Sales Excellence - Diagnostic Tool (PowerPoint PPT Slide Deck)

DESCRIPTION

This product (Sales Excellence - Diagnostic Tool) is a 15-slide PPT PowerPoint presentation slide deck (PPT), which you can download immediately upon purchase.

This is a comprehensive sales excellence diagnostic tool. The capability levers are classified into the following four levels:
•  Champion – Few, if any, companies consistently deliver at this level for all customer segments
•  Play offs – Broadly recognised as market best practice
•  Survival – Below best practice, but meets minimum standard required to compete effectively
•  Relegation – Below minimum standard required to compete effectively

This diagnostic tool provides a detailed framework for assessing sales excellence across multiple dimensions, including customer coverage, account planning, and negotiation and closure. It offers a granular breakdown of performance levels, from Relegation to Champion, allowing organizations to pinpoint specific areas for improvement. The tool's structured approach ensures that sales teams can systematically elevate their practices to meet and exceed market standards.

The PPT also delves into the intricacies of account management, highlighting the importance of efficient administrative systems. It contrasts the burdensome paper-based processes with streamlined IT-based systems, emphasizing the impact on sales team productivity. This section is crucial for organizations aiming to optimize their internal operations and reduce administrative overhead.

In the negotiation and closure segment, the tool evaluates the effectiveness of salespeople in negotiating prices, differentiating products, and closing deals. It identifies common pitfalls and best practices, providing actionable insights for sales teams to enhance their closing strategies. This comprehensive assessment ensures that sales organizations can refine their techniques to achieve better outcomes and drive revenue growth.

Source: Best Practices in Sales, Sales Strategy, Sales Management PowerPoint Slides: Sales Excellence - Diagnostic Tool PowerPoint (PPT) Presentation Slide Deck, P-Square Partners

PPT SLIDE DEEP DIVES

Assessment of Sales Excellence in Customer Coverage

This PPT slide presents a structured assessment of sales excellence focused on customer coverage, categorized into 4 key levers: Customer Targeting, Organisation, Coverage Targets, and Coverage Incentives. Each lever is evaluated across 4 distinct stages: Relegation, Survival, Play-offs, and Champion.

In the Customer Targeting section, organizations are assessed on their approach to customer engagement. At the Relegation stage, there’s a uniform treatment of customers, lacking any differentiation in effort. As organizations progress to the Champion stage, they develop a sophisticated targeting strategy that considers various criteria, enhancing their ability to meet customer needs effectively.

The Organisation lever highlights the clarity of roles within the sales team. At the Relegation level, roles are undefined, leading to inefficiencies. By the Champion stage, roles are clearly defined, allowing sales personnel to operate effectively within a structured environment that aligns with client needs.

Coverage Targets focus on the establishment of activity targets. Organizations at the Relegation level set no targets, which can lead to unproductive sales efforts. In contrast, the Champion stage sees organizations implementing formal targets at the customer level, which are tied to incentive systems, promoting accountability and performance.

Finally, Coverage Incentives examines how organizations motivate their sales teams. The Relegation level shows a lack of motivational structures, while the Champion stage reflects a comprehensive system that integrates compensation, rewards, and coaching, ensuring that coverage targets are not only set, but also incentivized effectively.

This assessment framework provides a clear pathway for organizations to evaluate their current practices and identify areas for improvement in their sales strategies.

Capability Assessment Framework for Organizational Performance

This PPT slide presents a framework for categorizing capability levers into 4 distinct levels, aimed at guiding users on how to complete a questionnaire effectively. Each level is defined with a clear description, providing a structured approach to assess organizational performance.

The first level, "Champion," is described as primarily aspirational. It indicates that very few companies can consistently deliver at this level across all customer segments. This suggests that achieving this status is a significant challenge and may require exceptional strategies and resources.

Next is the "Play-offs" level, which is characterized as broadly recognized as market best practice. This implies that organizations at this level are meeting industry standards and are likely seen as leaders in their field. It reflects a more attainable benchmark for many companies aiming for excellence.

The "Survival" level indicates that a company is below best practice, but meets the minimum standards necessary to compete effectively. This level serves as a warning that while the organization is operational, it may be at risk of falling behind if improvements are not made.

Finally, the "Relegation" level denotes performance that is below the minimum standard required to compete effectively. This classification highlights a critical need for intervention and improvement to avoid significant business risks.

Overall, this framework is designed to help organizations self-assess their capabilities and identify areas for improvement. It encourages a candid evaluation of current practices against established benchmarks, ultimately guiding strategic decisions for growth and development.

Sales Excellence Assessment Framework: Tailored Offer Delivery

This PPT slide presents a structured assessment of sales excellence across 4 key dimensions: Unique Sales Proposition, Proposal Targets, and Understanding Customer Needs. Each dimension is evaluated on a continuum from "Relegation" to "Champion," illustrating various levels of organizational effectiveness.

In the "Unique Sales Proposition" section, organizations are assessed on how well they define their sales proposition. At the lowest level, there’s no documented proposition, leading to reliance on trial and error by salespeople. As organizations progress, they begin to establish a price and technical product-based proposition. The highest level indicates a well-defined overarching unique selling proposition (USP) that is regularly reviewed and tailored for key customer segments.

The "Proposal Targets" dimension evaluates how sales organizations set performance targets. At the relegation level, there are no performance targets related to proposals. Progressing through the levels, organizations start to set generic targets that lack differentiation. The champion level indicates a sophisticated approach where targets are differentiated by sales personnel and are aligned with reward systems.

The "Understanding Customer Needs" section assesses the capability of salespeople to identify and respond to customer needs. At the lowest level, salespeople struggle to identify needs, leading to poorly received proposals. As organizations improve, salespeople become more adept at identifying customer needs, with proposals that align closely with those needs. The champion level reflects a proactive approach where salespeople are seen as strategic partners, effectively anticipating and clarifying customer requirements.

This assessment framework provides a clear roadmap for organizations aiming to enhance their sales effectiveness and customer engagement strategies.