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Sales enablement imperative, Kurt Anderson
1.
THE SALES ENABLEMENT
IMPERATIVE
2.
70 % FAIL
CHANGE CORPORATE DIRECTIVES INITIATIVES BUSINESS TRANSFORMATION Leading Change, John Ko1er, Harvard Business School Corporate Survey, 2008, McKinsey & Co. SAVO CONFIDENTIAL © 2011 2
3.
CORPORATE EXECUTION
= SALES EXECUTION SAVO CONFIDENTIAL © 2011 3
4.
CORPORATE EXECUTION =
SALES EXECUTION OperaTonal Excellence ? New Channels ? ??? Revenue $$ M&A, New Markets ? New Products/Services ? Growth / Revenue Initiatives Sales Execution Buyer Decision Time Money People SAVO CONFIDENTIAL © 2011 4
5.
CUSTOMERS FIND LITTLE
VALUE IN THE CONVERSATION… % Products, brands, operaTons 30 70 % InteracTons with sellers 11 % Sales calls execs view as valuable Source: Forrester Research SAVO CONFIDENTIAL © 2011 5
6.
DEPLOYING GROWTH INITATIVES
SALES EXECUTION CHALLENGES: ACTIVATE (Tmely deployment) ADOPT (take ownership) ACHIEVE (successful execuTon) Growth Execs MarkeGng Sellers/ Channels IniGaGve Regions 6
7.
DEPLOYING GROWTH INITATIVES
SALES EXECUTION OPPORTUNITIES: CHALLENGES: COMMAND & ACTIVATE (Tmely deployment) CONTROL EMPOWER THE ADOPT (take ownership) INDIVIDUAL MOBILIZE THE ACHIEVE TEAM execuTon) (successful Growth Execs MarkeGng Sellers/ Channels IniGaGve Regions 7
8.
SOLVING THE SALES
EXECUTION CHALLENGE COMMAND EMPOWER THE MOBILZE AND CONTROL INDIVIDUAL THE TEAM Ideas Products Process Corporate Management Filter / Push Coaching & Strategy / Prescribe Tool Team Selling People Pricing Data Content SAVO CONFIDENTIAL © 2011 8
9.
DRIVING ALIGNMENT
Challenge: Revenue IniGaGves SoluGon: SAVO Deploy new Methodology / Power 91% adopGon / first 4 months PosiToning, Messaging & Tools Improve Overall Sales ProducTvity and New Average ramp Gme reduced Seller Ramp Processes from nine months to five Improve Product Launch Success Rates 80% reducGon of “random acts through be1er Team Selling of seller enablement” “Omnicell takes pride in our ability to deliver market leading solu7ons for pa7ent safety and opera7onal efficiency in the Healthcare industry. Our partnership with SAVO and Corporate Visions is enabling us to grow and expand our market presence through beCer alignment and execu7on.” - Todd Sims , Omnicell SAVO CONFIDENTIAL © 2011 9
10.
CORPORATE EXECUTION =
SALES EXECUTION OperaTonal Excellence ? New Channels HOW BIG ? Revenue IS YOUR $$ M&A, New Markets GAP? ? New Products/Services ? Growth / Revenue Initiatives Sales Execution Buyer Decision Time Money People SAVO CONFIDENTIAL © 2011 13
11.
THANK YOU
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