WORKSHOPS
Initiating
New Business
Winning
Complex Sales
Coaching the
Sales Process
Managing
Strategic
Accounts
CONSULTING
AND COACHING
© 2002 Infoteam Sales Process Consulting AG
12-09-02, Slide 1
OVERVIEW
Agenda
Goal
To recognise how Infoteam can improve your performance

Infoteam in Brief

Sales Process – A Strategic Asset

Infoteam Workshops

Workshop Descriptions

Comprehensive Solutions

Case Study

Successful Implementation

Partnership with Infoteam
© 2002 Infoteam Sales Process Consulting AG
12-09-02, Slide 3
OVERVIEW
Infoteam in Brief
Helping companies develop & deploy an ideal sales process
 Specialists in business-to-business sales process
improvement since 1989
 Proven, easy-to-use methods and tools delivered in 400+
workshops per year
 Local support through 30+ consultants (12 languages)
 300+ Corporate and SME clients
 Design and implementation of customised solutions
 Broad and deep experience in a wide range of industries
© 2002 Infoteam Sales Process Consulting AG
Corporate
clients
Arcor
Ascom
BT Ignite
Commerzbank
Deutsche Telekom
Dussmann
Epson
Festo
General Electric
Lista
Oracle
PwC
SAP
Siemens
Schlumberger
Swisscom
Unaxis
Xerox
12-09-02, Slide 4
OVERVIEW
Sales Process – A Strategic Asset
The sales process is the Central Process Unit of selling
Team
Work
Negotiating
Skills
Obtaining
Appointments
Sales
Process
Internal
Selling
© 2002 Infoteam Sales Process Consulting AG
Proposal
Writing
Questioning
Techniques
Time
Management
Presentation
Skills
Industry & Customer
Knowledge
12-09-02, Slide 5
OVERVIEW
Infoteam Workshops
Identify key issues in the sales process and deliver results
through high-impact workshops
1. Identification
Initiating
New Business
2. Qualification
Infoteam
Workshops
3. Cover-the-BC
Winning
Complex Sales
4. Proposal
© 2002 Infoteam Sales Process Consulting AG
7. Account Development
Managing
Strategic
Accounts
Coaching
the Sales
Process
6. Implementation
5. Decision
12-09-02, Slide 6
WORKSHOPS
Initiating New Business (INB)
Goal
Contents and
Results
Target Audience
Duration
Generate new qualified opportunities for continued growth
 Systematic targeting of
accounts
Pipeline of qualified
opportunities
 Uncover new business with
existing accounts
Increased footprint
 Consultative approach to
selling
Improved credibility & status
 Comprehensive preparation
More successful sales calls
 Improved control of sales
process
Shorter sales cycle and
accurate forecasts
Key Issues
• Reactive selling
• Ineffective entry
strategies
• Unproductive
appointments
Account Managers, Virtual Account Team Members, Sales Managers
2 Day Workshop, 1 Day Follow-up (after 3 Months)
© 2002 Infoteam Sales Process Consulting AG
12-09-02, Slide 7
WORKSHOPS
Winning Complex Sales (WCS)
Goal
Contents and
Results
Target Audience
Duration
To maximise chance of winning through an effective sales
process
 Identify and eliminate sales
process deficits
Improved closing rate
 Focus on the right projects
Better resource utilisation
 Improve action plans in
live-cases
Increased revenue
 Common language
Better teamwork & coaching
 Better sales process control
Accurate forecasts
 Putting concepts into action
Long term impact
Key Issues
• Selling to the
wrong people
• Poor team
communication
• Sales process
only on paper
Account Managers, Virtual Account Team Members, Sales Managers
2 Day Workshop, 1 Day Follow-up (after 3 months)
© 2002 Infoteam Sales Process Consulting AG
12-09-02, Slide 8
WORKSHOPS
Coaching the Sales Process (CSP)
Goal
Contents and
Results
Target Audience
Duration
Faster implementation, sustained impact, real change
 Moving from concepts to
action
Faster return-on-investment
Key Issues
 Lead the process of change
by example
Recognition for sales
leadership
 Integrating practices into
daily business
Sustained improvements
 Coaching, instead of
controlling
Improved productivity and
motivation
• Initiatives that
are not
implemented
• No ROI for
training
• Resistance to
change
Sales Managers and Management Team
2 Day Workshop und 1 Day Follow-up (after 3 months)
© 2002 Infoteam Sales Process Consulting AG
12-09-02, Slide 9
WORKSHOPS
Managing Strategic Accounts (MSA)
Goal
Contents and
Results
Target Audience
Duration
Increase customer loyalty and revenue through systematic
account development
PLATZHALTER
 Deeper understanding of the
customer
Uncover new opportunities
Key Issues
 Help customers achieve their
goals
Greater customer value
 Create strong customer
partnerships
More non-competitive repeat
business
 Alignment between promise
and delivery
 Collaborative account
planning
Greater customer loyalty and
trust
• Account planning
= paperwork
• Uncoordinated
account activities
• Unexploited
growth potential
Motivated team and better
results!
Account Managers and Virtual Account Teams
1 Day Kick-off Workshop, 2 Day Account Planning (after 2 months)
© 2002 Infoteam Sales Process Consulting AG
12-09-02, Slide 10
OVERVIEW
Comprehensive Solutions
Wide-ranging services designed to meet your needs
Workshops
Initiating
New
Business
Consulting and
Coaching
Winning
Complex
Sales
 Optimise sales process
before automating (CRM)
 Opportunity and account
reviews
 Win/loss analyses
© 2002 Infoteam Sales Process Consulting AG
Coaching the
Sales
Process
Managing
Strategic
Accounts
 Sales strategy
 Coaching of sales managers
 Aligning training with the sales
process
 Coaching change initiatives
12-09-02, Slide 11
CASE STUDY
FESTO
Primary Goal
Company
Profile
To increase market share with large customers
 Mid-size German industrial company
 Market leader in pneumatics and automation
 Revenue (2001): approx. EUR 1.2 Mrd.
 Customers: Machine builders and end-user manufacturers
 4500 employees in 176 countries (1000 in sales)
Additional
Project Goals
 Transform from product to solution vendor
PLATZHALTER
 Enhance growth through customer-oriented
behaviour
© 2002 Infoteam Sales Process Consulting AG
12-09-02, Slide 12
CASE STUDY
FESTO (Continued)
Infoteam
Engagement
 Identification of sales process issues through loss analysis
 Development of custom-made program based on WCS
 Development and deployment of train-the-trainer program
 Training of sales managers as agents for change
 World-wide deployment of workshops (1000 participants)
 Continuous coaching through sales managers
 Integration into SFA software
Success
Factors
 Program ownership at board level
 Sales managers taking responsibility for change
 Strong commitment from Key Account Director
 Training program totally integrated into company strategy
© 2002 Infoteam Sales Process Consulting AG
12-09-02, Slide 13
OVERVIEW
Successful Implementation
Critical Success Factors from our experience
1. Management commitment and leadership
2. Keep things simple
3. Focus on improving performance, not control
4. Align compensation plans to support behaviour
5. Use success as a catalyst for change
6. Continuous improvement through loss analysis
7. Support sales process with appropriate IT-tools
8. Focus on few high-impact initiatives
© 2002 Infoteam Sales Process Consulting AG
12-09-02, Slide 14
OVERVIEW
Partnership with Infoteam
We keep it simple and deliver what we promise
 Track record of delivering results since 1989
 Focus on core competence
 Pragmatic, easy-to-implement tools
 Live-case learning experience (no case studies)
 Knowledge transfer through on-the-job coaching
 Consultants with extensive sales experience
 Industry know-how
 Local language delivery capability (12 languages)
© 2002 Infoteam Sales Process Consulting AG
12-09-02, Slide 15
OVERVIEW
THANK YOU
It’s not how
many ideas
you have, but
how many you
make happen!
© 2002 Infoteam Sales Process Consulting AG
12-09-02, Slide 16
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