Transcript What is Sales Excellence?

How Many of Your Salespeople
are Underwater?
20 years of research tells us that 20% to 25% of
an organization’s sales force are underwater and
performing below their quota
Developing Sales
Force Effectiveness
Improving sales effectiveness by identifying
individual developmental needs.
Developing Sales Force Effectiveness
The Sales Challenge
 20 years of research tells us that 20% to 25% of an organization’s sales
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force are underwater and performing below their quota
20% of salespeople account for 80% of overall company sales
Salespeople are looked upon as a commodity now more than ever
The traditional sales approach is to sell “outputs” / transactional
Traditional sales training rarely sticks
How do we achieve sales excellence?
What is Sales Excellence?
How do we get people to perform better?
How do we get there?
Developing Sales Force Effectiveness
Cost of Sales (Example)
Million dollar sales quota at 10% EBITDA = $100,000 revenue
Salesperson fully burdened (Salary, Comm / Expenses) @ $80,000
Net = $20,000 Profit per salesperson
Salesperson at 75% of quota / $750,000 @ 10% EBITDA = $75,000
Salesperson (Salary, Comm / Expenses) @ $80,000
$5,000 Loss for every salesperson at 75% of quota
How many of your salespeople are underwater?
How much are they costing you?
Developing Sales Force Effectiveness
What are your under-performers costing you?
#1 “Under-performing badly”
performing in bottom 25th percentile
12 months to train plus 12 months to assess plus 90 days notification period
2+ years worth of direct expense and 6 months of expense to hire, assess, and fire
Additional non-recuperative costs...CRM time/usage, costs lost/stolen, warranty expenses related to mis-applied
products, lost opportunity, etc.
#2 “Too Good to Throw Away, but Not Good Enough to Keep"
performing between 60th percentile to 25th percentile
It gets REALLY expensive because there are worse sales people shielding the ineffectiveness of this category.
Probably adds a full year to the assessment period.
How do you cut your assessment time from 1 to 2 years to 3 months?
Our process shows you how to do that!
Developing Sales Force Effectiveness
Establishing The Baseline
 Is my sales force able to execute our strategic intent?
 Are my salespeople capable of delivering consistent results?
 Do I have the right people in place to succeed?
 How many are under quota and will they / can they make it?
 How long should I wait before letting a “C” player go?
 How do I coach and direct my team’s efforts to optimize performance?
 How do I hire the best people going forward?
Developing Sales Force Effectiveness
A 30 Minute Pre-View
Improving the sales effectiveness of just 2 salespeople
will give you a 100% ROI. To understand more about
how this program will help you get your sales force
selling more effectively and profitably, please join me in
a 30-minute preview to find out how to implement this in
your organization.
Rick Tiemann
President
The Executive Group
Rick Tiemann
Hello! Thank you for taking a few moments to look at our program. Please
join me in a 30 minute preview of how this program will pay you dividends.
 Started The Executive Group in 1991 to
help organizations select and develop their
personnel and address their business
development needs.
 Over 38 years of business and sales
experience owned 3 companies, National
and International Sales and Marketing
experience and former President of a $75
million service provider.
 Served as a behavioral coach to
presidents, executives, managers, and
salespeople.
My belief is that one of the biggest challenges facing businesses today is
how to attract, hire, train, retain and develop the right people.