The cost of not making a decision

www.peterstrohkorbconsulting.com 1
© 2016 Peter Strohkorb Consulting International Pty Ltd, all rights reserved
with Peter Strohkorb
CEO, Speaker, Author
The Cost of No Decision

www.peterstrohkorbconsulting.com
• 15+ years in senior B2B Sales and Marketing roles
• CEO , offices in Australia and USA
• Business Coach & Executive Mentor
• Creator of the OneTEAM Method for closer Collaboration of Marketing & Sales
• International Business Speaker (invite me to speak at your event)
• Executive MBA Guest Lecturer at the Sydney Business School. Australia
• Board Director x 2 NFPs and Industry Representative Organizations
• Family, soccer, tennis, cooking, fine wine, entertaining
Peter
STROHKORB

Named Global Top 5
Sales & Marketing Collaboration
Expert
By Selling Power Magazine (USA)

“67% of sales
professionals do not
achieve their personal
sales quota.”
The TAS Group

Only 35% of a sales
rep’s time is spent
selling.”
CSO Insights

“~17% of a Sales
Reps’ selling time is
lost by looking for, or
modifying, Marketing
Content.
Peter Strohkorb

”Only 25% of
sales leads and
collateral that
Marketing
creates is ever
used by Sales
teams."
IDC

Boosting The Middle
8

P&L Performance Impact
Base Case
P&L
Reduce
Direct
Selling
Expenses
by 5%
Increase
Sales
Volume by
5%
Raise Price
by 5%
Sales Revenue $100.00 $100.00 $105.00 $105.00
Cost of Goods Sold (COGS) $60.00 $60.00 $63.00 $60.00
Gross Profit $40.00 $40.00 $42.00 $45.00
Fixed Costs $13.00 $13.00 $13.00 $13.00
General Admin Costs $11.00 $11.00 $11.00 $11.00
Direct Selling Expenses $6.00 $5.70 $6.00 $6.00
Profit Before Tax (PBT) in $ $10.00 $10.30 $12.00 $15.00
Profit Before Tax (PBT) Increase from Base Case in $ $0.00 $0.30 $2.00 $5.00
Profit Before Tax (PBT) Increase from Base Case in % 0.0% 3.0% 20.0% 50.0%
* Managing Top-Line Computer Applications"; Stephen P. Hindman & John J. Sviokla;
Harvard Business School Publication # 9-192-098, rev 7/9/92
What are the Financial Benefits ?
9
@pstrohkorb

Base Case
P&L
Reduce
Direct
Selling
Expenses
by 5%
Increase
Sales
Volume by
5%
Raise Price
by 5%
Sales Revenue $100.00 $100.00 $105.00 $105.00
Gross Profit $40.00 $40.00 $42.00 $45.00
Fixed Costs $13.00 $13.00 $13.00 $13.00
10
@pstrohkorb

Base Case
P&L
Reduce
Direct
Selling
Expenses
by 5%
Increase
Sales
Volume by
5%
Raise Price
by 5%
Sales Revenue $100.00 $100.00 $105.00 $105.00
Gross Profit $40.00 $40.00 $42.00 $45.00
Fixed Costs $13.00 $13.00 $13.00 $13.00
11
@pstrohkorb

Base Case
P&L
Reduce
Direct
Selling
Expenses
by 5%
Increase
Sales
Volume by
5%
Raise Price
by 5%
Sales Revenue $100.00 $100.00 $105.00 $105.00
Gross Profit $40.00 $40.00 $42.00 $45.00
Fixed Costs $13.00 $13.00 $13.00 $13.00
12
@pstrohkorb

“In any moment of decision, the best thing you can do is
the right thing. The next best thing is the wrong thing.
And the worst thing you can do is nothing.”
Theodore Roosevelt
13

Formula: Total # of Reps x TRC $ per Rep p.a. x 17%
The Cost of ‘Doing Nothing’:

The Revenue Cost of ‘Doing Nothing’
The Cost of Forgone Sales:
Formula: # of Reps x Sales target each x 17%

Excessive cost
on the business
16
Unattractive
work
environment
Loss of revenue

The OneTEAM Method is our
5-Step, ‘People-First’
Collaboration Methodology

Collaboration Delivers Performance…

360o Customer Focus
Sales helps Marketing,
Marketing helps Sales:
Everybody wins
19

The 5-Steps of the OneTEAM Method
20

2 x Free
Self-Assessment Tests

OneTEAM Method™
How To Run a CX Transformation
Market Responsiveness Index (MRI)™
NPS

The Benefits of Sales Enablement
23
More Sales, Profit
Better CX
Higher Calibre Talent
Higher Productivity/Less Waste
Technology ROI

“Peter‘s method was a
game changer for us.”
NFP Example

“Our best quarter yet.”
Corporate Example

26
More Sales, Profit
Enterprize Example
1. Assessment
2. Consulting
3. Change Management“We absolutely
got value from
Peter.”

Thank You
27
admin@peterstrohkorbconsulting.com
www.peterstrohkorb.com

The cost of not making a decision

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