The Challenges Of Sales Leadership
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presented at TrueConnection: Sales Performance Management Conference 2007 by Gerhardt Gschwandtner, CEO and Publisher of Selling Power Magazine
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The Challenges Of Sales Leadership
- 4. 1981
- 5. 1987 - 1990 - present
- 9. Change drives culture Technology Drives Change
- 10. Technology Drives Change Co-creation
- 11. Technology Drives Change Authenticity
- 12. Reality TV
- 13. New leadership Collaborative Authentic Non-autocratic
- 14. 2. Leaders and People
- 16. People Challenge # 2 What is the main reason why salespeople fail in your organization? People disengage and stop learning Lack of Knowledge Inadequate Skills Poor Attitude Other Number of Responses 0 32 64 96 128 160
- 17. People Challenge # 3 People join companies, but leave managers What is the average tenure of a salesperson in your company? 12-18 Months 19-24 Months 2-3 Years 4-5 Years Number of Responses Over 5 Years 0 30 60 90 120 150
- 19. Lamborghini
- 20. Entrepreneurs US 25 Million startups WORLDWIDE: 50 Million new startups* * Global Entrepreneurship Monitor, London
- 21. “ The ultimate ultimate goal of a leader is to harness the collective intelligence of the people in the organization.” - Thomas Watson Jr .
- 22. Gallup survey 29% Engaged 54% Not engaged 17% Actively Disengaged
- 23. Werner Berger
- 24. Potential “ What do people rarely reach their full potential? “What prevents us from asking everyone to give it all they’ve got?”
- 25. 3. Process
- 27. 4. Technology
- 28. 4. Technology
- 29. 4. Technology Sales 1.0 Sales 2.0
- 30. 5. Winning Sales Culture
- 31. Leaders Drive Corporate Culture Ideas drive leaders
- 32. Winning Corporate Culture A clear set of values Consistent focus on customer success Meaningful experiences for employees Clear performance analytics Continued change and improvement FIVE CHARACTERISTICS OF WINNING CULTURES
- 33. Lift off
- 34. [email_address]
- 35. The Sales 2.0 Funnel Anonymous Visitors Named Visitors Qualify Named Prospects Attract Interact Track/Manage Close Loyalty