New approach to create breakthrough results in sales by focusing on value and elimination of waste.

1. SalesDriver
Create greater sales results with fewer
resources by focusing on value and
eliminating waste
Partner Tapio Nissilä
tapio.nissila@talentvectia.com
+358 40 70 10 458

2. Launching SalesDriver book in 2013
Sales must deliver greater results with
fewer resources.
This book explains how you can
• improve sales performance
• increase quality in sales process and
• lower costs
through focusing on value and eliminating
waste in sales and marketing processes.
We’ll share case examples, tools, best
practices and hands on experiences from
our customer engagements.
The book introduces a new and improved
model for managing sales performance
improvement

3. SalesDriver method is based on best practices,
research and real life experiences
Applied methods from Proven sales methods
manufacturing Sales methodologies
Lean, Six Sigma, Theory of Constraints
Experience and best Understanding of
practices implementation
Project experience across industries, challenges
best practices in sales performance CRM platforms, implementation plan
improvement and benchmarking expertise
practices

4. Designing and implementing sales management
system CASE
• Need based Segmentation model including existing and potential customers
Project • Integration of marketing and sales funnel
scope • Lead management process for new customer acquisition
• Opportunity qualification criteria
From Sales person is responsible for both analytical as well as transactional part of sales process
Marketing is responsible for Outsourced call center Sales person meets customers
To analytical part of sales process makes first contact and identifies sales cases
New business Sales result Better customer Resource usage
development improvement satisfaction • 3 week deployment
• Lead management • Hit rate increase by 5 • Net Promoter Score project
process has resulted percentage points (20 up by 400 % • Creation of
in 100 % growth in % increase) marketing target
number of customer • Sales increase of 10 % groups down from
Benefits meetings on weekly one week to 3 hours
basis • New process delivers
60 % of total revenue • Lower cost of sales
• Average size of and over 90 % of gross
identified sales • Improved customer
margin new operating data quality through
opportunities in the model
funnel has grown by new operating model
10 %
© Talent Vectia 4

5. Continuous development to ensure alignment
of projects and increased performance METHOD
Individual development projects SalesDriver approach
Performance Performance
time time
• Customer process and sales performance • Action oriented approach & delivered from strategy
development initiatives are stand alone projects • One umbrella that combines all different front end
with little alignment and information sharing development initiatives
• Development initiatives are tactical, link to strategy • Fact based and continuously measured to ensure
is weak platform for improvement
• Facts for process improvement (excl. outputs) are • Continuous development with initiatives building on
missing each-other improvement
• Sequence of individual projects
 Projects build up on each other
 No clear development and performance increases
trend in performance

6. SalesDriver method covers key elements in
successful and professional sales METHOD
Strategy and objectives (growth, performance)
1. Segment 3. Account Management 6. Sales Force
Management Automation &
How we manage and develop Effectiveness
What is the market relationships with current customers
where I compete in? How to market and
Who are my (target) sell on daily basis
customers? 4. Sales Management
How to ensure that we are making our targets,
using appropriate sales approach and managing
our resources effectively
2. Offering 7. Customer Service &
Management Call Center
What do we sell, How do we serve customers
what is our value 5. Marketing Management with high
proposition, quality and optimized
how it is packaged costs
and priced How to launch new offerings,
penetrate new markets and
how to acquire new customers

7. SalesDriver™ method can be implemented on top
of CRM platform using templates METHOD
Strategy and objectives (growth, performance)
1. Segment 3. Account Management 6. Sales Force
Management Automation &
Yearly Effectiveness
How Account
we manage and develop
Planning
Customer the market
What is relationships Plan current customers
Business with Cycle Sales Person’s
Win Plan
Segmentation
where I compete in? Desktop market and
How to
Who are my (target) sell on daily basis
customers?
Segment 4. Sales Management Sales Sales
Segment Processes
Business Management (solution,
Reporting Desktop
Plan How to ensure that we are making our targets, product)
using appropriate sales approach and managing
our resources effectively
2. Offering Marketing Forecast and 7. Customer Service &
Management Opportunity Return on Call Center
& Sales production
Qualification Sales ROI
Funnel planning
Offering do we sell,
What Value Customer
How do we serveCustomer
customers
Service Satisfaction
what is our value
Structure Quantification 5. Marketing Management with high
Requests Surveys
proposition, quality and optimized
how it is packaged Lead costs
Salesand priced Marketing
How to launch new offerings, Lead
Generation Claims
Collateral ROMI
penetrate new markets and
Process Management
how to acquire new customers
SalesDriver™ deployment on top of CRM platform

8. Maximising impact of customer segmentation by
combining method with practice METHOD
Two-dimensional segmentation for increased Modular CRM tools to support implementation of
efficiency in sales and customer management the sales and customer management
• Value-based categories for optimal sales actions. • Supporting sales & sales management with optimised
Differentiating sales approach and coverage model i.e. tools. Modern CRM tools to support sales in quickly
efforts and time allocation based on value of the adopting the new sales approach.
customer. • Ensuring that systems support new sales and
• Need-based segments for developing offerings. customer mgmt practices
Differentiating offering and value proposition for • Modularity enables fast implementation. Fast process
segments. and deployment of supporting tools.
Needs-based segments • Segmentation model on top of CRM
• Customer specific data on top of CRM
Segment 1 Segment 2 Segment 3
• Real time data on top of CRM
A
Value-based
categories
B
C
Target
customers
Maximising impact of customer oriented sales development

9. Account management method and CRM tools
METHOD
Customer planning and relationship development Modular CRM tools to support implementation of
ensures utilization of customer insight to drive the sales and customer management:
business results
• Relevant content makes CRM tool for customer
• Proven method for account planning and management management
• Capture customer understanding and plan actions • One method and tool for account planning ensures
based on customer insight that account plans are found when needed.
• Identify relevant sales opportunities through planning • Action planning using tasks and activities in CRM
platform.
Account Business Plan Account Management Plan
1. Executive summary 1
2.
1 1
Customer analysis 4
3
2
1
3. Business overview
4
§§
Q4
Q3
Q1
Q2
1
4. Sales opportunities 2
3
Account team
2
1
2
5. Account strategy &
targets
meetings
6. Action plan
Critical customer
meetings
Maximising impact of customer oriented sales development

10. Capturing the full value of the sales effectiveness
and CRM development INSIGHT
Project Management
CRM solution management • Managing schedule
• Managing the scope of CRM • Managing resources
solution • Managing budget
• Managing integrations to other • Mitigating risks
systems Manage Manage
• Managing local requirements
• Balancing global and local CRM solution CRM project
requirements Manage
people
change
Manage Value management
delivery of • Managing business case
business • Managing delivery of business
benefits benefits
• Communications
• Change management
• Training
This does not mean “more work”, but a shared view on
what the project should deliver to be successful

11. © Talent Vectia 11