XactlyCompCloud2015_OSPreso_May 17

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Copyright © OpenSymmetry Inc. Proprietary Information
Inspire Sales Loyalty & Performance
Presented by: OpenSymmetry
Laura Roach
Date: May 2015
www.opensymmetry.com

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Mediocrity
Source: http://www.blackenterprise.com/files/2010/09/mediocrity.jpg

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GETTING IT DONE!
Executing excellence without distractions
PRODUCTIVITY BLOCKERS
What drives sales people crazy!
STRENGTHS BASED SALES STAFFING
Focus on your strengths – you’re already spending this money
on how to NOT have a mediocre sales team.3KeyAreas:

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success is:drowning out the noise.
PRODUCTIVITY BLOCKERS

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What drives
sales teams
CRAZY!
1.
2.
3.
Lack of Clarity
Feeling like Admins
Unattainable Goals /
Constant Carrot
Moving

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Quotas
The goal, the WHAT your
trying to achieve
Driving
your Sales
Team
Territory
WHO, WHERE you are going
to go to achieve
Design
HOW you will pay, motivate,
drive performance for
achievement
So What?
If you don’t know the WHY to
what your driving

© 2012 Forrester Research, Inc. Reproduction Prohibited
Alignment with Growth Opportunities
Jan. 2015 Forrester report: “Grow Your Revenue Stream With Customer-Centric Finance”

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A Big Problem
say retaining good performers will be a big problem in 2014/2015.
More than a third of sales leaders are increasing salaries to keep their best people.
56%
>30%
source: BMS Quarterly Sales Index April 2014

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A Big Problem (continued)
34%
counter-offer from
existing employers
26%
unable to meet
salary expectations
19%
offer from other
employer
11%
Long recruitment
process
11%
Other
reasons for losing top talent

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Millennials

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Top Business Issues for Sales in 2015
Source: SIRUSDECISIONS, 2015 ISMM

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Random Acts of Sales Support

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Sales Organizations
need to update their
hiring processes
FIX
IT
Selecting the ideal
seller means you
know your buyer
Effective tools to support the
customers journey as well as
seamless sales support
integration

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success is:standing out from the pack.
FOCUS ON YOUR STRENGTHS

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Match your buyer to your sales talent

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Build a Strength Based Organization
Know: Change: Build:
 Know your Buyer
 Know what type(s) of
sellers you need
 Throw away old Job
Descriptions
 Build Strength Profiles
 Hire & Develop based
on Strengths
 Build Incentive &
Recognition Programs
to match motivators
 Build Focused Sales
Enablement Programs
(no more ad hoc)
success is:
knowing which path to take.

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You are interested in areas which
combine creativity with influencing
people directly. You may therefore be
drawn to the “selling of ideas, either
in sales, marketing, or teaching and
training other.
You tend to relate well to most
people, no matter what their
personality “type” may be. You show an
overall balance in your usual behavior
which generally serves you will in the
majority of your dealings with others.
You feel at ease in most
environments, and this preference of
yours for a well-balanced environment
is only likely to be distributed if you
have to spend much time with people
who exhibit extremes of behavior.
Burdening her with unnecessary rules
and procedures
Measuring her performance by
watching how “busy” she is.
Paying insufficient attention to what
she is feeling as well as what she is
saying.
Interrupting when she is concentrating.
KNOW YOUR STRENGTHS: Jennifer Primrose
Some basic information about you Biggest mistakes you can make with her
The following personal statements are generated by your answers to The
Birkman® Method questionnaire. Carefully read each statement and check
the statements that are most significant to you. Discuss with a trusted advisor
or friend how your selected statements impact you – past or present.
File No. B30194. Presented By Birkman International, Inc. (713) 623-2760 info@birkman.com

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MY GIFT TO YOU…….
Take the OS Strengths Assessment
powered by Birkman® On Demand.
A complimentary gift from OS to YOU!
http://ow.ly/MC2Pp
success is:
Knowing your strengths

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Placeholder
Feel like we need the current state to future state slide on how we
were able to execute and how we can help others to plan this out
on this slide

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What’s your SPM Number?

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SPM – Smarter Sales Force Assessment
SALES STRATEGY
DESIGN
BUSINESS PROCESS
MANAGEMENT
BUSINESS INTELLIGENCE
ENABLING TECHNOLOGIES
Talent Acquisition –
Recruiting, Assessing,
Selecting, & Onboarding
Talent Development -
Sales Enablement, Coaching
and Training
Sales Process and
Methodology
Channel Management
Incentive
Compensation
Territory and Quota
Management
OS Smarter Sales Force Model

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Value Grid Assessment Example
Positive Impact to Sales Performance in FY13/14
EaseofImplementation
Notes:
Size of bubble shows
relative upfront cost
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ICM
Solution
Target
Setting
Pay data
Subs
Salesforce
Competency
Assessment
Clarify
Career
Maps
Plan
Design
Prog
Design
Revisit
Territory
and Quota
Alignment
High
Medium
Low

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Inspire Sales Loyalty & Performance
Presented by: OpenSymmetry
Laura Roach
Date: May 2015
www.opensymmetry.com

XactlyCompCloud2015_OSPreso_May 17

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XactlyCompCloud2015_OSPreso_May 17