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Transforming Order Takers to Sales Makers
1. Transforming
Order
Takers
to
Sales
Makers
“Increasing
sales
force
effec8veness
through
in
field
assessments,
coaching
and
planning”
2. Sales
Force
Effec8veness
• My
approach
is
to
use
data
from
in
field
observa8on
to
provide
an
independent
review
of
sales
team
effec8veness.
• Review
includes
all
elements
of
selling
from
sales
readiness,
key
account
management,
compe88ve
posi8oning
to
team
and
individual
presenta8on
skills
• Sales
force
culture
and
alignment
with
core
company
values
to
measure
engagement.
25/11/15
Prepared
by
John
Beveridge
–
“Order
Taker
to
Sales
Maker"
2
3. Sales
Diagnos8cs
• Review
of
win-‐lose
ra8os,
pipeline
of
forward
work
and
new
customer
share
ac8vity,
quote
conversion
to
order,
pricing
strategy,
forecas8ng.
• Rep
produc8vity,
accuracy
of
call
cycles,
value
add
selling,
margin
versus
volume
trade
offs,
close
rates,
customer
awareness
and
presence.
• Report
on
individual
sales
representa8ve
effec8veness
and
ranking
of
talent
within
the
sales
team.
25/11/15
Prepared
by
John
Beveridge
–
”Order
Taker
to
Sales
Maker"
3
4. Sales
Team
Structure
and
Resources
• Independent
overview
of
sales
team
structure,
resources
and
ability
to
deliver
sales
growth.
• Coaching
and
development
plans
for
individual
sales
team
members.
• Talent
management
and
incen8ve
reviews
• Tailored
plan
prepared
for
improving
sales
force
effec8veness.
25/11/15
Prepared
by
John
Beveridge
–
”Order
Taker
to
Sales
Maker"
4
5. Methodology
• In
field
observa8ons
from
live
sales
calls
to
observe
skills
and
self
management
• Independent
coaching
and
performance
management
feedback.
• Review
of
sales
processes
including
use
of
tools,
performance
against
budgets
set.
• Review
of
overall
engagement
and
company
sales
culture
25/11/15
Prepared
by
John
Beveridge
–
”Order
Taker
to
Sales
Maker"
5
6. My
Background
• 20
plus
years
of
sales
management
in
business
to
business
sales
teams
in
industrial
products.
• 30
years
of
key
account
management
sales
experience
in
a
variety
of
industries
from
FMCG
to
telecommunica8ons.
• Senior
leadership
experience
in
branch
management,
general
management,
CEO
and
owner
operated
businesses.
• Track
record
of
building
engagement
and
team
effec8veness
to
get
revenue
and
margin
growth.
25/11/15
Prepared
by
John
Beveridge
–
“Order
Taker
to
Sales
Maker"
6
7. My
Approach
• A
sales
force
is
a
substan8al
investment
which
if
not
performing
or
well
aligned
to
business
strategy
can
destroy
value.
• I
am
comfortable
working
across
a
range
of
different
sales
environments
and
can
provide
valuable
first
hand
insights
to
improving
performance.
• This
work
can
be
done
working
alongside
management
and
leadership
25/11/15
Prepared
by
John
Beveridge
–
”Order
Taker
to
Sales
Maker"
7
8. My
Approach
• I
can
tailor
my
services
to
target
the
high
value
sales
areas
and
deliver
a
fast
and
ac8on
biased
plan
for
implementa8on
and
an
immediate
li
in
performance.
• I
am
an
experienced
senior
level
sales
leader
and
coach
that
can
find
pragma8c
solu8ons
to
common
sales
problems
to
build
revenue
growth.
25/11/15
Prepared
by
John
Beveridge
–
”Order
Taker
to
Sales
Maker"
8