Process Presentation Nov 2015
- 1. GUIDING COMPANIES THROUGH SUSTAINED TRANSFORMATION
- 2. Overview • About MSA • What We Do • Sales Intelligence • SPA Methodology • Business Impact • Questions and Next Steps
- 3. About US Monarch Sales Advisors, LLC (MSA) is a consulting and business advisory firm specializing in the complex business environments with over 50 years of combined experience. Our team helps companies grow their businesses through strategy development, sales transformation, strategic marketing, and talent development.
- 4. Our Clients
- 5. What We Do MSA adds value utilizing the following services: Business Consulting • Strategic Directions • Sales & Marketing Intelligence • Assessments • Recruiting & Selection • Organizational Development Professional Development • Assessments • Training Courses • Development Plans • Coaching • Building teams • Professional Education Resource Management • Functional Outsourcing • Career Accelerator • Recruitment • Hiring Process • Temporary Assignments
- 6. Sales Intelligence What is it? The Sales Intelligence process is a diagnostic tool for business executives; it provides an instant picture of strengths, weaknesses and opportunities facing the organization.
- 7. Sales Intelligence Why use it? Sales Intelligence creates a unique model using behavioral diagnostic tools to: • Improve sales effectiveness • Prioritize sales practices • Identify performance gaps • Pinpoint developmental opportunities • Facilitate informed hiring decisions • Drive employee engagement
- 8. Leadership Meeting Conduct Strategic Directions Group Feedback Decide Priorities/Model Team Completes Assessment (SPA/LEA) Individual Results Gap Analysis Enterprise Gap Analysis Individual Manager Training Manager’s Guide to LEA/SPA Participant Guide Behavioral Interview Guide Enterprise Development Plan Individual Development Plan Enterprise Training Individual The Sales Intelligence Process How does it work? 2 Workstreams: • Strategic Directions • Implementation In-Market Analysis Enterprise In-Market Analysis Individual
- 9. Leadership Meeting Conduct Strategic Directions Group Feedback Decide Priorities/Model Team Completes Assessment (SPA/LEA) Individual Results Gap Analysis Enterprise Gap Analysis Individual Manager Training Manager’s Guide to LEA/SPA Participant Guide Behavioral Interview Guide Enterprise Development Plan Individual Development Plan Enterprise Training Individual Coaching The Sales Intelligence Process How does it work? 2 Workstreams: • Strategic Directions • Implementation In-Market Analysis Enterprise In-Market Analysis Individual Phase #1
- 10. Leadership Meeting Conduct Strategic Directions Group Feedback Decide Priorities/Model Team Completes Assessment (SPA/LEA) Individual Results Gap Analysis Enterprise Gap Analysis Individual Manager Training Manager’s Guide to SPA/LEA Participant Guide Behavioral Interview Guide Enterprise Development Plan Individual Development Plan Enterprise Training Individual Coaching The Sales Intelligence Process How does it work? 2 Workstreams: • Strategic Directions • Implementation In-Market Analysis Enterprise In-Market Analysis Individual Phase #2
- 11. Sales Intelligence What does the diagnostic tools and in-market analysis do? PREPARATION Market Awareness Technical Strategic Prospecting Entrepreneurship CONTACTING Communication Outgoing Optimistic Excitement Persuasive Insight IMPLEMENTATION Aggressiveness Tactical Empathy Persistence Production DRIVERS Sales Focus Management Focus Customer Focus Materialism Ego Rewards Idealism SalesPerformanceAssessment
- 12. Assessments Structure (SPA, LEA) Online Questionnaire • Requires approximately 45 minutes for completion • 100 questions in length with built-in algorithm • Comparative normative base of greater than 17,000 data points Question example: Describes approach to sales role I like sales because it allows me to be: a. in the limelight b. a real team player c. a real strategist 5 4 3 2 5 4 3 2 5 4 3 2 Most Next
- 13. Assessment summary is generated: • Responses scaled 0-100 (Low/High) • Sent to requestor for analysis • Analysis determines: Areas for development Behaviors to investigate for hiring Respondents motivations Increased results accountability SAMPLE: Sales Performance Assessment (SPA)
- 14. In-market questionnaire: 30 minute 1-1 interview with approx. 25 questions creating threads to the assessment tools and business environment In-Market Analysis: THREADS Examples of Customized Investigation Areas: • Role Clarity • Sales Execution • Organizational Feedback • Leadership • Communication • Marketing Support • Customer Expectations
- 15. In-Market Analysis: THREADS • Are you clear about the expectations with your role? Examples: Role Clarity • What are the organizational barriers that prevent you from performing at a higher level? Examples: Organizational Feedback
- 16. Sales Intelligence is having the right information regarding performance at the right time to drive extraordinary results! • Prioritize critical drivers to business success • Capture/take action on critical market information • Address performance gaps quickly • Mobilize development opportunities • Select the “best” talent • Drive retention and employee accountability • Take action to grow results Business Impact
- 17. Commencing the Process Phase 1: • Is this right for the business? • Strategic Directions Meeting • Strategic Directions Participants Assessments In-Market Interviews • Group Feedback Meeting • Summary of findings and recommendations • Commence Phase 2
- 18. Week Project Plans 1 2 3 4 5 6 7 8 9 10 11 12 P1: Complete Talent Assessment/Field Work X Y Strategic Marketing and Plan/Process/ Model Development X Y Organizational Review/Comp Plan/Fast Track Training & Up-skill Plan (Manager Immersion, KPI’s, Coaching for Results, Time Management, Sales Skills) X Y Talent Acquisition/Leader Recruitment/Account Executive Recruitment X P2: Accelerated Training and Up-Skilling Plan (Presentation Training, Negotiation Skills, Building Trust, Performance Management) X Roll-Out Timeline (Example)
- 19. Professional Development • MSA customizes customer events utilizing the MVSM Suite of programs and products: (examples) Key Performance Indices (KPI’s) Show, Describe, Involve (SDI) Commercially Astute Salesperson Impactful Presentation Training Industry Leadership for the 21st Century Negotiating in the Real World Sales Intelligence Sales Xselleration Performance Management
- 20. Compensation Strategy Sales Composition/ Develop Phased Development Plan Market Evaluation Competitive Analysis Strategic Positioning Sales Force Execute Plan Corporate Goals • Compensation Analysis • Total Rewards Structure • Search Strategy • Strategic Directions • Sales Force Assessment • Gap Analysis • Development Opptys. • Behavioral Interview Process • Aligned by Assessment • Classroom, Field and Coaching • Linked to Strategy • Competition • Product / Service Offerings • Principal Customers • Go to Market Strategy S2T: Strategic Sales Transformation
- 21. Our MVSM Brand Programs available today include: • Sales Xselleration – Trains on the entire sales process, from pre-call planning to closing for commitment – Modular programs • CASP: The Commercially Astute Sales Professional – The sales professional as a business professional – Basics of business acumen, forecasting, competitive analysis, value propositions, personal assessment / action plan
- 22. Our MVSM Brand • Value Centric Selling (Show, Describe, Involve) – Focused on sales approach / execution to complex buyers – Selling on value, portfolio selling • Impactful Presentation Training – Grow participants confidence in presenting to audiences – Deploy planning tools and modules for learning • Negotiating in the Real World – Understand what the process of negotiation involves, and the various negotiation strategies – Integrate best practices and complex negotiation simulations – Identify situations that call for negotiation
- 23. About us: Jay DeLuca, President Jay DeLuca has extensive sales, sales leadership, marketing, national accounts, distribution and group purchasing experience. His background is centered on complex markets and selling environments combining external and internal factors to lead customers to unique insights about their business. Jay is versed in behavioral selling tools enabling partners to support investment requirements to transform sales efforts. He and his team have assessed and trained thousands of sales professionals across the globe in the Americas, Europe and Asia Pacific. Recent engagements include multi- national clients in healthcare, medical devices, military-aerospace, pharmaceuticals, and manufacturing. Jay’s experience offers a unique perspective of the complex selling environment. His distinguished sales skills allow him to develop sales & marketing strategies to organically grow sales within existing relationships and by targeting new opportunities. Jay holds a B.S. in Business Administration from Ohio Dominican College, now known as Ohio Dominican
- 24. About us: Dr. Joe DeAngelis, Managing Partner In this role he works with individuals and teams internationally to maximize the human potential across the business lifecycle. He has extensive experience in executive, team and sales force assessment and transformation, business integration, mergers and acquisitions, and strategic business planning. He holds a B.S. cum laude in Behavioral Psychology and a M.Ed. in Counseling Psychology. He earned his doctorate by conducting extensive research analyzing the effects of culture on the success rate of mergers and acquisitions. Dr. DeAngelis is highly sought after for his views on strategy alignment, leadership and sales assessment and modeling, high performance teams, and individual effectiveness.
- 25. About us: Don Spivey, Master Trainer Don Spivey is a Principal Partner and Sales Training Executive with 40 years of experience in the Medical Device Industry. He has extensive and progressive experience in sales training and sales leadership training for the complex selling environment. He is adept in designing and implementing sales training curriculums that include blended learning solutions, online training, remote training, instructor-led training, and skills development training. As Global Sales Training Director at Covidien, Don designed and delivered effective sales and sales leadership training at all levels within the organization. Don has B.A. degree in Business Administration from the University of Southern Mississippi.
- 26. About us: Mark Moyer, Sales & Marketing Before joining Monarch, Mark served for 8 years as the Development and Training Leader for Mallinckrodt, Inc., the pharmaceutical and medical imaging division of COVIDIEN Inc., based in St. Louis, MO. At Mallinckrodt, Mark was responsible for creation and delivery of programs for sales representatives, inside sales, sales leaders and management, national accounts and managed care representatives. He leads courses on strategic account selling and management, professional selling skills, negotiating skills, presentation skills, sales coaching, and selling to the executive suite. While with Mallinckrodt, Mark initiated the Leadership Development Program to identify, coach and develop management and leadership talent for the growing sales organization. With over 30 years of healthcare experience, Mark has also served as director of sales training, director of marketing, national account representative, field training manager, sales representative and product manager. He has trained partners both domestically and internationally and holds a BS Marketing from St. Louis University.
- 27. About us: Deanna Sullivan, Client Services Director Deanna has over 10 years experience in human resources and now manages client services for MSA. Deanna has worked as a corporate human resource manager under some of the most trying organizational conditions. Her unique knowledge of our assessment tools and her dedication to our clients has made the success of our consulting work possible.
- 28. Testimonials “Sales Intelligence has brought alignment and focus to our international sales organization. What an eye opener!! We discovered previously unknown yet critical gaps between our external and internal sales groups. From this we aligned the optimal roles for our people based on competencies and customer orientation. We are now more productive, driven, and competitive as a result of this process.” Vice President of Commercial Services, Worldwide Technology Company “The Sales Intelligence process clearly pointed out opportunities and vulnerabilities in our sales force. A year later, our sales force is more engaged, we are making better hiring decisions, and revenues are going up!” Director of Sales, Global Medical Devices Company
- 29. “The Strategic Sales Transformation process has brought our sales force together, provided a common language of performance and accountability, clearly defined expectations, and provided a platform to win in the future. Our business is better today because of Dr. Joe DeAngelis.” Vice President of US Sales, Medical Devices Company “When my employer consolidated sales teams, the number of leadership positions decreased and my expected wait got longer. The MVSM team helped me explore other opportunities and land a great sales leader role, still within healthcare, and with a great new team.” North American Sales Director Testimonials
Editor's Notes
- #20: Strategic Sales Transformation is core to most everything we do. By design, it is integrated into most of our programs. Identifies and prioritizes sales practices, behaviors, and drivers critical to business success. Aligns those attributes with business’ strategic plans and objectives. Identifies the critical performance gaps, at both organizational and individual level, that are barriers to extraordinary results. Pinpoints individual and organizational development opportunities to enhance sales performance. Facilitates informed hiring decisions. Drives retention and keeps employees invested.