Process - TechCXO

Report
Stratix: Solution Selling
Transformation
Today: Hardware
Tomorrow: Total Solution
Goal: Shift from Hardware VAR Sales to Higher
Margin, Total Solutions Positioning & Sales
Move to Solutions Team
Keepers
Validate existing
Deployed
Assessment
Leadership
• Item 1
• Item 2
• Item 3
SalesCheck™
Solution Sales
Training
Hiring Profile
Recruit
Process
Solution Selling Requires Different Tools
CRM Tuning
• Pipeline/Forecast Oversights
Leadership
People
Changing Approach
in Mid-Stream
Hiring Profile
•
Assessment
•
Spec
•
Berke
Build Dashboard
and Key Metrics
Sales Operations
Oversight
Recruiting retained
vs. Contingency
System
Goals
Sales Training
• Complex Sale
Structure
Alignment
Solution
• Hunters &
Maintainers
Rewards
Selling Transformation
Hardware
New Market SWOT
Solution Selling
Sales Transformation –
Key Issues
System
People
• Create new solution seller profile
– Assess current direct team
• Keepers
• Transfers
– Backfill the Transfers and Growth
• Recruiting based on profit
• Accelerated Recruiting
• Job Fair
– Onboarding Program – Accelerate Effectiveness Ramp
– Explore New Sales Channels
Sales Transformation –
Key Issues
Process
• Create new training program
– Tailored for Stratix Solutions
– Selling to a Higher Level
– On Coding Reinforcement
• Tune the Sales Process Methodology
– Revamp the CRM Process
– Establish Sales Quotas and Structure
System
Sales Transformation –
Key Issues
Leadership
• Develop Rewards & Recognition Plan
• Create New Business Target List
• Develop New Marketplace Attack Plan
• Develop New Lead Generation Process
System
Assess Existing Sales Team - Berke
•
•
•
•
Cost: $3.5k
Time: 30 Days
Qualifying Sales Reps to new solution profile
Assessment profile becomes hiring profile
Assessment
Qualifying Sales Reps
• Qualifying sales reps to new solution profile
• Assessment Profile becomes Hiring Profile
SalesCheck
•
•
•
•
•
Sales engine diagnostic
Survey up to 100 metrics/25 ideal
Your actual KPIs vs. 4,000 company average
Highlight improvement areas
Benchmark to Solution Selling Co.’s
SalesCheck Focus
• Develop Sales Engine Diagnostic
• Rationale
–
–
–
–
–
–
Over 60% fail to meet their sales forecast
Promote use of data to drive decisions
Develop set of KPIs to bring insights to sales
Provide tools to get to problem areas
Benchmark KPIs to other companies
Linkage to TechCXO services (training, process
improvement, strategy, fractional, etc.)
TalentCheck Focus
• Retained searches for sales talent
• Rationale
– Strong competitive advantage (we have executed over 250
retained searches with a majority being for sales
executives)
– Highest churn rate
– Highest compensation packages (higher fees)
– Linkage to TechCXO services (training, process
improvement, strategy, fractional, etc.)
– Visibility
TalentCheck:
Hiring/Recruiting Solution Reps
• Cost: $30 k per rep
• Retained search approach
• Ongoing <90 Days
Assessment
Hiring Profile
Recruit
The Process
Crisply Executed with Weekly Updates
• Establish search strategy, develop position
specification
• Identify and review candidates
• Qualify and assess (test) candidates
• Present recommended candidates/ insightful
write-ups
• Select/present offer; assist in offer
creation/delivery; drive acceptance
• Placement on boarding
TalentCheck Partners
•
•
•
•
•
Completed more than 250 searches
Best in class firm experience
Technology company focused
Quality award winners
Multiple search providers: 90% follow-on
work
• Best practice solutions
• Industry leading reputations
TechCXO TalentCheck Scorecard
Background
Candidate 1
Candidate 2
Candidate 3
Candidate 4
Candidate 5
Former SVP
(Enterprise Software)
SVP
(Tech Services)
Former SVP
(Tech Start-Up)
VP
(Public Tech
Products &
Services Co.)
CEO
(Start-Up)
3.6
2.4
2.3
2.5
1.5
Attributes
Career Sales
Sales Process
Sales Builder
Grow Company
Sales Success
International Sales
Software/SaaS
Talent Manager
Complex GTM
Tenure
IPO
Score
Solution Sales Training
• Opportunity Management and Account
Management
• Aligning with executives
• 2 Day Sales Class for new team
Solution Sales
Training
Potential 2-Day Agenda
• Day One
– Introduction, Goal and Objectives
– Opportunity Management (OM)
• Understanding Changing Buyer Issues
• Qualification Scorecard
• Building Preference for Stratix by understanding Buyer Behavior (using
the DiSC profile)
• Understanding Customer Issues – using the Discovery Map
• Understanding Power and Politics -determine the true Decision Process
• Principals of Strategy and Competitive Counter-Strategies
• Pulling it all together – Plan to Win
• Day Two
– Account Management
•
•
•
•
White Space Mapping
Collaborate with your customer using the Strategy Map
Relationship Mapping – getting to key executives
Strategic Account Planning
– Opportunity Plan Review – Live Stratix Sales Opportunities
Potential Agenda
Stratix Sales Tool Kit – powered by Revegy
– Opportunity Management Tools:
•
•
•
•
Qualification Scorecard
Relationship Map
Discovery Map
Opportunity Briefing Report
– Account Management Tools
• Relationship Map
• Strategy Map
• Account Briefing Report
Sales Process and Tool Enablement
Relationship Map
Playbooks
Client Relationship Assessment
Opportunity Scorecard
Product Whitespace Map
Revegy, Inc. Confidential and Proprietary
Opportunity Win Plan
Relationship Map – Understand the Politics and Influence
Use a Discovery/Strategy Map as a visual Pain Chain to align
solutions to pain and collaborate with your prospects
Whitespace Mapping – Which products of ours and our
competitors does the customer have?
Training and Tools Pricing
• Two day Opportunity/Account Mangement
Onsite session - $12,000
• Revegy system integrated with SFDC
– Initial Fees for configuration and integration with
SFDC - $3,000--$9,000 (tbd based on customization
requirements)
– Per User - $40-60/month – based on Opp Mgt/Acct
Mgt configuration (12 month subscription) (15
users = $7,200 - $10,800)
• Total (est.) initial cost = $22,200 - $31,800
Why TechCXO: Top 10 Reasons
1.
2.
3.
4.
5.
6.
7.
8.
9.
Unique Total Solutions Offering – One-Stop Shopping
Aligned to Your Need of Value, Cost, Speed
SME in All Aspects of Sales Optimization
Solutions Customized to Your Needs
Proven Best-in-Class Components and Solutions
Minimal Disruption to Your Daily Operation
Highly Sustainable Solutions
Prior Experience Leading Transformations
Total Flexibility in Capability, Price, Timeframe and
Delivery
10. Significant Experience
Mike Allred
• 30 years experience as salesman, sales manager,
general manager, CEO and search consultant
• Unique depth and breadth to the challenge of
maximizing revenue generation
• Xerox > Recognition Equipment > > VITec > EMASS >
• SpencerStuart > Heidrick & Struggles
“the grand master of sales. Mike really has it all: great sales
experience in the legendary Xerox operation, an enviable
track record as a general manager and exposure to a wide
variety of organizations and situations as an executive search
consultant.”
Rick Troberman
•
Sales, Sales Management (Salesman, Sales Manager,
Regional Sales Manager, VP Sales, SVP Sales)
–
•
General Management (GM, President)
–
•
- Echo High Tech (President); Sterling Commerce (SVP & GM)
Talent Management (retained executive search, leadership assessment, fractional
leadership provisioning)
–
–
•
IBM, Nynex, Software Publishing, Ashton Tate, Bloc Development,
Serius, Novell, Hubspan, Sterling Commerce
Heidrick & Struggles (Managing Partner); Korn/Ferry International (Senior Client Partner); Lonergan
Richards (Managing Partner)
Troberman & Associates (Managing Partner)
Talent Management focus areas:
–
–
Sales & Marketing
Enterprise Software
Brad Childress
• President and COO of The Complex Sale, a global
sales effectiveness consulting and training firm
• EVP, Sales at nuBridges, an enterprise software
company (acquired)
• Vice President & General Manager, D&B Software
Timing & Cost
• Phase 1
–
–
–
–
Assess/Top Grade:
$3.5k
Recruit
$30k/rep
SalesCheck Benchmark
$5k
Sales Training
$32k
• Phase 2
–
–
–
–
–
Alignment
Compensation
Process – Plan
CRM Tune
Dashboard
TBD

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