The RISE program is a sales transformation program aimed at making a company's B2B sales team the key source of competitive advantage. It addresses five transformational dimensions - best practice sales processes, CRM/metrics, role model sales organization, sales/management skills, and HR development - at three levels: individual, management, and organizational capabilities. RISE provides a framework to implement lean change and achieve sales alignment through defining best practice sales processes, developing a role model sales organization structure, implementing sales and management skills training, and establishing CRM and reporting systems to measure performance.

1. RISE
PROGRAM OVERVIEW
WHY was RISE developed in the first place?
WHAT is the RISE program?
HOW does it work?

2. 2
Anybody knows who is this guy?
NOKIA CEO
Last Speech after NOKIA´s bankruptcy
“We did not do anything wrong
but somehow, we lost”

3. To whom is this presentation addressed?
If this sounds familiar
and you hold an accountability position in your B2B Organization
this presentation is for you
Is your Sales Execution under control ?
A study of 275 managers reported that the ability to execute a strategy
was more important than the quality of strategy itself.
These managers cited strategy implementation as the most important
factor in shaping management and corporate valuations.
Fewer that 10% of effectively formulated strategies are successfully
implemented.
(The strategy-focused organization, R. Kaplan).
In the past, competitive advantages were generated
by product and technology differences
Product and technology differentials
live every time shorter and are smaller
More and more,
the source of competitive advantages comes from:
Excellence in Sales Execution
Surely, you are not doing anything wrong in your Sales Organization
HOWEVER
Have you reached
maximum effectiveness and maximum efficiency
alignment and transparency
as a Sales Organization?
Can you afford not to?

4. RISE
Rational
Initiative for
Sales
Excellence
Why was RISE developed?
RISE
is the
Sales Transformation Program
aimed at making your B2B Sales Team
the key source of
Competitive Advantage
in your business
providing a complete framework to implement lean change
and achieve sales alignment and transparency
across B2B sales organizations

5. What is RISE?
RISE
is the
Sales Transformation Program
addressing the 5 transformational dimensions
• Best Practice Sales Processes
• CRM System, Metrics and Reports
• Role Model Sales Organization
• Sales and Management Skills
• HR Development
at the 3 stakeholder levels
• Individual Capabilities
• Management Capabilities
• Organizational Capabilities
RISE
Rational
Initiative for
Sales
Excellence

6. What is RISE?
RISE
is the
Sales Transformation Program
RISE Profile
• Complete
• Best in Class
• Action Focused
RISE
Rational
Initiative for
Sales
Excellence

7. Best Practice Sales Processes
are the core of the RISE Program
How does RISE work?
Focus
DOING BEST WHAT
MATTERS MOST
…to your customer
…to your business
Sales Rep
Key Account Manager
Sales Manager

8. RISE B2B Best Practice Sales Processes
• describe in depth the state-of-the-art, focused and
innovative ways of working for your B2B Sales Rep,
Key Account Manager and Sales Manager
• are the true differentiator and benefits driver of the
RISE program for B2B Sales Transformation
• provide a solid framework for the development of
CRM and BI reporting systems
How does RISE work?
Best in Class

9. How does RISE work?
RISE describes a structured approach to develop
an efficient Role Model Sales Organization
and balanced Territory Structure
• Market Database development
• Account Classification
• Market Coverage Model
• Sales Coverage Plan
• Account RACI ownership
• Territory Structure and workload
• Role Model Principles
• Role Model Sales Organization
Role Model Sales Organization
Territory Structure
In addition to Best Practice Sales Processes …

10. How does RISE work?
Sales
Skills
Management
Skills
RISE includes training programs in the core Sales Skills
• Understanding needs
• Questioning skills and SPIN Selling
• Listening skills
• Objection Handling skills
• Negotiation and closing skills
to implement an effective Sales Skills Matrix
In addition to Best Practice Sales Processes …

11. RISE includes 3 working system prototypes
• PRE CRM
• Key Account Management
• Reporting
…to support effectively
the optimum development of CRM and Power BI Reports
With a complete metrics model at 3 levels,
based both on Leading and Trailing Performance Indicators
• KPIs
• Analytics
• Action Lists
How does RISE work?
Systems
and Metrics
In addition to Best Practice Sales Processes …

12. RISE includes the complete job descriptions /playbooks
for key roles in the sales organization:
• Sales Rep
• Key Account Manager
• Sales Manager
to support the success of the recruitment process
How does RISE work?
Job
Descriptions
Personal
Development
Plan
The RISE Job Description
Why does this job exist?
Business Deliverables
Market deliverables
Team Deliverables
What is the scope of accountability of this position?
The Sales Coverage Plan
Junior Sales Rep
Senior Sales Rep
What do you need to do to succeed in the job?
Sales Process
Sales Tools
Sales Data
Customer Base
How do you measure success in the job? Standards (of activity)
Targets (results)
Where does the job fit in the organization?
Reporting Lines
Interfaces
Management scope
How is the job managed?
Management Process
Coaching Process
Self-Management
What know-how does the job need to succeed?
Product and Application knowledge
Customer knowledge
Market knowledge
Competitor knowledge
What sales skills does the job need to succeed?
Sales Skills
Process Skills
System Skills
What profile does the job need to succeed?
Attitudes
Aptitudes
Experience
Non negotiables for the position search
How does the job get rewarded? Components
Development options for this position
Summary My Sales Charter
In addition to Best Practice Sales Processes …

13. Lominger – Korn Ferry model to understand
underdeveloped/developed/overdeveloped skills
Your
• 3 strengths
• 3 development areas
Review recommended readings
Implement recommendations for action
RISE includes
• HR profile assessment model
for sales heads
• HR development plan
How does RISE work?
My 3 Strengths
My 3 Development
Areas
A UNDERSTANDING THE BUSINESS
B MAKING COMPLEX DECISIONS
C CREATING THE NEW AND DIFFERENT
D KEEPING ON POINT
E GETTING ORGANIZED
F GETTING WORK DONE THROUGH OTHERs
G MANAGING WORK PROCESSES
H DEALING WITH TROUBLE
I MAKING TOUGH PEOPLE CALLS
4 Energy and Drive J FOCUSING ON THE BOTTOMLINE
K BEING ORGANIZATIONALLY SAVVY
L COMMUNICATING EFFECTIVELY
M MANAGING UP
N RELATING SKILLS
O CARING ABOUT OTHERS
P MANAGING DIVERSE RELATIONSHIPS
Q INSPIRING OTHERS
R ACTING WITH HONOR AND CHARACTER
S BEING OPEN AND RECEPTIVE
T DEMONSTRaTING PERSONAL FLEXIBILITY
U BALANCING WORK/LIFE
V CLUSTER V – DOESN’T RELATE WELL TO OTHERS
W SELF-CENTERED
X DOESN’T INSPIRE OR BUILD TALENT
Y TOO NARROW
Z DOESN’T DELIVER RESULTS
Operating Skills
7
8
Factor
Personal Assessment and Development
1
2
3
5
6
Courage
Organizational Positioning Skills
Personal and Interpersonal Skills
Trouble with People
Trouble with Results
Cluster
Strategic Skills
Job
Descriptions
Personal
Development
Plan
In addition to Best Practice Sales Processes …

14. The Sales Head View
The Business View
Summarized into the RISE Sales Excellence Model
Products,
Brands,
Solutions
& Insights
Best Practice
Sales Processes
Sales
Skills
Sales Tools
(CRM)
Market
Data
Team
Organization
Rewarding
Systems
Values
&
Leadership
Principles
I know WHY I do the things I do
I know WHOM to sell
I know HOW to run my job
I know HOW to win with customers
I have the TOOLS to do my job
We are successful as a TEAM
I WANT to do my job
I know how to MEASURE my success
Values and Leadership Principles
Market (Customers & Prospects Targets)
Sales Best Practice Processes
Sales Skills
Sales Tools (CRM, Pricing, E Shop)
Sales Role Model Organization
Rewarding Systems
KPIs and Reports
I know WHAT to sell
Value Proposition (Products, Solutions, Insight)

15. The Sales Head View
The Business View
I know WHY I do the things I do
I know WHOM to sell
I know HOW to run my job
I know HOW to win with customers
I have the TOOLS to do my job
We are successful as a TEAM
I WANT to do my job
I know how to MEASURE my success
Values and Leadership Principles
Market (Customers & Prospects Targets)
Sales Best Practice Processes
Sales Skills
Sales Tools (CRM, E Shop)
Sales Role Model Organization
Rewarding Systems
KPIs and Reports
I know WHAT to sell
Value Proposition (Products, Solutions, Insight)
CONTROL
IMPROVE ANALYZE
MEASURE
DEFINE
Summarized into the RISE Sales Excellence Model

16. … with Sales Charter summary cards for each key role

17. Implementing the RISE Sales Transformation Program
The RISE Program for Management and Trainers
Session 1 The Sales Transformation Journey
Session 2 Business Change
Session 3 Overview of the RISE ABC Sales Process
Session 4 Creating a common language - Value
Session 5 Activities
Session 6 Sales Opportunities
Session 7 Follow Up
Session 8 Understanding Key Accounts
Session 9 Managing Key Accounts
Session 10 Overview of the MCG Sales Management Process
Session 11 Sales Coaching
Session 12 Development of a Role Model Sales Organization
Session 13 Sales Skills - SPIN Selling
Session 14 Sales Skills - Core Skills
Session 15 Sales Skills – Insight Selling and the Challenger Sale
Session 16 Job Descriptions and Skills Matrix
Session 17 Personal Development Plan
Session 18 Recruitment
Session 19/20 Summary and action Plan
RISE
Management Training Agenda
Step 1

18. Implementing the RISE Sales Transformation Program
Specific implementation Plan by Unit
10 Steps
Step 2
Product Knowledge
4
PRE CRM
5
Sales Reporting Systems
6
Sales Skills Training
8
Sales Process Training
7
Sales Management Plan
10
Sales Coaching Plan
9
Role Model Sales Organization
3
Sales Coverage Plan
2
Qualified Market Database
1
Individual Capabilities
Management Capabilities
Organizational Capabilities

19. Interested ?
Contact me at
JBM B2B Sales Consulting
Phone +34 661 450 833
E mail jbmb2bsalesconsulting@gmail.com

20. THANKS FOR YOUR ATTENTION
RISE
Rational
Initiative for
Sales
Excellence