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The Challenges Of Sales Leadership

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

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The Challenges Of Sales Leadership

  1. 1. <ul><li>Sales Performance Management Conference 2007 </li></ul>The Challenges of Sales Leadership
  2. 2. <ul><li>Founder and Publisher of </li></ul><ul><li>Selling Power magazine </li></ul><ul><li>138,000 subscribers in </li></ul><ul><li>67 countries worldwide </li></ul><ul><li>Author of 17 books on </li></ul><ul><li>selling and motivation </li></ul>Gerhard Gschwandtner
  3. 3.
  4. 4. 1981
  5. 5. 1987 - 1990 - present
  6. 6. Mission <ul><li>“ To help sales leaders create a more effective sales organization and raise the standards of professionalism in selling” </li></ul>
  7. 7. Agenda <ul><li>1. Trends </li></ul><ul><li>2. People </li></ul><ul><li>3. Process </li></ul><ul><li>4. Technology </li></ul><ul><li>5. A winning Sales Culture </li></ul>
  8. 8. Trends <ul><li>1. Selling will be tougher in 08 </li></ul><ul><li>2. 40% of salespeople fail to reach quota </li></ul><ul><li>3. 63% will hire more salespeople in 08 </li></ul><ul><li>4. CSO tenure - 24 months </li></ul><ul><li>5. 60% of CEO’s are not satisfied with CSO </li></ul>
  9. 9. Change drives culture Technology Drives Change
  10. 10. Technology Drives Change Co-creation
  11. 11. Technology Drives Change Authenticity
  12. 12. Reality TV
  13. 13. New leadership Collaborative Authentic Non-autocratic
  14. 14. 2. Leaders and People
  15. 15. People Challenge # 1 <ul><li>Lack of the right talent </li></ul>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
  16. 16. 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
  17. 17. 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
  18. 18. Ferrucio Lamborghini
  19. 19. Lamborghini
  20. 20. Entrepreneurs US 25 Million startups WORLDWIDE: 50 Million new startups* * Global Entrepreneurship Monitor, London
  21. 21. “ The ultimate ultimate goal of a leader is to harness the collective intelligence of the people in the organization.” - Thomas Watson Jr .
  22. 22. Gallup survey 29% Engaged 54% Not engaged 17% Actively Disengaged
  23. 23. Werner Berger
  24. 24. Potential “ What do people rarely reach their full potential? “What prevents us from asking everyone to give it all they’ve got?”
  25. 25. 3. Process
  26. 26. # 1 Goal = Customer Success <ul><li>The purpose of business is to create a customer </li></ul><ul><li>Help our customers win </li></ul><ul><li>Who defines winning? </li></ul><ul><li>Collaborate and co-create </li></ul><ul><li>Goal = Customer success Money + Meaning </li></ul>
  27. 27. 4. Technology
  28. 28. 4. Technology
  29. 29. 4. Technology Sales 1.0 Sales 2.0
  30. 30. 5. Winning Sales Culture
  31. 31. Leaders Drive Corporate Culture Ideas drive leaders
  32. 32. 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
  33. 33. Lift off
  34. 34. [email_address]
  35. 35. The Sales 2.0 Funnel Anonymous Visitors Named Visitors Qualify Named Prospects Attract Interact Track/Manage Close Loyalty

Editor's Notes

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