Sales Leadership Conference Sales Leadership in a Tough Economy

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• Sales Leadership ConferenceSales Leadership in a
  Tough Economy

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Gerhard Gschwandtner

• Founder and Publisher of
• Selling Power magazine
• 132,000 subscribers in
• 67 countries worldwide
• Author of 17 books on
• selling and motivation

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Todays Participants
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Todays Participants
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Sponsors
PLATINUM


GOLD
SILVER
BRONZE
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1981
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1987 - 1990 - Present
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Our Mission

• To help sales managers create a more effective
  and more productive sales organization

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Wall Street

• The most valuable commodity I know of is
  information.

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Information Revolution 1455
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Nathan Rothschild

• In 1815 information traveled by pigeons

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Nathaniel Hawthorne

• In 1815 information traveled by telegraph

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Internet Revolution 1991
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2004
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All Human Knowledge

• 12 Exabytes

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Knowledge Ratio
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New Reality

• 108 Million Sites
• 29 bn 1 Trillion pages
• Global Collaboration
• Community networks
• Trivia overload - lack of clarity
• Sales 2.0
• Search challenge
• Co-Creation
• Authenticity
• Conversation

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The Sales 1.0 Funnel
Hot Leads
Opportunities
Proposals/Quotes
New Customers
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The Sales 2.0 Funnel
Marketing Process
Attract
Research
Sales 2.0
Interact
Track/Manage
Sales Process
Close
Analyze
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Guiding Vision

• 1. Where are we?
• (Reality)

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Where are we today?

• Tougher economy
• Higher price sensitivity
• 45 started budget cuts (TE, Adv., Training)
• Look for better salespeople
• Shift to hunter strategy
• Lead management/pipeline focus
• Less time spent face-to-face (11)
• Inability to get accurate answers
• Fragmentation of communication
• Not enough analytics

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Where are we today?
Who will be next?
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Fear Economy
Is it safe?
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Is more red ink the solution?

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What do customers want?

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What do CSOs want?

• 1. Optimize lead generation
• 2. Improve access to key information
• 3. Revise the sales process
• 4. Align Sales with Marketing
• 5. Revise the sales team structure
• 6. Analyze buying process

Source CSO Insights
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Future Guiding Fiction

• 1. Where are we?
• (Reality)
• 2. Where will we be?
• (Future)

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Focus on Future Innovation
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Browser Innovation
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Virtual Trade Shows
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From Information To Interaction

• The Future will be Ruled by Software Platforms
  that Operate Within Companies, with Partners and
  Between Companies

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When will you change?

• The future has already arrived, but it will
  take some time before it will get full
  distribution
• The big problem is not how to get new ideas
  into your mind, the big problem is getting the
  old ones out

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Process

• 1. Where are we?
• (Reality)
• 2. Where will we be?
• (Future)
• 3. How will we get there?
• (Process)

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Winning Formula

• People process technology
• Begin with the end
• CEO and CSO collaboration
• Company/customer co-creation
• Conversations drive commerce

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What to Expect

• 5 Panels - 22 experts
• Best practice sharing - group discussions
• Online posting of your solutions
• Networking reception
• Sponsor solution exhibits

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Todays Agenda

• 1. Total Leadership Be a Better Leader, Lead a
  Richer Life
• 2. How to Build an Execution-Oriented Sales
  Culture
• 3. How to Skyrocket Your Sales Teams
  Performance DHL
• 4. Breakout A Coaching Salespeople into
  Champions
• Breakout B Reviving Sales with Creative
  Incentives
• 5. The Future of the Sales Profession
• 6. Networking Reception

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• 1. Total LeadershipBe a Better Leader, Lead a
  Richer Life

Guest Speaker Stewart Friedman Founding
Director,Wharton Leadership Program
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QA
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Morning Break
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• 2. Execution-Oriented Sales Culture

Moderated by Gerhard Gschwandtner
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Panelists
Sanford BrownCSO, Heartland Payment Systems
Michael Moorman Managing
Principal, B2B Sales Marketing, ZS Associates
Veronica OShea Vice
President and General Manager of Professional
Services, Oracle Corporation
Daniel Perry Senior Vice President of Sales,
ARAMARK Uniform Services
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Current Trends

• 80 say that selling will be harder in 09
• Buyer expectations change faster
• Slow adaptation to new realities
• Sales Leaders are too busy with fighting fires -
  little time left to improve the companys
  original success culture

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Leaders Drive Corporate Culture
Ideas Drive Leaders

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Winning Corporate Culture
Five Characteristics of Winning Cultures 1. A
clear set of values 2. Consistent focus on
customer success 3. Meaningful experiences for
employees 4. Clear performance analytic 5.
Continuous change and improvement
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Panelists
Sanford BrownCSO, Heartland Payment Systems
Michael Moorman Managing
Principal, B2B Sales Marketing, ZS Associates
Veronica OShea Vice
President and General Manager of Professional
Services, Oracle Corporation
Daniel Perry Senior Vice President of Sales,
ARAMARK Uniform Services
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Best Practice Sharing

• Each table gets 10 Min. to answer the question
• Step 1 Choose a moderator, a time keeper and a
  note taker.
• Step 2 Moderator gets input from the group.
• Step 3 Gain agreement.
• Moderator delivers a 2 minute response when
  called upon.
• Notes will be collected and posted online.

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Best Practice Sharing

• Tables 1-8
• What are your best practices for creating a
  sales driven organization?

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Best Practice Sharing

• Tables 9-17
• What are some of the factors that inhibit your
  sales culture from growing to a higher level?

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Best Practice Sharing

• Tables 18
• What makes your sales culture distinctive?

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Lunch Break
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Sponsors

PLATINUM Sponsors
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• 3. Skyrocket Performance
• DHL Case Study

Guest Speaker Malcolm ReesGlobal Head of
Sales, DHL Express Global Management
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Mini Break
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• 4. Breakout Sessions

Track A Coaching Salespeople into Champions
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• 4. Breakout Sessions

Track B Reviving Sales with Creative Incentives
During a Slow Economy
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Best Practice Sharing

• Each table gets 10 Min. to answer the question
• Step 1 Choose a moderator, a time keeper and a
  note taker.
• Step 2 Moderator gets input from the group.
• Step 3 Gain agreement.
• Moderator delivers a 2 minute response when
  called upon.
• Notes will be collected and posted online.

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Best Practice Sharing

• Describe your most successful incentive program
  (and results)
• Best practices for rewarding top performers

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Afternoon Break
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• 5. The Future of the Sales Profession

Guest Speaker Howard Stevens CEO, The HR
Chally Group
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Increasing SalesPerformance, Predictability and
Professionalism Through University and Business
Collaboration

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Sales 2008

• U.S. companies spend 8 billion annually on
  training salespeople
• New technologies (Sales 2.0) have armed sales
  people with outstanding new tools
• The average salesperson spends more than 33 hours
  per year in training
• In technical markets, the costs associated with
  the development of just one salesperson are often
  in excess of 100,000
• It may take as long as two years before any
  profit is realized from a new sales hire
• Johnston, Wesley J., Journal of Personal Selling
  Sales Management, Summer 2007

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The Results

• Sales Productivity
• Only 53 of reps make quota
• Reps win only 49 of their opportunities
• Cost Reduction
• Turnover ranges from 27 - 41
• CSO Insights -2007

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Sales Has Matured in Technique and Efficiency
Through Sales 2.0 Technologies
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The Future will requireSales 3.0The
Professionalization of Sales
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Sales Research Leaders
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Network Reception