TrueConnection: Sales Performance Management Conference 2007 by Gerhardt Gschwandtner, CEO and Publisher of Selling Power Magazine

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[object Object],The Challenges of Sales Leadership
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Gerhard Gschwandtner
1981
1987 - 1990 - present
Mission ,[object Object]
Agenda ,[object Object],[object Object],[object Object],[object Object],[object Object]
Trends ,[object Object],[object Object],[object Object],[object Object],[object Object]
Change drives culture Technology Drives Change
Technology Drives Change Co-creation
Technology Drives Change Authenticity
Reality TV
New leadership Collaborative Authentic Non-autocratic
2. Leaders and People
People Challenge # 1 ,[object Object],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
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
Ferrucio Lamborghini
Lamborghini
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
Werner Berger
Potential “ What do people rarely reach their full potential? “What prevents us from asking everyone to give it all they’ve got?”
3. Process
# 1 Goal = Customer Success ,[object Object],[object Object],[object Object],[object Object],[object Object]
4. Technology
4. Technology
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
Lift off
[email_address]
The Sales 2.0 Funnel Anonymous Visitors Named Visitors Qualify Named Prospects Attract Interact Track/Manage Close Loyalty

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