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The Challenges Of Sales Leadership
The 2007 Sales Performance Management Conference, led by Gerhard Gschwandtner, highlighted challenges in sales leadership, emphasizing the increasing difficulties in sales and the high turnover of sales talent. Key issues identified included a lack of the right talent, disengagement among salespeople, and the importance of creating a winning sales culture centered on customer success. The document also discussed the role of technology and collaborative leadership in driving organizational change and performance.
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The Challenges Of Sales Leadership
- 1. Sales Performance ManagementConference 2007 The Challenges of Sales Leadership
- 2. Founder and Publisherof Selling Power magazine 138,000 subscribers in 67 countries worldwide Author of 17 books on selling and motivation Gerhard Gschwandtner
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- 5. 1987 - 1990- present
- 6. Mission “To help sales leaders create a more effective sales organization and raise the standards of professionalism in selling”
- 7. Agenda 1.Trends 2. People 3. Process 4. Technology 5. A winning Sales Culture
- 8. Trends 1.Selling will be tougher in 08 2. 40% of salespeople fail to reach quota 3. 63% will hire more salespeople in 08 4. CSO tenure - 24 months 5. 60% of CEO’s are not satisfied with CSO
- 9. Change drives culture Technology Drives Change
- 10. Technology Drives Change Co-creation
- 11. Technology Drives Change Authenticity
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- 13. New leadership Collaborative Authentic Non-autocratic
- 14. 2. Leaders andPeople
- 15. People Challenge #1 Lack of the right talent Do you believe that at this time you have the right people in the key positions in your sales organization? 41.77 58.23 0 10 20 30 40 50 60 YES NO
- 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
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- 20. Entrepreneurs US 25 Million startups WORLDWIDE: 50 Million new startups* * Global Entrepreneurship Monitor, London
- 21. “ The ultimateultimate 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
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- 24. Potential “What do people rarely reach their full potential? “What prevents us from asking everyone to give it all they’ve got?”
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- 26. # 1 Goal= Customer Success The purpose of business is to create a customer Help our customers win Who defines winning? Collaborate and co-create Goal = Customer success Money + Meaning
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- 29. 4. Technology Sales 1.0 Sales 2.0
- 30. 5. Winning SalesCulture
- 31. Leaders Drive CorporateCulture 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
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- 35. The Sales 2.0Funnel Anonymous Visitors Named Visitors Qualify Named Prospects Attract Interact Track/Manage Close Loyalty