The Immutable Laws of Legendary Performance… · OUTLINE 1. Introduction 2. Law 1: Process •Game •Metrics • Process Quadrants 3. Law 2: Situations 4. Law 3: Experiences 5.
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Rob Jeppsen9 May, 2017@RobJeppsenRobJeppsen
Call Your ShotThe Immutable Laws of Sales…
…Violate at your OWN RISK!
The Immutable Laws of Legendary Performance…
…Violate at your OWN RISK!
OUTLINE
1. Introduction2. Law 1: Process
• Game• Metrics• Process Quadrants
3. Law 2: Situations4. Law 3: Experiences5. Law 4: Chase6. Conclusion
ABOUT ME
Sales• Sales Leadership• Sales Coaching• Sales Process• Sales Execution
Worked with Companies of all Sizes• Multiple Industries.
Won 15 Stevie Awards Active in Sales Community
Failure To IgniteFailure to Ignite
WHY SO MUCHFAILURE TO IGNITE?
Good Idea…• Bad Execution
#1: Good Idea…Bad Execution
WHY SO MUCHFAILURE TO IGNITE?
Good Idea…• Bad Execution
Bad Idea…• Execution makes it
WORSE!
#2: Bad Idea…Execution Makes it Worse!
WHY SO MUCHFAILURE TO IGNITE?
Good Idea…• Bad Execution Bad Idea…
• Execution makes it WORSE!
Too Many Unknowns• Go Go Go…• Quit Before it is
“Winning Time”
#3: Frustration
“COMPANIES ARELIKE PEOPLE…”
LEGENDARY SALES ORGS PRESS THE RIGHT BUTTONS
MORE PANICHOW
2 KINDS OF SALESPEOPLE &SALES ORGANIZATIONS
Kinds…Of Salespeople…Of Sales Organizations…
ABOUT TODAY 4LAWS OF SUCCESS
Manage What MattersThe Law of Process
SALES LEADERSHIP 101
PipelineActivities Sales
FUELS FUELS
Right Activities, to the Right People, with the Right People, the Right # of Times
#DF15 @ROBJEPPSEN
MeasureEverythingYou Can.
ACTIVITIES PIPELINE SALES
FROM COMPLEXITY TO PREDICTABILITY
PROCESS AT EVERY STAGE
PROCESSProcess:
It’s NOT about what you say.
Process: It’s ALL about what
THEY EXPERIENCE.
Dollar Value of New Opportunities
Starts# = Starts$/Ave Deal Size
Custom “Deal Flow” metric.
Facilitates success based on a rep’s
average performance.
Total Sales CycleSpeed By StageCustom “Deal
Behavior” metric.Track PUSHES. Tells a leader when a deal
is in trouble.
Number of New Deals Sales Velocity
Starts$ = Goal / Win RateCustom pipeline
metric.Accounts for
individuality in goals and win rate.
3 Process Points to Fuel Your Predictive Journey
SEPARATING OUTCOMES FROM PROCESS
LUCKY
UNLUCKY /BE PATIENT
EARNED
DESERVEDOUTC
OMES ($
$)
+
‐PROCESS +‐
SAMPLE FORMULA FOR SUCCESS
$$ =(Opportunities)
(Length of Sales Cycle)
* (Deal Size) * (Win Rate)
L
%
THE POWER OF 0.1
1.1 * 1.1 * 1.1
= 48% Increase
=.9L
%
MOST COMMON PROCESS TRAP? Only focusing on Sales Process, overlooking BUY
Process. For each stage, make sure there is a customer verifier. 3 focus points in Banking Sales:
• What we do with Client• What we do with Business Partners• What we do with Internal Processes
Be A DominatorThe Law of Situations
GREATEST HITTER OF ALL TIME?
THE “HAPPY ZONE”
Products Have NO Value…
…They Only Derive Value.
2 Ways to Create Value for Customers
Solve a PROBLEM
They Care About
Achieve a RESULT
They Care About
DominateSituations
Customers areSituational Buyers
Do you know WHY they talk to you?
What usageSituations Exist?
Which Situations canYOU own?
Do you make thingsEASY for them?
KEY:Identify & Understand
Dominate by Owning a Situation
Price‐Sensitive Customers
Service‐Sensitive Customers
No‐Frills/Low‐Cost Channel
Customers Who WearDifferent Hats for Different
Purchase Situations
Full‐Service/Full‐Cost Channel
Dominate Usage Situations
Dominate a Usage Situation‐‐Hospitality
BusinessPeople
Family
BudgetLeisureTravel
BusinessTravel
ExtendedStay
Time to Celebrate
CouplesPerson
Situation
Win More With Situational Dominance and Problem Training
Startup
Small Business
Commercial
Corporate
Cus
tom
er T
ype
Usage Situation
Collections Disbursements Info Reporting Capital Mgt. Employee Mgt. Risk Mgt.
A Legendary Dominator…
Recent Example…
Create ExperiencesThe Law of Engagement
“Salesperson Syndrome”
HIREVUE | BUILDING & COACHING THE WORLD’S GREATEST TEAMS
The Currency of Relationships……But What Does Trust Even Mean?
EXPERIENCES MAKE YOU MEMORABLE
Sales pitches are forgotten almost instantly. Experiences are what make
you legendary.
SO WHAT’S AN EXPERIENCE?
Anything that transforms the customer or prospect from a spectator into a participant.
It’s not about what you say…It’s all about what someone actually DOES.
Find the Pig Guts!
Trust is built through experiences. Experiences are not built on what you say…they are built on what
someone does.
PERHAPS THE MOST IMPORTANT EXPERIENCE?
Case Study: Creating Legendary Experiences
EXPERIENCES TO HELP YOU EXPAND…
Relationship Review is a structured way to create a predictable experience for customers.
C&I Relationships Pre-Relationship Review:
• 3.5 Products/Relationship C&I +TRM + Relationship
Review:• 15.6 Products/Relationship
(2 years later) What is your “Expand”
process?
TURN ANY BUSINESS ACTIVITY INTO AN EXPERIENCE
“WHO’D HAVE THOUGHT?”
ENGAGEMENT AND CLIENTS
When it’s good the impact is very, very good.
BECOME MORE “LIKEABLE” TO YOUR CUSTOMERS
ENGAGEMENT AND CLIENTS
When it’s good the impact is very, very good.
When it’s bad the impact is very, very bad.
WHAT ARE YOUR CUSTOMERS SAYING?
ENGAGEMENT AND CLIENTS
When it’s good the impact is very, very good.
When it’s bad the impact is very, very bad.
Clients are passionate about your role.• Does this passion work FOR
us?
HIREVUE | BUILDING & COACHING THE WORLD’S GREATEST TEAMS
NeverUnderestimate
The Impact
Of 1 PersonOn 1 Person
Run the Right RaceThe Law of the Chase
The Power of Consistency
© 2016 Centrify Corporation. All Rights Reserved. 59Gen. Colin Powell
“Always focus on the windshield
and not the rearview mirror”
© 2016 Centrify Corporation. All Rights Reserved. 60
Lessons from a Mouse…
© 2016 Centrify Corporation. All Rights Reserved. 61
Chase The
Cheddar
RIDING THE ROLLERCOASTER
ENJOY THE RIDE…
Commit to the Process• And Make HOW you sell
more important than WHAT you sell.
Commit to Situational Fluency• And Speak the Language of
Value. Commit to Experiences
• And become legendary in your markets.
Commit to Your Customers• And put competitors in your
rear-view mirror.
Rob Jeppsenrob@xvoyant.com
RobJeppsenRobJeppsen
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