DEFINE 'Reposition Opportunities' | DRIVE 'Reposition Initiatives' | DELIVER 'Reposition Outcomes'
Organisational performance is a function of the aggregate performance of each business unit and each business function. This series of Reposition Speaker Forums focus on specific organisational functions that typically have a significant impact on aggregate organisational performance. The Speaker Forums help business leaders understand the 'Reposition Opportunity' and they give business leaders a framwork for realising the 'Reposition Opportunity'.
Speaker Topics
Presenter - John Reed of Reposition Pty Ltd
E: john@reposition.net.au
M: +61 438 648 678
‘Repositioning a Sales Function for Enhanced Performance’
Is your organisation’s sales function primarily dependent on people or systems? Are the organisational growth strategies evidenced in the sales systems? Is information technology used to provide sales information or to direct the appropriate sales actions? Are the sales objectives aligned to what is in the customer’s best interests? Is there an overriding emphasis on short-term sales objectives? How long does it take for new sales people to become productive?
These are some of the questions that business leaders need to ask when considering the effectiveness of the sales function. For many organisations the effectiveness of the sales function directly impacts growth, share of customer spend, and customer satisfaction. John argues that it is common for sales functions to over-emphasise individual contribution and to under-emphasise the systems that direct individual performance. He uses 2 case studies to demonstrate the impact of well considered sales systems on the aggregate performance of the sales function. He draws specific attention to the importance of using IT to drive the right sales actions rather than to supply good sales information. He shows the importance of building the long-term capability of the sales function whilst paying attention to short-term sales objectives.
Building the capacity and productivity of the sales function is a demanding management challenge. It is often a significant Reposition Opportunity. This speaker forum helps business leaders and sales teams ‘reposition for future success’.
Who will benefit?
Business Leaders, Directors, Managing Directors, Divisional Heads, Functional Heads, Management Teams, Sales Teams.
Business Impact?
The speaker topic enables the audience to assess the ‘reposition opportunity’ for their business or for the component of a business for which they are responsible. Realising the ‘reposition opportunity’ requires management commitment together with a well defined initiative that is implemented well.
Speaker Topics
Presenter - John Reed of Reposition Pty Ltd
E: john@reposition.net.au
M: +61 438 648 678
‘Repositioning an Account Management Function for Enhanced Performance’
Many organisation’s rely on Account Managers to lead the delivery of a contracted service to a customer organisation. This is common in outsourced industry sectors where complex contracts and service level agreements dictate the obligations of supplier and customer. The Account Manager is remunerated as an Account Manager but is expected to function as an experienced general manager. In such situations, it is often the case that too much is required of Account Managers and too little is expected of the organisation!
Does your organisation rely on an Account Management function? Is your organisation overly reliant on the competence and commitment of the Account Managers? What is the risk to the organisation when Account Managers are replaced? Is the organisation meeting the obligations of the contract and the service level agreement? Is delivery system dependent or people dependent? Are the organisation’s commercial objectives being met?
These are some of the many questions that need to be asked and answered when considering the performance of an Account Management Function. This Speaker Forum highlights the complexity of the Account Management function and the all too common over-reliance on people. John uses a case study to emphasise the ‘Reposition Opportunity’ tied to a comprehensive review of this function.
Who will benefit?
Business Leaders, Directors, Managing Directors, Divisional Heads, Functional Heads, Management Teams, Sales Teams, Account Management Teams, Operational Teams, Contract Managers.
What Organisation’s will most benefit?
Particularly relevant for service provides who provide contracted services to customers.
Business Impact?
The speaker topic enables the audience to assess the ‘reposition opportunity’ for their business or for the component of a business for which they are responsible. Realising the ‘reposition opportunity’ requires management commitment together with a well defined initiative that is implemented well.
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