Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Measuring Sales EffectivenessIfti AhmedEx-Head of sales Academy

Global Marketing and Sales Excellence

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Who is Titanium?

We have a deep understanding of Pharmaceutical industry and its challenges

We are professionals with significant track records and key positions in management and sales performance

We are experienced trainers and coaches with an average of 100 days delivered each year

We are recognized speakers and facilitators

We are based in Switzerland with a strong network around the world

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

What does Titanium do? Training

We design customized trainings programs for our partners and manage their roll-out/implementation

We deliver trainings and coaching sessions in Management, Change Management, Performance and Sales Effectiveness

Consulting

We perform Business Process Improvement and reorganization, from the diagnostic phase to the implementation of the solutions, including actions plan

We have tools, Knowledge and capacity to help you measure sales & marketing performance

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Sales excellence…….Can you just make them

good!

A sales manager!

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Don’t just be good…….

Be good for something!

Henry David Thoreau

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

How do we measure Sales effectiveness?

More sales = More effective?

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Does that mean……

less sales = less effective?

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Why measure?

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

If you can’t measure it, You can’t manage it!

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

The man who lost his keys!

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Revenue

Customer Satisfaction

Market Share

Pipeline SizeVolume

Ramp-Up Time

IT Investment

Training Type

Coaching

Account Plan Completion

Tool Usage

Segment of Customer

Call Volume

Call Type

Up/Cross-Selling

Number of AccountsTime Allocation

Quota Achievement

Share-of-Wallet

Process Usage

Training Investment

Skill Level

Territory Coverage

New/Existing CustomersCall Outcomes

Customer Retention

Deal Size

Prospect Type

New/Existing ProductCan We Manage this Metric?

Courtsey of Jason Jordan- Vantage point performance

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

These are salesperson and manager activities that we can proactively direct and manage

These are objectives that can only be influenced by managing preceding

Activities

These are the outcomes of multiple objectives and

cannot be ‘managed’ whatsoever

Courtsey of Jason Jordan- Vantage point performance

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

What should we measure?

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

15

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Cause and Effect

Courtsey of Jason Jordan- Vantage point performance

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Courtsey of Jason Jordan- Vantage point performance

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Link the Objectives to relevant Activities, and manage the Activities

relentlessly

Select and quantify the Objectives that will BEST

lead to those Results

Identify the Results you want to achieve

Courtsey of Jason Jordan- Vantage point performance

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Select These(carefully)

Manage These(rigorously)

Measure It

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Quantity Vs Quality?

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

One key component of Pharma sales excellence

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

More than practice!!!

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Our Self evolving systems

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Skill Assessment Program: Coaching and training

Step 1: The knowledge Assessment

Assesses both knowledge and understanding through using the online assessment tool.

Step 2:The Behaviour Assessment

Assesses the behaviours using a simple electronic tool the “e-Valuator” this is a “360” process measuring the perceived behaviour as seen by the candidate, his superiors and his reports.

Step 3: Application

Certification requires that correct behaviours are applied to the correct frequency. This is recorded by the superior of the candidate who certifies the correct level based on personal observation in the Skill Analysis form.

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Step 1. Track knowledge!

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

E-Exam Email Invitation

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Knowledge over time

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

By function

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

By function & knowledge segment

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Across Business Units

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

2. Track the behaviours

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

What behaviours?

For Sales Managers

Change management

Management fundamentals

Coaching

Selling skills

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Behaviour is interactive!Traditional 360 tools are effective

however they can be:

Complex

Time consuming

Expensive

Functionality is limited

The answer……a lighter, simple, fast and cost effective process

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Track the behaviours

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Track the behaviours

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Track the behaviors

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

3. Track the practice/ Application

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Skill is more than practice!!!

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Special thanks to:

Amit Patel from Itcetra.co.ukJason Jordan from Vantage point

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

Contact me? ifti@iftiahmed.com

Ifti.ahmed@titanium-partners.net

Building sales and marketing excellence Titanium: Strong, Light, Reliable, High Performance Catalyst

The virtual trainer