Sales Force Effectiveness drives revenues and margins and your companies bottom line. How effective is your sales team?

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