Changing Sales
Force Behavior
to Achieve High
Performance
An AMG Executive BriefingMeet your

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Amitai Givertz
AMG Management Advisors
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Where to begin?
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Where to begin?
How to align sales force
behavior with business goals
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Where to begin?
How to align sales force
behavior with business goals
Supportive programs
to help manage change
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Where to begin?
How to align sales force
behavior with business goals
Supportive programs
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Accenture High Performance
Workforce Study/Changing
Sales Force BehaviorBusiness success:
Winning new
customers is key
Sales critical role:
Delivering the
promise
Sales Leadership:
Management and
the missing linksBusiness success:
Winning new
customers is key
Sales critical role:
Delivering the
promiseBusiness success:
Winning new
customers is key
Sales critical role:
Delivering the
promise
Sales Leadership:
Management and
the missing linksResearch shows sales is a critical
but under-
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do not leverage the
new sales processes
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products not solutions

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Lemons or lemonade?Enabling the
Sales Force
� Effective recruitment
�Advanced s training
�Performance management
�Metrics
�Compensation and rewardsEnabliEnabling the ng the
Sales FSales Fororce ce
� Effective recruitment
� Advanced s training
� Performance management
� Metrics
� Compensation and rewardsEnabliEnabling the ng the
Sales FSales Fororce ce
� Effective recruitment
� Advanced sales training
� Performance management
� Metrics
� Compensation and rewardsEnabliEnabling the ng the
Sales FSales Fororce ce
� Effective recruitment
� Advanced sales training
� Performance management
� Metrics
� Compensation and rewardsEnabliEnabling the ng the
Sales FSales Fororce ce
� Effective recruitment
� Advanced sales training
� Performance management
� Metrics
� Compensation and rewardsEnabliEnabling the ng the
Sales FSales Fororce ce
� Effective recruitment
� Advanced sales training
� Performance management
� Metrics
� Compensation and rewardsSetting New Objectives:
Does everyone know
what is expected of them?Setting New Objectives:
Create links between corporate
goals and personal performanceAccenture research
points to seven key
performance
objectives common
to high-performance

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performance
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the Value of
Selling Time
� Goal time1: Increase
the Value of
Selling Time
� Goal time
� Clock time1: Increase
the Value of
Selling Time
� Goal time
� Clock time
� Paid activities1: Increase
the Value of
Selling Time
� Goal time
� Clock time
� Paid activities
� Unpaid activities2: Increase
Customer
Retention
� Relationships2: Increase
Customer
Retention
� Relationships
� Customer loyalty3: Increase
New Product
Market Share
Provide the
necessary support

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success4: Sell High
Margin Stuff
Focus on premium
products/services
that have high
margin5: Win the
War for Sales
Talent
� Recruit to profile5: Win the
War for Sales
Talent
� Recruit to profile
� Engage and
motivate5: Win the
War for Sales
Talent
� Recruit to profile
� Engage and
motivate
� Training and
development6: Organize
the Sales
Function
� Efficiency and
effectiveness6: Organize
the Sales
Function
� Efficiency and
effectiveness
� Optimize time to
add value7: Minimize
Ramp-up Time
� Reduce time to
learn required
skills7: Minimize
Ramp-up Time
� Reduce time to
learn required
skills
� Shorten the glide
pathAlign behaviors to each of these
seven key performance objectives"Goals are not



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Salespeople need
know not only what is
expected of them, but
also what they have to
do to reach those
goals."Three Keys to
Changing BehaviorAbility.
Motivation.
Context.Ability
Product knowledgeAbility
Job-related knowledgeAbility
Customer-related knowledgeMotivation
G
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MMotivation
How is performance measured?Motivation
Are people getting feedback?Motivation
How are people compensated?Context
Workplace environmentContext
Systems, process and peopleContext
CollaborationAccenture finds typical $1
billion company can generate
millions of dollars in additional
revenue simply by addressing
critical human performance
issues such as motivating and
rewarding people, improving
selling skills, and attracting
and retaining quality
individuals.
WHTSON
YOUR AGENDA?Thank you!
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