Webinar: Build a World Class Sales Team

Webinar: Build a World Class Sales Team

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  5 Key Factorsto Create a World Class Sales Team 1. Knowledge (Products, Offers, Processes) 2. Right Talent (Fit For Purpose) 3. Empowerment (Freedom to Act) 4. Real Time Information (Decision making) 5. Leadership (Vision, Guidance, Motivation and Coaching) (Strategy, Processes, Support, Metrics)
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  POLL
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  BEST PRACTICES TODEVELOP A WORLD CLASS SALES TEAM I. Sales Leadership: Many leaders rely primarily on sales metrics and timelines to drive performance. Highly effective sales leaders apply coaching methods that are individualized to each team member, recognizing their strengths and weaknesses while motivating them to unlock their potential and inspire others.
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  Traits of aGreat Sales Leader: • Clearly articulates a vision and team purpose • Individualized attention without favoritism • Manages qualitative and quantitative objectives (metrics) that are achievable and clearly defined • Provides the necessary tools for continuous learning, self-appraising and tracking key metrics (Training, Gamification, CRM, etc.) • Source of unconditional support and encouragement to the team (Has their backs) • Coaching according to the needs of each team member (relevance and frequency) • Promotes collaboration and values collective intelligence • Recognizes individual and team achievements on a timely manner TRAITS OF A GREAT SALES LEADER
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  II. Alignment betweenStrategy, Processes (Practices) and Metrics Each sales strategy must embrace the initiatives, processes, milestones and metrics necessary to achieve their ultimate objective. To foster an execution culture, every aspect of this process must have specific owners, clear metrics and consistent communication. BEST PRACTICES TO DEVELOP A WORLD CLASS SALES TEAM
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  1. Conocimiento (Productos,Ofertas, Procesos) 2. Talento Correcto (Compatibilidad con Responsabilidades) 3. Apoderamiento (Libertad para Actuar) 4. Información en Tiempo Real (Decisiones) 5. Gestión, Motivación y Coaching (Procesos, Acompañamiento, Métricas) Estrategia Iniciativa Proceso Métricas Reconoci miento Evaluación Mejora BEST PRACTICES TO DEVELOP A WORLD CLASS SALES TEAM STRATEGY INITIATIVE EVALUATION IMPROVEMENT PROCESS METRICSRECOGNITION
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  III. Don’t beFooled, Talent is your most important asset! The best sales leaders identify, hire and retain the best talent available. If you seek extraordinary results, hire and retain extraordinary talent and invest in their mentoring, training and development. Identify people whose skills and values are compatible with the culture, strategy, products and processes sought by your organization. BEST PRACTICES TO DEVELOP A WORLD CLASS SALES TEAM
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  TRAITS OF AGREAT SALES PROFESSIONAL • Presence • Interpersonal Skills • Curiosity • Good Listeners • Persuasive • Validate (Confirm) • Passionate about Customers • Trustworthy • Consultant (Not sales (man/women))
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  “Outstanding people haveone thing in common: an absolute sense of mission” Zig Ziglar
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  IV. Process: Enableror Inhibitor? Each sales team adopts a series of common practices that defines how they interact with their customers and the steps they follow to identify, qualify and close a sale. • Standardize Best Practices • Eliminate Bureaucracy • Provide your team the Right Set of Tools • Evaluate the Effectiveness of your processes and Adjust them as Necessary • Stay updated with industry trends and innovations BEST PRACTICES TO DEVELOP A WORLD CLASS SALES TEAM
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  V. Closing theKnowledge Gap: A great development plan embraces all aspects impacting your sales processes and monitors both KNOWLEDGE and CONFIDENCE levels: • Products • Promotions / Specials • Key Skills (Negotiation, Persuasion, etc.) • Sales Processes and Methodologies • Customer Orientation • Consultative Capabilities • Technology and Tools (CRM, CPQs, Battle Cards, etc.) BEST PRACTICES TO DEVELOP A WORLD CLASS SALES TEAM
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  "Knowledge, Real TimeInformation and Consistent Decision Making are essential to building an empowered and confident sales organization that consistently delivers results” BEST PRACTICES TO DEVELOP A WORLD CLASS SALES TEAM
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  VI. Celebrate! Winningis fun. Healthy competition, timely recognition and celebration are key factors to boosting productivity and building a world class sales team. BEST PRACTICES TO DEVELOP A WORLD CLASS SALES TEAM
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  “The secret ofgetting ahead is getting started. The secret of getting started is breaking your complex overwhelming tasks into small manageable tasks and starting on the first one.” Mark Twain
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  QUESTIONS?
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  PREMIUM CONSULTING SERVICES SalesLeadership, Adoption & Change Management Basic User, Administrator, Power User and Strategic Sales Commercial Process Consulting Configuration, Development, Integration & Support
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  THANK YOU
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  Contact us! w ww . d o b l e g r o u p . c o m @doblegroup /doblegroup /+doblegroup Company/doble-group-llc doblegroup /DobleGroup
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  Doble Group, LLC Do b l e G r o u p , L L C i s a b o u t i q u e c o n s u l t i n g f i r m t h a t f o c u s e s o n i m p r o v i n g c o m m e r c i a l b u s i n e s s r e s u l t s t h r o u g h C R M s o l u t i o n s a n d t h e a l i g n m e n t o f t h e o r g a n i z a t i o n , i t s p r o c e s s e s a n d t e a m s f o r s u c c e s s . W e d e l i v e r o u r s e r v i c e s t h r o u g h h i g h l y c u s t o m i z e d c o n s u l t i n g , t r a i n i n g a n d c o a c h i n g p r o g r a m s a n d t h e w o r l d ’ s # 1 C R M t e c h n o l o g i e s , S a l e s f o r c e .