2. One of our biggest leadership challenges is to
balance the strength of the status quo with the
force of the future
3. My Mission
I Believe That Emerging Organizations Deserve The Highest Quality Sales
and Business Development Expertise
I Believe Growth Is Essential – I am Solely Focused On Driving Repeatable
Revenue Growth
I Believe Teams Need To Be Trained and That Success In My Role Leads To
A Sustainable Up-level In Performance
4. The Reality
Small and Growing Businesses ($1MM - $9MM) under invest in Sales
Leadership and Strategic Revenue Growth
Sales Productivity Lags Behind Larger Competitors
Based on a recent Gartner Survey
Over 50% Of Respondents Indicate No Travel To Clients By Sale Leadership
Over 40% Actually Assign Quota’s That Reinforce Desired Sales Behavior
Over 20% Lack a Detailed Forecast Beyond the Current Month
Only 10% Utilize a CRM Tool – Despite The Fact There Are Free Tools
Growth Is Essential, But Too Often There Is A Sales Leadership and
Execution Gap
5. Core Solution
There Are 3 Core Elements Of My Solution
The Strategic Sales Plan – I will Build The Plan With You, Developing and
Driving Key Performance Indicators That Align The Business and Drive Growth
The Outsourced Vice President of Sales – Partnering With The CEO, I Will
Drive Revenue, Recruit, Mentor and Improve Existing Teams, Drive The
Essential Activities – Allowing You To Focus On Strategy and Direction
Develop and Implement On-Line Strategies To Build Brand Awareness and
Differentiation
6. Integrating The Four Key Elements
Optimize The Sales Strategy
Industry and Solution Positioning
Become An Agent of Growth
Value Proposition and Points of
Differentiation
Build, Scale The Sales Model
Sales Execution
Sales Coverage
Sales Process
Quality
Deliver Accurate Sales Analysis
Sales Goals and Quotas
Metrics, Reporting and Dashboards
Identify and Drive All “Revenue Elements”
Align The Organization
Precision and Measurement - Execution
Defined Roles and Responsibilities
Staffing and Hiring Plans
On-Boarding and Training
7. Outsourced VP of Sales
I Will Function As Your (virtual) VP of Sales
I will Drive Sales (Strategically and Tactically)
I Will Build Your Sales Team and Infrastructure (At Your Direction)
I Will Build and Align Your Revenue KPI’s and EXECUTE
Sales Execution and Revenue Performance Will Be Improved
Client Satisfaction Will Improve
I Will Build and Present a Partner Plan For Approval – Adding an Growth
Channel
8. The Strategic Sales Plan
Build the Right Plan And Performance Will Follow
Sales Strategy
Targeted Client Plan – Detailed Analysis For Current Clients
A Plan To Get To Decision Makers – Improve Your Messaging and Value
Proposition
Building Referral Partners
Differentiate Your Value Proposition
Improving Your Prospecting Strategy
Sales Process
Define Sales Stages – Steps to Close
Key Questions To Ask
Sequence of Events and Sphere of Influence
Required Sales Tools
Roles, Responsibilities For Each Team Member
9. The Strategic Sales Plan - Continued
Sales Execution
Build and Close a Qualified Pipeline
Improve Pipeline Management Tools
Utilize Existing Sales Forecasting Tools
Sales Metrics – Detailed Analysis To Achieve Revenue Goals
CRM Tool – Utilization and Best Practices
Sales Training As Needed
Hiring Plan
Defining The Right Sales Profile
Writing The Right Job Description
Building The Right Compensation Plan
Assigning The Right Quota’s
Building The Quota Worksheet For Rep Payment
10. Sales Methodology
1/27/2016 10
Market Analysis
Sales Plan
Measurement
Execute
Proposals
Close Plan
Deploy
Training
PS
Drive
Adoption
Expansion
Enterprise
•Set Aggressive Goals
•Dedicated Time
•Account Vision
•Value Proposition
•Revenue Target
•Account/Divisional
Map
•Investment Priorities
•Relationship Map
•Path To A Sale (s)
•Determine
Buying
Metrics
•Determine
Influencers,
Coaches,
Decision
Maker
•Value Based
•Partnership
•Purchase Options
•Multiple Transactions
•Future Buying Events
•Preparing For
Next Sale
•Team Credibility
•Team Expertise
•Value-Based
Recommendations
•Consultative
•Value Based
•Leverage Success
•Max. Investment
Benefit
•Strategic
•Charter Account
•Bidirectional
•Partnership Plans
11. Outsourced VP Of Sales
Sales
Pre-Sales
Develop
The Who
and Why
Identify
Forecast
Rank
Propose
Close
Develop
the
Solution
Know Your Clients, Prospects,
And Partners Thoroughly
12. Outsourced VP Of Sales
Clear Instruction To The Team– We Will Collaborate and Commit To
Improvement
Thoroughly Know The Territory, The Accounts, The Prospects
Plan Your Work, Execute Flawlessly
Form Your Core Team and Strategize Regularly
Over Communicate, Plan and Calendar Activities
Maximize Every Selling Interaction (For Everyone)
Document Our Close Plan and Test It With The Team, The Client
Document and Test The Sphere of Influence
Client Input into the Sequence of Events
Propose and Close – Early, Regularly
Prepare For Every Event
Involve Me
13. Outsourced VP Of Sales
Guiding Principles
We Live By Our Commitments – Building A Performance Based Culture
We Have Deep and Actionable Knowledge Of Our Clients and Prospects
Sales Team Must Build and Present The Plan That Demonstrates Client
Insight and Buying Vision, and Proven Funding
We Must Regularly (Scheduled) and Openly Communicate
I have Weekly 1-1’s with Sales Team
Weekly Training and Focus Deal Reviews
Scheduled Key Deal Reviews
I Am The Sales Leader – I Sell and Lead By Example