XXXXXXDoes Your Sales Team Have the Winning Move?

Four Key Concerns for Sales Leaders

1.We are losing deals. What’s wrong — my

product or my sales people?

Four Key Concerns for Sales Leaders

1. 2.We are losing deals. What’s wrong — my

product or my sales people?

We missed our target

third quarter in a row. Why?

Four Key Concerns for Sales Leaders

1. 2. 3.We are losing deals. What’s wrong — my

product or my sales people?

We missed our target

third quarter in a row. Why?

Why are my sales team in the

office and not out talking to

prospects?

XXXXXXFour Key Concerns for Sales Leaders

4.1. 2. 3.We are losing deals. What’s wrong — my

product or my sales people?

We missed our target

third quarter in a row. Why?

Why are my sales team in the

office and not out talking to

prospects?

Why are my competitors’ rookies beat-

ing my seasoned salespeople?

Customers Are Spending Less Yet Demanding More

While CEOs have returned to their pre-recession expectations of growth, customers are spending less than in previous years,

asking for greater customisation.

DeManDing Morespending less

sales Organisations Are Reporting Changes to sales Cycles

78% 61% 57%have more people

involved in decisionsreport longer time

to sale closurebuyers are delaying

contact with you and your team until later in the purchasing process

Over a Third of Current sales Teams Are Unable to Adapt to These Changes

over a third of current sales teams are unable to adapt to the change in buying behaviour

This means that what gave you sales growth in the past may not do in the future.

Sales Leaders Have an Unclear View of Talent Within the Organisation

18%KnoW

only 18% of business leaders know if they have the right people to execute their strategy.

Sales Leaders Have an Unclear View of Talent Within the Organisation

18%KnoW

82%Don’T KnoW

only 18% of business leaders know if they have the right people to execute their strategy.

82% do not know how their best talent stacks up against competitors.

Sales Talent May Be Misaligned To Future Success

Most sales climates are aligned to the sales environment that was successful in the past, and are not fit for the future.

82%in a process driven climate

it Could Mean You’re losing Both Sales and good Sales People…

SaLeS PeoPLe

Quality

Operations

Corporate

Human Resources

HigH inTenT TO STay

Hig

H e

FFO

rT

sAles

LOSING gOOd

Sales teams lag behind other functions in terms of working

harder and intent to stay.

…which will ultimately cost your business money

9% 3%Lower

Discretionary effort

Lower Total Sales

Productivity

The cost of a single failed sales manager

£2.5 million Why?

1. Lost productivity

2. Poor team engagement

3. Lacklustre customer experience

4. Recruitment, salary and training£ $ €

insight into your sales team’s strengths, weaknesses and potential helps you build the team you need

to drive significant business results

High scoring telecom sales associates achieve over

£1 million more sales per year.

£2 million saved through reduced sales employee

turnover, unscheduled leave and non-starters.

retail sales people achieve 19% more sales per month

and a potential extra £46 million annually.

£1million million million

£2 £46

Three Key Recommendations to Help You strengthen Your Competitive advantage

Uncover the key qualities that make

your salespeople successful

1.

Three Key Recommendations to Help You strengthen Your Competitive advantage

Uncover the key qualities that make

your salespeople successful

Use objective assessment to find

out who’s really right for your organisation and how they compare

with the best sales talent in the market

1. 2.

Three Key Recommendations to Help You strengthen Your Competitive advantage

Uncover the key qualities that make

your salespeople successful

Discover what motivates your individual sales

professionals and use this information

to drive stronger results

Use objective assessment to find

out who’s really right for your organisation and how they compare

with the best sales talent in the market

1. 2. 3.

XXXXXX

Begin today with our sales Audit Find out who you need to help you dominate the sales board and win the game.

www.ceb.shl.com/sales-audit

CEB Sales Leadership Council, Sales Transformation Survey, 2013CEB, Hiring Challenges in Toady’s Sales Environment, 2013CEB, CLC Survey of Talent Assessment Decision Makers, 2012CEB, Driving Sales Transformation, 2014CEB, Global Labor Market Survey, 2013

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