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Stratix : Solution Selling Transformation. Today: Hardware Tomorrow: Total Solution. Goal: Shift from Hardware VAR Sales to Higher Margin, Total Solutions Positioning & Sales. Move to Solutions Team. Keepers. Validate existing. Deployed. Assessment. Leadership. SalesCheck ™. Item 1

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today hardware tomorrow total solution
Today: Hardware Tomorrow: Total Solution

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

slide3

Move to Solutions Team

Keepers

Validate existing

Deployed

Assessment

Leadership

SalesCheck™

  • Item 1
  • Item 2
  • Item 3

Hiring Profile

Solution Sales

Training

Recruit

slide4

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

  • People
  • Hiring Profile
  • Assessment
  • Spec
  • Berke

process

  • Recruiting retained vs. Contingency
  • Sales Training
  • Complex Sale
  • Structure
  • Alignment
  • Solution
  • Hunters & Maintainers

people

leadership

System

Selling Transformation

Hardware

Solution Selling

sales transformation key issues
Sales Transformation – Key Issues

process

people

leadership

System

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
sales transformation key issues1
Sales Transformation – Key Issues

process

people

leadership

System

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
sales transformation key issues2
Sales Transformation – Key Issues

process

people

leadership

System

Leadership

Develop Rewards & Recognition Plan

Create New Business Target List

Develop New Marketplace Attack Plan

Develop New Lead Generation Process

slide8

Assess Existing Sales Team - Berke

  • Cost: $3.5k
  • Time: 30 Days
  • Qualifying Sales Reps to new solution profile
  • Assessment profile becomes hiring profile

Assessment

qualifying sales reps
Qualifying Sales Reps

Qualifying sales reps to new solution profile

Assessment Profile becomes Hiring Profile

salescheck
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
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
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
slide20

TalentCheck:Hiring/Recruiting Solution Reps

  • Cost: $30 k per rep
  • Retained search approach
  • Ongoing <90 Days

Assessment

Hiring Profile

Recruit

the process crisply executed with weekly updates
The ProcessCrisply Executed with Weekly Updates
  • 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
talentcheck partners
TalentCheckPartners
  • 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
slide24

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
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
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
Sales Process and Tool Enablement

Relationship Map

Client Relationship Assessment

Playbooks

Opportunity Scorecard

Opportunity Win Plan

Product Whitespace Map

Revegy, Inc. Confidential and Proprietary

slide29
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
Whitespace Mapping – Which products of ours and our competitors does the customer have?
training and tools pricing
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 OppMgt/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
Why TechCXO: Top 10 Reasons

Unique Total Solutions Offering – One-Stop Shopping

Aligned to Your Need of Value, Cost, Speed

SME in All Aspects of Sales Optimization

Solutions Customized to Your Needs

Proven Best-in-Class Components and Solutions

Minimal Disruption to Your Daily Operation

Highly Sustainable Solutions

Prior Experience Leading Transformations

Total Flexibility in Capability, Price, Timeframe and Delivery

Significant Experience

mike allred
Mike Allred
  • 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

“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.”

rick troberman
Rick Troberman
  • 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
brad childress
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
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