Stratix: Solution Selling Transformation

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18 Νοε 2013 (πριν από 3 χρόνια και 7 μήνες)

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Stratix
: Solution Selling
Transformation


Goal: Shift from Hardware VAR Sales to Higher
Margin, Total Solutions Positioning & Sales


Today: Hardware


Tomorrow: Total Solution

Hiring Profile

SalesCheck


Solution Sales

Training



Item 1



Item 2



Item 3

Assessment

Move to Solutions Team

Validate existing

Keepers

Deployed

Recruit

Leadership

Hardware

Solution Selling

Selling Transformation

System


People


Hiring Profile


Assessment


Spec


Berke


Recruiting retained
vs. Contingency


Sales Training


Complex Sale


Structure

Alignment

Solution


Hunters &
Maintainers


Process

Solution Selling Requires Different Tools

CRM Tuning


Pipeline/Forecast Oversights

Leadership


Changing Approach
in Mid
-
Stream


Build Dashboard
and Key Metrics


Sales Operations
Oversight


Goals


Rewards


New Market SWOT

System

Sales Transformation


Key Issues

People


Create new solution seller profile


Assess current direct team


Keepers


Transfers


Backfill the Transfers and Growth


Recruiting based on profit


Accelerated Recruiting


Job Fair


Onboarding Program


Accelerate Effectiveness Ramp


Explore New Sales Channels



System

Sales Transformation


Key Issues

Process


Create new training program


Tailored for
Stratix

Solutions


Selling to a Higher Level


On Coding Reinforcement


Tune the Sales Process Methodology


Revamp the CRM Process


Establish Sales Quotas and Structure



System

Sales Transformation


Key Issues

Leadership


Develop Rewards & Recognition Plan


Create New Business Target List


Develop New Marketplace Attack Plan


Develop New Lead Generation Process

Assessment

Assess Existing Sales Team
-

Berke


Cost: $3.5k


Time: 30 Days


Qualifying Sales Reps to new solution profile


Assessment profile becomes hiring profile

Qualifying Sales Reps


Qualifying sales reps to new solution profile


Assessment Profile becomes Hiring Profile

SalesCheck


Sales engine diagnostic


Survey up to 100 metrics/25 ideal


Your actual KPIs vs. 4,000 company average


Highlight improvement areas


Benchmark to Solution Selling Co.’s

SalesCheck

Focus


Develop Sales Engine Diagnostic


Rationale


Over 60% fail to meet their sales forecast


Promote use of data to drive decisions


Develop set of KPIs to bring insights to sales


Provide tools to get to problem areas


Benchmark KPIs to other companies


Linkage to TechCXO services (training, process
improvement, strategy, fractional, etc.)




TalentCheck

Focus


Retained searches for sales talent


Rationale


Strong competitive advantage (we have executed over 250
retained searches with a majority being for sales
executives)


Highest churn rate


Highest compensation packages (higher fees)


Linkage to TechCXO services (training, process
improvement, strategy, fractional, etc.)


Visibility


TalentCheck
:

Hiring/Recruiting Solution Reps


Cost: $30 k per rep


Retained search approach


Ongoing <90 Days

Hiring Profile

Recruit

Assessment


Establish search strategy, develop position
specification


Identify and review candidates


Qualify and assess (test) candidates


Present recommended candidates/ insightful
write
-
ups


Select/present offer; assist in offer
creation/delivery; drive acceptance


Placement on boarding


The Process

Crisply Executed with Weekly Updates


Completed more than 250 searches


Best in class firm experience


Technology company focused


Quality award winners


Multiple search providers: 90% follow
-
on
work


Best practice solutions


Industry leading reputations


TalentCheck


Partners

TechCXO
Talent
Check

Scorecard

Candidate 1

Candidate 2

Candidate 3

Candidate 4

Candidate 5

Background

Former SVP



(Enterprise
Software)

SVP


(Tech

Services)

Former SVP


(Tech Start
-
Up)

VP


(Public

Tech
Products &
Services Co.)

CEO

(Start
-
Up)

Attributes

Career Sales

Sales Process

Sales Builder

Grow Company

Sales Success

International Sales

Software
/
SaaS

Talent Manager

Complex GTM

Tenure

IPO

Score

3.6

2.4

2.3

2.5

1.5

Solution Sales Training


Opportunity Management and Account
Management


Aligning with executives


2 Day Sales Class for new team

Solution Sales

Training

Potential 2
-
Day Agenda



Day One


Introduction, Goal and Objectives



Opportunity Management (OM)


Understanding Changing Buyer Issues


Qualification Scorecard


Building Preference for
Stratix

by understanding Buyer Behavior (using
the
DiSC

profile)


Understanding Customer Issues


using the Discovery Map


Understanding Power and Politics
-
determine the true Decision Process


Principals of Strategy and Competitive Counter
-
Strategies


Pulling it all together


Plan to Win


Day Two


Account Management


White Space Mapping


Collaborate with your customer using the Strategy Map


Relationship Mapping


getting to key executives


Strategic Account Planning


Opportunity Plan Review


Live
Stratix

Sales Opportunities





Potential Agenda

Stratix

Sales Tool Kit


powered by Revegy


Opportunity Management Tools:


Qualification Scorecard



Relationship Map


Discovery Map


Opportunity Briefing Report


Account Management Tools


Relationship Map


Strategy Map


Account Briefing Report







Sales Process and Tool Enablement

Relationship Map

Opportunity Scorecard

Client Relationship
Assessment

Opportunity
Win Plan

Playbooks

Product Whitespace Map

Revegy
, Inc. Confidential and Proprietary

Relationship Map


Understand the Politics and Influence

Use a Discovery/Strategy Map as a visual Pain Chain to align
solutions to pain and collaborate with your prospects

Whitespace Mapping


Which products of ours and our
competitors does the customer have?

Training and Tools Pricing


Two day Opportunity/Account
Mangement

Onsite session
-

$12,000


Revegy system integrated with SFDC


Initial Fees for configuration and integration with
SFDC
-

$3,000
--
$9,000 (
tbd

based on customization
requirements)


Per User
-

$40
-
60/month


based on
Opp

Mgt
/Acct
Mgt

configuration (12 month subscription) (15
users = $7,200
-

$10,800)



Total (est.) initial cost = $22,200
-

$31,800





Why TechCXO: Top 10 Reasons

1.
Unique Total Solutions Offering


One
-
Stop Shopping

2.
Aligned to Your Need of Value, Cost, Speed

3.
SME in All Aspects of Sales Optimization

4.
Solutions Customized to Your Needs

5.
Proven Best
-
in
-
Class Components and Solutions

6.
Minimal Disruption to Your Daily Operation

7.
Highly Sustainable Solutions

8.
Prior Experience Leading Transformations

9.
Total Flexibility in Capability, Price, Timeframe and
Delivery

10.
Significant Experience


30 years experience as
salesman, sales manager,

general
manager, CEO and search
consultant


Unique
depth and breadth to the challenge of
maximizing revenue
generation


Xerox > Recognition Equipment > >
VITec

> EMASS >


SpencerStuart

>
Heidrick

& Struggles

Mike Allred

“the grand master of sales. Mike really has it all: great sales
experience in the legendary Xerox operation, an enviable
track record as a general manager and exposure to a wide
variety of organizations and situations as an executive search
consultant.”


Sales, Sales Management (Salesman, Sales Manager,

Regional Sales Manager, VP Sales, SVP Sales)



IBM, Nynex, Software Publishing, Ashton Tate, Bloc Development,

Serius
, Novell,
Hubspan
, Sterling Commerce


General Management (GM, President)


-

Echo High Tech (President); Sterling Commerce (SVP & GM)


Talent Management (retained executive search, leadership assessment, fractional
leadership provisioning)


Heidrick

& Struggles (Managing Partner); Korn/Ferry International (Senior Client Partner);
Lonergan

Richards (Managing Partner)


Troberman

& Associates (Managing Partner)


Talent Management focus areas:


Sales & Marketing


Enterprise Software

Rick Troberman

Brad Childress


President and COO of The Complex Sale, a global
sales effectiveness consulting and training
firm


EVP, Sales at
nuBridges
, an enterprise software
company (acquired)


Vice President & General Manager, D&B Software

Timing & Cost


Phase 1



Assess/Top Grade:


$3.5k



Recruit



$30k/rep



SalesCheck

Benchmark

$5k



Sales Training


$32k


Phase 2



Alignment



TBD



Compensation



Process


Plan



CRM Tune



Dashboard