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How to Achieve a Culture of High Performance Selling
1. How to Achieve a Culture of High Performance Selling Eric Gist, Accenture Beth Boettcher, Accenture Joe Demmler, Aon Track: Large Enterprise Deployments
7. Increasing revenue and improving productivity is top of mind for CSOs; 1600 interviews yielded the following: Revenue ($M) SG&A ($M) Sales Expense ($M) B2B $1,364,110 B2C $1,139,196 B2B2C $949,227 Total $3,452,532 B2B $174,774 B2C $133,239 B2B2C $139,944 Total $447,957 B2B $87,684 B2C $79,508 B2B2C $58,747 Total $225,939
8. Characteristics of a High Performing Sales Force Accelerate Desired Competencies, Behaviors, and Motivation Sell Solutions Based on Deep Understanding of Customer Needs and Business Objectives Integrate and Enhance Performance of the Partner Channel Deliver Enhanced Sales Support/Operations Cost Effectively by Utilizing Alternative Sourcing Strategies Enable Real-time Management Visibility and Resource Alignment Leverage Customer Analytics and Insight to Deliver Customer-Specific Solutions and Interactions Utilize Technology/Tools to Enhance Productivity
11. Performance Drivers Behavior Context Motivation Ability Behavior, and their gaps, are driven by only three factors: Ability, Motivation, and Context. Right Skills to Perform Target Behaviors Right Knowledge to Perform Target Behaviors Right Performance Specified and Measured Right People to Perform Target Behaviors Motivated to show Target Behaviors Right Work Assigned to the Right People Right Processes & Methodologies Feedback from the Right Tools and People Right Tools and Reporting To fill behavior gaps through these 3 drivers, we have many buttons we can push.
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13. Defining the High Performance Journey Performance & Value +180 Days +90 Days +270 Days +365 Days Achieving Desired Sales Tool Usage & Behaviors Achieving High Performance Behaviors Successful Deployment, Take-up & Initial Usage of Sales Tool Achieving Business Outcomes & Results Logins Opportunity records Account profiles Contact records Plus… Tasks assigned Time spent preparing for sales calls Plus… Cross-sell deals Up-sell deals Opportunities withdrawn Plus… New offerings Increased sales Systems retired Accurate forecasts Sample Metrics
14. Goal: Transform Behaviors Fundamental Unit of VALUE Better Information Solutions that Meet Customer Needs More Predictable Outcomes from Each Customer Interaction = Imagine if … We consistently and predictably gain maximum value for each type of customer interaction. No guessing. No interpretation. Transformation must fundamentally change the interaction between us and the customer
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16. Joe Demmler VP of Marketing Operations, Aon [email_address]
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