Peak Corporate Presentation

PEAK Sales Consulting, LLC

Leading Sales Teams to Success

Russ LombardoPresident

(919)[email protected]

Why Work With An Outside Consultant?

Industry Experience and WisdomAn Outside PerspectiveUnbiased ViewsNot Politically MotivatedThink Outside The BoxTeach How To Fish, Not Just Give You A Fish– Transfer of Knowledge

Who We Are

Over 30 Years in the High-Tech IndustryOver 8 Years working for CRM/SFA Vendors

– Including SalesLogix & GoldMine SoftwareFormer National Sales Director for GoldMineIntimate Knowledge of VAR ChannelExperience With Hundreds of End-User CRM Designs and ImplementationsPersonally Designed and Implemented CRM Solutions for Internal Use With VendorsAuthor of “CRM For The Common Man” and “CyberSelling”Experienced Sales Executive Who Relates to Real-Life Selling

What We Do

Develop Effective Sales ProcessesEstablish Cohesive Lead Flow SystemsEnhance Workflow Between Various Departments (Marketing, Sales, Support)Provide Customer Information & Knowledge Throughout Your OrganizationDeliver Sales Training Courses (on-site & web-based)Sales CoachingConference/Event SpeakerHelp Sales Executives Exceed Their Goals

Areas Of Focus

Key Market Issues

Sales Cycles Are Much Longer Than ExpectedMore Leads Are Required To Close SalesLonger Learning Curves For New Sales RepsProductive Selling Time is Decreasing Accurate Forecasts Are Hard to DevelopCollecting and Organizing Sales Information Wastes Enormous Amounts of Time

What Sales Reps Need To Succeed

Communicate Job Performance ExpectationsRemove Customer Service ObstaclesProvide Sufficient Technical SupportProvide Sufficient Competitive InformationDevelop Selling SkillsProvide Product KnowledgeUtilize Technology to Increase EfficiencyDevelop Team Incentive SystemsDevelop Rewards for Increased ProductivityOffer Career Growth

What To Consider

New Product Training & Sales Refresher Courses Are Not EnoughIf the People Are Not The Problem, Then It Must Be The Process!Core Processes Include:

– Sales Process– Administrative Process– Customer Service Process

Assume the Sales Organization Already Knows How To Sell:

Approach

Sales Audit

Plan Implement Measure Correct

Rollout

Audit

Develop A Team1. Upper Management Team (Client)2. Independent, Experienced, Un-Biased Party (Consultant)3. Group Representing the Org/Function to Improve (Auditee)

Approved Business Practices Must Be Suitable to Achieve Company Objectives

Audit Is An Evaluation Of The Sales Operating System, Not An Evaluation Of Sales Personnel

Series of Meetings (In Person, Phone) With AuditeesRequires Access To Work Area And PeopleMust Have Secured Access To Records:

– Sales RecordsLeads, Lit Kits, Proposals, Orders, Account Profiles, Sales History

– Administration RecordsForms, Management Reports, Forecasts, Job Descriptions, Sales/Product Training, Employee Surveys

– Service RecordsCompetitor Performance, Order Status, Reports, Customer Returns, Customer Complaints, Customer Surveys

Audit

Building Without A Plan

What You Got!What You Wanted

FurtherFurtherQualifyQualify

-- CallsCalls-- ApptsAppts-- QuotesQuotes-- ProposalsProposals-- Tech InfoTech Info-- CorrespondenceCorrespondence

CloseClose$$$$$$

Marketing Marketing CampaignsCampaigns

Leads

InboundInbound

MailingMailingListsLists

MarketingMarketing

Lit Kit - Outbound- Scripts- Data Gathering- Qualify- Assign Field Rep- Send Info

TeleTele--MarketingMarketing

- Generate Invoices- ReceivablesAccountingAccounting

AccountHistory

- Order Tracking- Customer Follow Up- Sales InquiriesCustomerCustomer

ServiceService

- Trouble Tickets- Incident Tracking- Problem Escalation

Tech SupportTech SupportProblem/Problem/

ResolutionResolution

R&DR&D

CustomerCustomerProfileProfile

LeadsLeadsAnalysisAnalysis

* *

*

*

- Process Order- Fulfillment- Schedule Shipping

OrderOrderAdminAdmin

Forecasts,Forecasts,Activity Lists,Activity Lists,

PipelinePipeline

Reports

Sales MgmtSales Mgmt

Cross Sell:Cross Sell:-- Addt’l ProductsAddt’l Products-- New ProductsNew Products-- New Versions/RevsNew Versions/Revs-- ServicesServices

CompetitiveInfo

FieldFieldSales RepSales Rep

PEAK Sales Consulting, LLC All Rights Reserved

Plan

Establish Goals– Improve Sales Productivity– Improve Customer Satisfaction– Improve Employee Satisfaction

Identify Existing Situation (Audit Results)GAP Analysis– Where You Are vs. Where You Need To Be

Develop Improvement Plans

ClosingNegotiating

ProposingQualifying

ProspectingSales

Process- Training - Techniques - Tools

- Training - Techniques - Tools

- Training - Techniques - Tools

OrderingQuoting

ForecastingReporting

PlanningAdmin Process

Trouble ShootTraining

InstallingExpediting

DeliveringService Process

CustomerExpectations

PerformanceResults

CustomerFeedback

EmployeeFeedback

PerformanceGAP Analysis

Redesign Process

Process Flow

Sales Process Improvement Examples

Redesign Sales TerritoryRedesign Sales Training ProcedureRedesign Sales Demo Tool KitRedesign Customer Service Process to Remove ObstaclesRedesign Sales Order Administration Process to Remove BottlenecksImplement Sales Automation ToolsRe-deploy Sales Personnel ResponsibilitiesDeploy Best Practices of Successful Sales Reps

Responsibilities – Sales Management

Clear Away ObstaclesRecognize & Reward the Contributions of Sales PersonnelProvide Training Opportunities to Help Personnel Reach Performance StandardsCommunicate Vital Information About Sales Operations to Help Personnel Perform Required TasksProvide An Information System to Optimize Efficiency, Effectiveness and Accessibility of InformationProvide Work Instructions to Help Personnel Accomplish Organizational Goals (Operations Manual)

Develop Deep Understanding of Customer’s BusinessMatch YOUR Capabilities With the Customer’s NeedsHelp Customers Succeed By Ensuring They Purchase the Right ProductsExecute Approved Sales Processes

Responsibilities – Sales Personnel

Sales Process – Sample Activities

Prospecting LeadsQualify Best ProspectsMeet With Decision MakersIdentify Needs & ProblemsDevelop Sales StrategyPresent Solution ProposalsHandle ObjectionsNegotiate AgreementsCloseService Orders

Sales Training

Training on Best PracticesTraining on New ProcessesSales Training Using the PEAK Sales Process™

Available in Classroom, Distance Learning (Web-based) and eLearningFollow-up Sales Coaching Programs

Why Use Sales Technology (CRM)

Automate New Processes– Streamline the System

Increase Productivity– Reduce Administrative Tasks

Improve Effectiveness– Focus on the Job of Selling

Replicate Efficiencies and Best Practices– Help New Hires and Struggling Sales Reps

Eliminate Redundancies & Reduce Errors– Improve Quality of the Sales Process

Life-Time Relationships

PEAK Sales Consulting, LLC

Helping Businesses Acquire & Retain

Customers!

Russ LombardoPresident

(919)[email protected]