Transcript Document
Sales Force Fundamentals
We build SalesForces with our clients
The Case for SalesForce Re- Engineering
Less than 30% of companies make the changes necessary to profitably increase sales
We Build SalesForces with our Clients
We build SalesForces with our clients
The Case for Re-Engineering SalesForces
• In a strong market, increased revenue often is driven by: – Overall growth in the market – New product success – Success of your customers • The weaknesses of the sales force are masked • In a slow market, SalesForce issues really show
and
matter • Training programs, process re-design and installation of CRM tools alone do not address structural issues within the organization • Without Re-Engineering, the root causes of SalesForce ineffectiveness won’t be uncovered–efforts to increase sales will continue to fail
Cura works with you to assess, design and implement a DEEP Re-Engineering of your SalesForce to achieve real growth
We build SalesForces with our clients
25 years experience with 1500+ clients confirms:
• 20% of sales-persons deliver 80% of new business; 80% of sales-persons are order takers • Many Sales-Managers are not qualified to lead, manage and sell – Companies need effective, proven processes to identify, select and hire high performance, driven salespersons and management with the right competencies • Territories are most often geographically designed without regard for balancing opportunities and targeting and existing business • Sales incentives do not reward for real growth and are not tied to targets and key performance objectives • Sales people do not have the information in the field to service customers and reduce sales cycles. – Lack of integration between sales, customer service, operations and technical areas results in poor communication, low productivity and delayed receivables – CRM and Sales automation tools are often too complex, not truly mobile and not utilized by the Sales Force
We build SalesForces with our clients
Why Sales Don’t Grow Especially in Slow Economies
• Lack of clearly defined sales growth targets and Key Performance Objectives • Improperly designed organizations, sales territories, positions, and/or incentive compensation • Wrong talent, or lack of, in sales and sales management • Lack of coordination between sales, customer service, operations and technical areas • Lack of good mobile CRM tools to allow sales, salespersons and management to focus and attain the real opportunities
Cura works with you to effectively Re-Engineer your sales and service organizations to achieve real growth
We build SalesForces with our clients
Why Select Cura?
• • •
We Build SalesForces with our Clients
We know and understand SalesForces
– 25+ years experience Re-Engineering and building Sales Forces – 1500 Clients - Manufacturers, Distributors and Service organizations with over 95% Cura client satisfaction – Assessed, recruited and hired over 1000 sales and sales management professionals – Installed Mobile CRM in 100 companies = 4000 users – Microsoft Dynamics 2011 and SalesForce.com = 3 million users
We use flexible, disciplined and repeatable processes that leverage best practices from all engagements We insure your technology remains up to date and supportable by:
– Maintaining an in-house staff of highly experienced CRM experts to develop and customizing proprietary sales automation applications – Partnerships with Microsoft, SaleForce.com, Apple and Goggle plus other key technology providers
We build SalesForces with our clients
The Cura Approach Disciplined Repeatable Processes
We build SalesForces with our clients
The Cura Approach Working Together with our Clients
Fundamentals for Growth
Clear goals and objectives Sales Staff core competencies match job requirements Organization is designed to deliver company objectives Sales incentives are aligned with growth targets and KPO’s Insure that the right people are in the right jobs CRM is simple, used, mobile and promotes communication across organization Focus in place to sell deeper and wider within existing accounts and acquire new accounts
Cura Process
BrainStorming and Planning SalesForce Assessment – Interviews, testing, analysis Opportunity Mapping, organization and job design ProFormax – Incentive pay based on achieving growth targets, KPO’s, competitive W-2 compensation Pro Select – Competency based assessment and recruiting process MobileCRM for Desktops, Laptops, Smart Phones, Tablets Account Acquisition Processes – Provides sustainable prospecting to grow business with existing and new accounts
We build SalesForces with our clients
The Cura Approach 1. Brainstorming & Planning
• Group meeting with key business and sales executive • Candid discussions to review strengths and opportunities and to explore issues • Scope and priorities set • Develop pathway forward to assess and Re-Engineer SalesForce • Define next steps and responsibilities
We build SalesForces with our clients
The Cura Approach 2. SalesForce Assessment
• Review detailed sales history-by region & for each sales-person • Establish DISC benchmarks for sales & sales management positions • DISC testing of sales and sales management personnel • Face to face interviews of sales personnel (including ride-alongs) • Face to face interviews of sales and business management • Review of incentive compensation, processes and CRM tools • Analysis of data, summarization, recommendations, presentation • Definition of next steps
We build SalesForces with our clients
DISC Tool Utilized to Establish Benchmark Profile
Sample DISC For Field Sales
100
DISC Overview Style vs. Benchmark D I S C Benchmark
50 I D S C Dominance Influence Steadiness Conformance Challenge (how respond to problems) Contacts (how influence others) Consistency (how deal with activity levels/change) Constraints (how respond to rules)
Individual Style: Persuading Conductor (11)
0 Individual Benchmark 92 84 55 66 12 22 29 29
We build SalesForces with our clients
Sample Results of DISC Analysis of Sales-Persons
Less than 20% match Benchmark Profile
ANALYZER
Analysis of facts and data; accuracy; safety and security; clean, tidy workstation; procedures to follow; high quality standards.
IMPLEMENTOR
Fact —based solutions; effective time management; efficient methodology; studying and solving problems; logical decisions; creative and original thinking.
COORDINATOR
Diplomacy and cooperation; facts and data to analyze; guidelines to follow; routine work; adherence to standards; task orientation
CONDUCTOR
Results-oriented; firm, quick decision making; authority to carry out responsibilities; expedites action; challenging assignments; bold, aggressive actions.
SUPPORTER
Logical thinking; systematic routine; closure; relaxed pace; team participation; security
RELATER
Teamwork; coaching and counseling; service to others; harmonious work environment; security; assistance to customers.
PERSUADER Competition with others; testing of new ideas; results through people; persuasive communicator; enthusiasm; change agent.
Mgt. Benchmark PROMOTER
People Contact; solutions to “people problems”; optimistic outlook; verbalizes thoughts and ideas; varied activities; mobility.
We build SalesForces with our clients
The Cura Approach 3. Opportunity Mapping
• • • • • • Analyze existing accounts by industry type (SIC- NAICS) Select target industries & company sizes Construct segmentable data base - customers and prospects Map to balance by revenue and opportunities Redesign territories – regions Create target data bases
We build SalesForces with our clients
The Cura Approach
4. Organization and Position Re-Design
• Define tasks required to achieve established goals • Identify core competencies and key traits to meet requirements • Combine tasks and competencies to design jobs • Design organization based on jobs to be managed • Adjust span of control at all levels • Evaluate existing personnel and fit for new organization & jobs • • Identify people to be replaced Identify open positions • Define recruitment priorities and strategy
We build SalesForces with our clients
The Cura Approach 5. ProFormax
Incentive Based Compensation System
4 Key Focuses 1. Set challenging but achievable goals 2. Align individual sales objectives to achieve goals 3. Consistent performance measurement 4. Timely recognition, reward and corrective action • Competitive total W-2 • Keep at least 1/3 total comp at risk • Solicit inputs – to maximize ownership • Keep it simple – tied to line of sight deliverables
We build SalesForces with our clients
The Cura Approach
6. ProSelect Competency Based Recruiting
• 100+ candidates identified • 40-50 screened and tested – DISC • 8-10 qualified and interviewed face to face • Preliminary background and reference checks • 6+ back to back interviews with client • Select 2-3 finalists – 2 nd client interview • Final selection and negotiation • Fee Cost on effort 20-25% 1 st year targeted W-2 comp. Reimbursables at cost.
• • • • • Multiple hires possible – no separate fees • •
Target Competencies
Driven and Competitive Influencing Tenacious and Resilient Results-oriented Solution sellers Promotable We build SalesForces with our clients
The Cura Approach
7. Mobile CRM powered by Microsoft, SalesForce.com, Goggle
• • • Lives within Outlook • • • Connect through the Cloud Contacts, Activities, Opportunities, Sales & Company Data, Quotes, Orders, Inventory, Cases, Reports, Dashboards Desktops, Laptops, Browser, Smart Phones, Tablets Built on SQL- (connectors for all ERP systems and Data Bases) – Cloud Hosted or On Premise Full Financing • Simple and Effective • Custom Configured to your Process’s • Delivers all functionality through the Cloud • Provides Sales-Force and management with critical data when needed and seamless connectivity
We build SalesForces with our clients
DEEP SalesForce Re-Engineering
ReEngineering your existing sales force, changing/updating sales processes
Cura can help you identify (and make) the tough decisions to resolve root causes of SalesForce ineffectiveness
Cura will help you create
Driven SalesForces and Service Organizations
to retain and grow market share, including in a slow economy Contact us to set up an appointment and discuss issues and opportunities
We build SalesForces with our clients
www.cura.com
Offices: Mt. Laurel, NJ and Atlanta, Ga Phone 856.439.1113 Fax 856.439.1115
We build SalesForces with our clients