How to Execute a Sales Process
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How to Execute a Sales Process
Agenda
Establish Goals for your Sales Process
Manage your Sales Funnel
A GOAL is a well-defined target that provides renewed motivation, focus and clarity.
Profiling Selling VALUE, Not PRICE
Value Proposals Discovering Needs
Account Strategy
Presentation prep. Network development
Email Pricing requests
Service problem solving
Scheduled calls
Promotions Events
CRM
Quoting Product research
Multi-Touch Campaign
In comfort zone
Out of comfort zone C
HAL
LEN
GIN
G
EVERYD
AY
Customer service
Set Goals
Realistic, obtainable, measurable, time bound:
How many Suspects do you need to have in the funnel available to prequalify each month?
How many Prospects should be on your A list or HIT list?
How many New Accounts do you need to close to meet your sales quota?
* If you can’t answer these questions… ask your manager to help you.
1. Territory Planning
2. Account Planning
3. Funnel Management
Planning for Execution
Clearly understand what your territory consists of:
Number of accounts and what size?
How many active vs. dormant?
What are your Conversion, Penetration and Retention rates?
What is your quota, goals and objectives for your territory?
Territory Planning
CPR- A Winning Model
Retention
Penetration P R
Business Growth
Conversion
C
What is YOUR account strategy to WIN new business?
Account Strategy
Make Account Strategy apart of the sales process.
What are the prospects business objectives and circumstances? What are their process needs? How will you differentiate and communicate the business impact you will have?
Price Offering
Do you have the information you need to determine a Price Offering?
Annual spend or budget Current usage and costs Will they accept alternative products Current average order size How many ship-to locations Cost of special requirements Online ordering or not Margin growth potential
Demonstrate Your Value
Offer proof-points that supports what you said.
Demonstrate that you can do what you said you can do.
Testimonies with stated business
impact.
Make them see and feel the difference!
Funnel Management
Funnel Management
Relationship Management
Establish yourself as: A trustworthy business partner.
Product knowledgeable.
Responsive, empathetic.
Reliable, friend.
Best professional to manage their account!
Manage Your Success!
How to Execute a Sales Process
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