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With our unique combination of consulting and training expertise, we help nearly 15,000 companies per year in more than 40 countries, and in over 30 languages, to become more efficient and effective in their sales activities, and achieve necessary improvements in results.
How can Mercuri International help your business?
Do you often wonder:
- How do some companies excel in sales?
- What drives their success regardless of sector, size or economic conditions?
- Do their stories offer insights that can help replicate their success?
Have you faced situations like these?
- John, Territory Manager for a large consumer durable distributor is puzzled. Having promoted Michael, his Sales Rep from South Region, John had brought in Robert, to replace Michael. It has been six months, and John is worried as sales are down. Robert had this to say by way of an explanation – “There is something wrong with the South market. I keep meeting customers who don’t know exactly what they want and what kind of solution will meet their needs. I have to constantly overcome objections from current and potential customers”. John had never heard Michael have issues with the market. In fact, Michael had always said that he meets customers who are receptive and open and are fully aware of their needs and solutions. What do you think is happening here?
- ABC Inc is a large computer hardware manufacturer that caters to institutional customers. Their sales portfolio is sizeable and made up of small and large value clients. Peter has come in as their new Head of Sales, and he has been asked to review the Sales Organization Structure. Peter finds that the sales people are deployed by regions. His CEO says that Peter should look at alternative ways of structuring. He wants Peter to benchmark the best in the industry and take a decision. What options does Peter have?
Uncovering Secrets of Sales Excellence
Is Sales Excellence a function of strategy, process, structure or people? One of these? Some of these? All of these? Or is it something more?
What drives sales excellence across organizations irrespective of size, industry, geography and economic conditions?
What makes sales leaders tick?
In search of answers to these questions and more, Mercuri International undertakes periodic worldwide surveys. The latest of these – the Sales Excellence Survey 2017– commissioned in mid-2016, uncovers some of the secrets of sales excellence from top performing companies across 20 countries and 12 industry categories, involving 926 respondents over 80 percent comprising CEOs and Sales Managers. The survey had 53 statements, in four buckets as seen in the Sales Excellence Survey 2017 – Framework – shown below.
Picking the Top Performers and what drove their excellence
Respondents were asked to rate themselves on a scale of 1 to 10, on 7 performance parameters. These scores were used to stack rank the Top 10, Middle 80 and the Bottom 10 percentile performers, from each country, the aggregate of which was taken for the Global stack rank.
To find out what the Top Performers did differently, the respondents were asked to assign scores on a 1 to 7 scale, to 33 sales practices. The practices covered were diverse and comprehensive including elements of Sales Strategy, Sales Process, Support Tools, Sales Behaviors, Sales Rep Competence and Perception / Image of Sales function.
Difference in scores assigned to these drivers by Top 10 performers and the Bottom 10 turned the spotlight on key differentiators that helped the Top 10 excel. This was then aggregated to complete the ‘big picture’ as seen through a single global lens.
Secrets uncovered – The 10 most important drivers of sales excellence
Here are the top 10 Sales Practices on which Top Performers rate themselves significantly higher compared to their bottom peers, listed in the order of decreasing differences between the ratings.
These Sales Practices could be among key drivers of Sales Excellence for Top Performers.
- Each member of your sales team has a systematic account management planning process for each of their Customers – Top performing companies score high in allocating sales resources for each of their Customers such that an account management plan specific to the requirement of every individual Customer is in place.
- Your sales strategy is documented in writing – According to studies, only 14% of all people in a company know its strategy. Top performers seem to overcome this risk by documenting their strategy, for consistency of communication.
- For each step of the sales process / workflow you have defined training modules, checklists / instruments – A process is only as good as its implementation. Top performing companies don’t stop with defining sales processes and workflows. They get better at supporting their people in living those processes by developing training modules, checklists and instruments for each step of the process.
- Your corporate strategy defines explicit sales topics – Companies at the top of the performance spectrum are inclined to take sales beyond being an execution function and leverage the strategic value of sales by ensuring that their corporate strategies include explicit sales elements.
- A detailed description of the steps of the processes / workflows is documented in written form – Flawless execution being the hallmark of good sales, top performing companies attach a premium to documenting detailed descriptions of the sales processes and work flows.
- Your corporate structure fully supports cross functional approaches which are initiated by sales (e.g. matrix structures) – Top performing companies are far ahead at elimination of silos enabling sales to initiate and adopt a cross functional approach with other teams, to address Customer requirements holistically.
- Your CRM tool is integral to the company, populated with relevant information and regularly updated by the sales teams – At top performing companies, CRM serves to hardwire the whole organization to Customer centric approaches. These companies ensure their sales teams update the CRM regularly so as to stay in tune with Customer requirements in real time.
- The image of sales inside your company is excellent – Top performing companies recognize the inherent need for achievement and gratification in the sales mindset. They hold Sales in high esteem. The intrinsic pride of belonging to such an environment in itself could be a powerful driver of performance for sales people.
- You use a blended approach when developing the sales competence of your sales staff (i.e. eLearning or virtual learning combined with classroom training) – Top performing companies leverage the potential of technology in supporting learning initiatives and appear to prefer an approach which blends class room training with virtual learning to develop sales competencies in their sales teams.
- Your sales strategy is clearly defined – Defining a Sales Strategy is the first step to ensuring alignment around its objectives. Doing this much better than others could be one of the big enablers of sales success at top performing companies, getting sales people in diverse and dispersed locations to rally around the sales cause, with clarity and consistency.
Would the Survey Insights be relevant everywhere?
Our world is too varied to be painted with a single brush. While universal perspectives are valid and valuable, everyone cannot be outfitted with a single size. So, in addition to seeing through a global lens, the survey takes a closer look at the holy grail of sales excellence through three other lenses.
3 lenses: Taking a closer look at sales excellence
How do people across various positions in an Organization look at sales excellence?
The survey captures and analyses responses by position of respondents – CEO/Director (41%), Sales Managers (47%) and Others (12%).
How do respondents from different industries look at Sales Excellence?
The survey captures responses across 12 different Industry categories:
|· Manufacturing Industry||· Bank, Finance, Insurance|
|· Other Consumer Goods, Retail||· Chemical|
|· Software, Information technology||· Utilities|
|· Pharma, Medical Devices and Diagnostic||· Telecommunication|
· Raw Material
|· Logistic and Automotive
The industry wise drivers were analyzed in relation to the current state of each industry and the factors likely to impact sales.
How do Organizations of varying sizes look at Sales Excellence?
The responses were from sales organizations of 5 sizes:
- 100 plus sales people
- 51 to 100 sales people
- 26 to 50 sales people
- 10 to 25 sales people
- Less than 10 sales people
This helped make the Survey findings largely size agnostic.
How does the sales community see and manage its world?
Stepping beyond insights offered by the top drivers, the Survey explores if the top performers and bottom performers see their Customers differently.
The survey also peeps into Sales Management Actions such as different ways of structuring the sales organization and the nature and number of targets set, and measures reviewed.
Leveraging the Sales Excellence Survey 2017
The findings and insights from the Survey are available at www.mercuri.net. They have the potential to jumpstart reflections on where one stands vis a vis Global peers. Such reflective diligence in appropriate leadership forums, is sure to light up sparks in uncovering secrets of sales excellence that could take your sales to a higher level.
As it will, for Peter and John!
New! We are pleased to announce that the Ambassador for the European Union in Canada, Ms. Marie-Anne Coninsx, will join us and provide short closing remarks at the luncheon on Tuesday, April 4.
We hope to see you there!
We are pleased to announce that the Ambassador for the European Union in Canada, Ms. Marie-Anne Coninsx, will join us and provide short closing remarks at the luncheon on Tuesday, April 4. We hope to see you there!
Take a golf break outside the city!
New location · new date · new experience!
The Finnish, Swedish, and Danish Chambers of Commerce, together with Iceland and Norway, invite you to join us on Thursday, June 1st, 2017, at the beautiful Caledon Woods Golf Club for our 8th Annual Nordic Consular Cup Golf Tournament.
This year the Danish Chamber is celebrating its 25th Anniversary!
You and your guests are invited to participate in some friendly rivalry between nations! Come enjoy a BBQ Lunch “On the Tee”, play 18 holes (with cart), then dine with us at the Championship Buffet complete with wine, beer, and award ceremony). There are great prizes to be won in the golf contests and the raffle!
12:30 P.M. Registration
1:00 P.M. Lunch on the Tee
1:30 P.M. Tee-off (modified shotgun start)
7:00 P.M. Dinner and awards ceremony
$190 +HST/single, $720 +HST/foursome ($65 +HST dinner only)
Individual and team awards
Registration and Payment Deadline: May 17, 2017
Sponsorship spots are available (see below).
For Immediate Release
An ölfestival Is Coming To Bandshell Park, Exhibition Place!
A chance to Sample Sweden at Toronto’s Festival of Beer, July 22-24
Toronto, ON. (July 5, 2016) — Toronto’s Festival of Beer, presented by The Beer Store, is giving Toronto a chance to Sample Sweden! On July 22 to 24, the festival will work alongside the Swedish-Canadian Chamber of Commerce to feature six Swedish breweries, 28 different brands of beer and two renowned Swedish Chefs, inside a 10,000 square-foot zone, at Bandshell Park in Exhibition Place. Bier Markt is the exclusive restaurant partner of the Swedish Pavilion. Sample Sweden is proudly funded by the Government of Ontario and generously supported by IKEA Canada and Volvo Car Canada LTD.
“Discovery is a major part of Toronto’s Festival of Beer and beer culture in Sweden is growing so fast that making Sweden our feature country this year, was an easy choice,” said Les Murray, President of Toronto’s Festival of Beer. “It’s an opportunity for beer lovers in Toronto and beyond to sample great beer from a region of the world that produces great products.”
Sample Sweden will feature some of the country’s most adored breweries. Combined, each of these breweries will bring 28 different beers for attendees to sample with the majority of them not available for purchase in Canada. These breweries include:
- Brekeriet Beer AB
- Dugges Ale och Porterbryggeri
- Gotlands Bryggeri
- Poppels Bryggeri
- Tempel Brygghus
Two of Sweden’s most renowned Chefs will also be in attendance at Toronto’s Festival of Beer. Chefs Peter J Skogstrom and Roland Persson are both former winners of Sweden’s Chef of The Year award, the country’s most prestigious competition for professional Chefs. They will be constructing some of their tasty creations for attendees to feast on in both our Club House La Grille Grilling Tent and in our Sample Sweden pavilion.
“This is a monumental occasion!” said Len Kleine, Chairman of The Swedish-Canadian Chamber of Commerce. “The spotlight is now on the very best of Sweden. Our beer, our Chefs and our culture will be front and centre at Toronto’s Festival of Beer.”
Toronto beer enthusiasts will have their first taste of Sample Sweden, available at all Bier Markt locations within the GTA, in advance of Toronto’s Festival of Beer. The restaurant will feature Leon by Omnipollo, a Belgian Pale Ale that is assertively hopped and fermented dry using champagne yeast, on tap from July 11 to July 24.
Bier Markt will also hold a promotion on food as well! The offer includes one ticket to Toronto’s Festival of Beer on the sold out date of Saturday, July 23, with the purchase of both a $15 Swedish dish and a Leon. The bundled offer is $50 + HST and is available until supplies last.
On Friday, July 22, media are invited to attend the official unveiling ceremony of Sample Sweden at Toronto’s Festival of Beer in Exhibition Place. This event will take place prior to public access to the festival and is opened by RSVP only. Photo and media opportunities with the feature Chefs and The Swedish-Canadian Chamber of Commerce will be available on site, and in advance of the festival by request only.
For more information or to purchase tickets please visit: www.beerfestival.ca
Facebook: Toronto’s Festival of Beer
About Toronto’s Festival of Beer:
Toronto’s Festival of Beer is a celebration of Canada’s rich brewing history, showcasing experts of the brewing craft from around the world. This year, the festival features over 333 different beers to sample, incredible food purveyors and live entertainment that includes House of Pain, Big Sugar Reggae Style and The Temperance Movement. Toronto’s Festival of Beer is Canada’s premier celebration of the golden beverage. Toronto’s Festival of Beer’s summer festival will take place July 22-24 at Bandshell Park in Exhibition Place, presented by The Beer Store.
About Peter J Skogström:
Peter J Skogström is the best known for winning Chef of the Year in 2006 and is an Olympic champion in cooking. Prior to starting his own business, Skogström worked as a Chef at Kronovall Castle and the historic Petri Pumpa. Since 2009, Skogström has run the company Smarta Kök (Smart Kitchens) with his partner Patrik Alemo, delivering well-prepared local lunch food at various restaurants in Malmö and Lund. Skogström received his sommelier diploma in December 2014 and is currently a contestant on the Swedish television program Chefs Battle on TV4.
About Roland Persson:
Roland Persson is known internationally for his experience in luxury food. He is the 1990 winner of Chef of The Year and currently runs the Metropol Palace in Stockholm, Sweden. Persson has managed the famous French Restaurant in the Grand Hotel and has worked at other popular restaurants in Sweden like Operakällaren, KB Restaurant, Passage, and Carl Michael. The philosophy behind his cooking involves a classic contemporary cuisine combining Swedish and French influences. Persson currently lives in Stockholm a place where he was maintained his residency since his childhood.
For more information on media opportunities available at Toronto’s Festival of Beer, or to RSVP for the unveiling of Sample Sweden please contact:
VP of Marketing
416-635-9889 x 26
Davide De Laurentiis
416-635-9889 x 27
2016 Toronto Festival of Beer Feature Country: Sweden
Sweden is the featured country for the immensely popular and almost sold out 2016 Toronto Festival of Beer, taking place July 22-24.
The Swedish Canadian Chamber of Commerce has made an agreement with the organizers to manage the Swedish pavilion, a 10,000 Sq. Ft space dedicated to all things Swedish.
We have already great engagement from companies like IKEA, Volvo, Alfa Laval etc – but we still have room for YOUR Swedish content.
SCCC is offering this fantastic opportunity to display your company/products to 35,000 festival visitors. Our pavilion will host 10 Swedish craft beers on tap and Swedish food partners – with special award-winning chefs. It is sure to be a must-see!
We are currently offering the following options:
Display participation. Have your company and products on display in our ”Sample Sweden” pavilion. pull-up banner and small product/literature stand. Cost $250 for members. Non-members $ 395 ( same price as a 1- year Silver membership )
Booth exhibit. 10 x 10 ft booth area. 4 tickets for the weekend. Cost $995 for members. Non-members pay $ 1,390 (includes a 1- year Silver membership)
Customer VIP event. Booth exhibit 10 x 10 ft area, 8 VIP and Lounge tickets for the weekend. Cost $2,495 for members. Non-members pay $ 2,790 ( includes a 1 – year Silver membership)
DO NOT miss out on this great opportunity to reach new customers! If you have any questions or want us to customize your participation, please contact Marie Larsson at email@example.com or 416.925.8661
For more information about the event http://beerfestival.ca
Beerlicious has become one of the largest drinking festivals in Canada and is continuing it’s reign of fun and drinking this year, celebrating it’s 22nd anniversary. We are very excited to be a part of such a massive and successful event. Each year over 35,000 people go through the grounds to celebrate, shop, and sample over 300 brands of beer. THIS IS A BIG DEAL!
This is in part thanks to their extensive media and social media campaigns
Tickets for Saturday July 23rd are already sold out!
(Scroll down to the end for details and demographics.)
Another factor in the success of the Festival (I mean, other than: hello! beer!) is the entertainment line up. This year’s headliners include: House of Pain, Big Sugar, and The Temperance Movement.
Join your fellow Chamber members in promoting the Swedish brand!
IKEA, Alfa Laval and Volvo are already on-board and planning their showcase areas.
Our Sample Sweden pavilion will include:
A 10,000 Sq. Ft. outdoor pavilion dedicated to Swedish Culture, with decor and furnishings that creates the look and feel of Sweden
10 Swedish Craft Beers on tap (most are unavailable in Ontario) and Swedish Food Partners
Secondary Stage featuring up and coming Swedish acts
Get on board now! Targeted marketing campaigns start in early June (just days away) so get the maximum mileage out of your promotion by getting on board now!
Inclusion in Sample Sweden Announcement
Major Media Partnerships
Digital Media Program & Contesting
Data Capture Opportunities
On-Site Signage Strategy
For more info or to book space contact Marie Larsson at firstname.lastname@example.org or 416.925.8661
Toronto Festival of Beer Background Info
Each year, Toronto’s Festival of Beer creates a world of beer pavilion that features imported product from a different country. The 2015 festival featured Ireland and “The Irish are Coming”. The 2016 feature is Sweden.Headline entertainers in previous years have included Naughty by Nature, Salt n Pepa, De la Soul, The Trews, Matthew Good, and 54-40
Our extensive marketing program features media partnerships, digital campaigns, online contesting, print and radio.
Festival Fast Facts:
60% of our attendees are between the ages of 26 and 35
50% male, 50% female
Top 3 spending habits include: Alcohol, Clothing/Accessories, Dining Out
Email Database: 8,500 loyal fans
Social following: 26,600 across TW, FB & IG
On the off chance you are not yet convinced of the fun and magnitude of this festival, please, click on this link:
For more info or to book space
contact Marie Larsson at email@example.com or 416.925.8661
We cordially invite all members of the Swedish-Canadian Chamber of Commerce and the Board to attend our Annual General Meeting on Thursday, April 21, 2016.
Time: 5:30 PM to 7:30 PM
Alfa Laval H.O. Canada
101 Milner Ave
4:30 pm – 5:30 pm: Board Meeting
5:30 pm – 6:30 pm: Annual General Meeting
6:30 pm – 7:15 pm: Special presentation: Economic Forecast for 2016, by Klaus W. Koeppen, MBA Investment Advisor CIBC Wood Gundy.
Refreshments will be served.
Members can bring guests. Please RSVP by April 14, 2016.
Please note: We have one vacancy on the Board for which we are accepting nominations. Nominees must be current members of the Chamber in good standing. Nominations are open until April 8, 2016.
To put someone forward for the position, simply email the person’s name and a short paragraph stating why you believe this person would be a good addition to the Board, to: firstname.lastname@example.org
(That email address will be deactivated after April 21, 2016.)
We look forward to seeing you on April 21!