Accelerating Organisational Sales

By
Manoj Motiani
How are you feeling now ?
Let’s try forming a framework
 What do you want to achieve in life ?
 What firms want to achieve in their existence ?
 Mission & Vision ( the big picture )
 But once that is taken care of ?
But once that is taken care of ?
 Profit : (S.P – C.P )
 Overall profit (S.P-C.P) * Qty
 Everything is Relative
[(S.P-C.P) * Qty]/ Investments
 For what time ??
[ [(S.P-C.P) * Qty]/ Investments ]time

Scale !!!
S.P Not in my control
C.P = Fixed Cost + Variable Cost
Investment
Qty : 1) Existing Customer ( Cross Sales, Freq Usage , Qty Usage )
2) New Customer : Competitor , New customer category
Framework for business

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

What comes to your mind ?

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

 Problem: Managing salesperson performance

 More than 100 books written in popular literature

 Number 1 issue for several companies

 “Dismantling the sales machine” : HBR, Nov 2013

 “Does Your Salesperson Have the Right Genes?” HBR, April 2013

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

How we can grow sales ???

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Relationship between Sales and Organization
 We are going on a journey :
 Why ?

 How ?

 When ?

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Aligning Strategy and Sales

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Checking your Driver ?

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

“The Salesperson”

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Key Skills
 Analytical Skills
 Planning Skills
 Communication skill ( Listening is important )
 People Skill
 Team worker
 EQ

The Priority List !!!!

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Four Tyres
 Sales Process
 Identify

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Four Tyres
 Sales Process
 Make a sales process

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Four Tyres
 Sales Structure
 Direct Sales team , Channel Sales team or Hybrid ?
 How Specialized Should a Sales Force Be?

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Four Tyres
 Sales Structure
 What should be control span ?
 Tall Vs Flat structure

 Salesforce Deployment
 How Many ? ( Share of Voice, Corporate Method, ROI )
 Allocation ? Geography, Product or role based

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Four Tyres
 Sales Compensation
 Compensation
 Fixed versus variable
 Team vs individual
 Issue of measure of performance

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Four Tyres
 Sales Compensation
 Compensation plan should be
 Fair ( perceived )
 Easy to understand
 Aligned with your objective

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Four Tyres
 Internal Sales support
 Department support
 Inter departmental support

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Car is not only about Tyres

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Sales Culture

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Car needs steering wheel !!
 Type of steering wheel
 Process control
 Input control
 Output control
 Mechanism of control
 Sales Manager / Leader / Coach

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Sales Manager/ Leader / Coach

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Sales Leaders “Responsibility”

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

What can sales leader do ?

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Other Important things we should know even if we don’t drive !!!
 Clutch
 Autonomy
 Flexibility
 Accelerator
 Salesforce Incentive
 What to incentivize ?
 How to incentivize
 Break
 Alignment with organization value
 Unethical selling

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Other Important things we should know even if we don’t drive !!!
 Travelling in night : Talk to Driver
 Communication

 Avoid child lock

 Sales driven Vs Organization driven sales force

 You can’t control the traffic : Competition

 Plan-B
 Adaptation

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

How to evaluate my drive ?
 Is Salesperson productivity issues ? Efficiency or Effectiveness
 Measuring salesperson performance :
 Input
 Output
 Cost
 Process
 Check your assumption before you draw conclusion

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Yes, there are politically correct moves in sales management

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Expanding winning approaches
 The most experienced salespeople are not necessarily the best talent.
 It is better to be an excellent manager than an excellent salesperson
 You may need to apply a different kind of competitive pressure to motivate sales
teams
 Setting the correct goals is critical. When targets are too low, salespeople are
overpaid.

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Journey could be smoother if better technology & process
 World’s best Vs What is best for me ?
 Why technology ?

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Training the driver

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

What’s new ?
 Data mining
 Artificial intelligence

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

 Accelerating
“Optimizing Organisational Sales”

By
Manoj Motiani
 Why I am here ?
 Academia & Industry partnership
 Knowledge is created :
 We solve your problem
 We share the problems

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

Manoj Motiani
Address :C-112,
Prabandh Shikhar, Rau Pithampur Road,
Indore, Madhya Pradesh 453556
Email: manojm@iimidr.ac.in
Phone: 09725524829

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)

 Thank You

presented by Prof. Manoj Motiani (manojm@iimidr.ac.in)