2017 World Class Sales Performance
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The document highlights the importance of world-class sales performance and how it can be achieved by understanding key selling behaviors and assessing team performance against industry peers. It provides metrics on sales performance levels and illustrates the impact of improved sales behaviors on business outcomes. It also offers the opportunity for a consultation to discuss these insights further.
2017 World Class Sales Performance
- 1. 8 We help our Clients deliver World-Class Sales Performance. What does World-Class Sales Performance look like? We can show you … Medio Waldt Sales Performance Consultant, Miller Heiman Group medio.waldt@millerheimangroup.com 610 659 3489
- 2. What does World-Class Sales Performance look like? 9 • We can show you … – The RESULTs generated by World Class Sales Teams – The Selling Behaviors that directly drive these results – How your team compares to the World-Class Group and to your Industry Peers – How small changes in the right Selling Behaviors can drive significant improvement in Sales Performance – We can help you calculate the impact of these small changes on your business.
- 3. © Copyright 2017, A Division of Miller Heiman Group The 2017 Sales Relationship Process (SRP) Matrix Where would YOU assess your Level of Sales Process and Customer Relationships on this matrix? Trusted Partner Strategic Contributor Solutions Consultant Preferred Supplier Approved Vendor Random Process Informal Process Formal Process Dynamic Process Define Level of Relationship Define Level of Sales Process Salesperson understands buying organization and has aligned objectives and strategic vision. Salesperson is focused on product knowledge; basic selling skills. No documented or adopted sales process; managers track activity as needed. Documented sales process, but not enforced. Documented sales process enforced/ re-enforced. Defined process is documented, reinforced, with metrics tracked on an ongoing basis. Salesperson understands buyer’s industry and competitive impact of their product. Salesperson understands buyer’s business and how their product would help the buyer. Salesperson understands how customers use their product; has proven track record.
- 4. © Copyright 2017, A Division of Miller Heiman Group Running Up the Down Escalator…2017 Results Source: Running Up The Down Escalator 2017 CSO Insights World-Class Sales Practices Study © 2017 MILLER HEIMAN GROUP. ALL RIGHTS RESERVED. Trusted Partner Strategic Contributor Solutions Consultant Preferred Supplier Approved Vendor Random Process Informal Process Formal Process Dynamic Process Performance Level 3 26.8% of Organizations Performance Level 2 48.4% of Organizations Performance Level 1 24.8% of Organizations
- 5. © Copyright 2017, A Division of Miller Heiman Group 2017 Sales Relationship Process Metrics © 2017 MILLER HEIMAN GROUP. ALL RIGHTS RESERVED. Performance Level 1 Performance Level 2 Performance Level 3 Revenue Plan Attainment 84.1% 84.2% 88.9% Quota Attainment 46.6% 53.6% 59.5% Win Rates of Forecast Deals 41.3% 46.6% 53.3% Loss Rates of Forecast Deals 37.1% 31.1% 25.4% No-Decisions of Forecast Deals 21.6% 22.3% 21.3% Voluntary Turnover 10.1% 8.1% 8.5% Involuntary Turnover 6.1% 5.9% 5.5% If you would like to explore … • The RESULTs generated by World Class Sales Teams • The Selling Behaviors that directly drive these results • How your team compares to the World-Class Group and to your Industry Peers We can arrange a 30 minute discussion. One example follows. Medio Waldt Sales Performance Consultant, Miller Heiman Group medio.waldt@millerheimangroup.com; 610 659 3489
- 6. Why coaching is key to performance Source: CSO Insights 2016 Sales Enablement Op<miza<on Study Who can ignore win rate improvements* of • 12.9 percentage points or • 27.9% improvement * Compared to average win rate of 46.2%