Using Sales Process To Build Sales Production System

w w w . l a n d s l i d e . c o m Building World Class Sales

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© Landslide 2009. All Rights Reserved

How to Use Sales Process to Build a Sales Production

System

Landslide Technologies

www.landslide.com

Building World Class Sales

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Why is it Critical to Create a Sales Production System?

• The 80/20 rule in sales is alive and well

• The debate about sales – art vs. science continues

• Need to streamline sales and selling processes

• Research shows process-centric sales teams perform better


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Sales Production System

Brings Mass Production Capability

To

Sales Organizations

Delivering

Higher Volume of Deals



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V12 Group – A Sales Production Case Study

• In 10 months, they doubled the value of their pipeline and tripled the capacity of their individual salesperson

• March Pipeline - $24M – 277 opportunities – 23 salespeople • June Pipeline - $35M – 312 opportunities – 17 salespeople• October Pipeline - $50M – 295 opportunities – 14 salespeople

• 108% increase in Pipeline from March to October with 39% less sales expense

• 96% increase in average deal size attributed to qualifying the right opportunities


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Results – Sales Production System

Customers saw the following increase in sales volume, value and velocity

METRIC Q1 after Baseline Q2 after Baseline

Sales Volume - New Opportunities Created 59% 136%

Sales Volume - Number of Wins 64% 152%

Sales Velocity - Reduction in Average Days to Close (14%) (7%)

Sales Value - Average Dollar Value of Wins 24% 60%

Sales Volume - Close Ratio 3% 7% Average Close Ratio of Landslide Customers is 30%


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Building the Sales Production Process

• Do not try to build the perfect sales process

• Build different sales processes for direct sales versus channel sales

• Have a clear understanding of the start of the sales cycle and the end of the sales cycle

• Identify three or four “must have” activities for closing a deal

• Be customer centric… Integrate buyer’s buying process in your selling process

• Always define micro closes

• Get feed back and improve the process


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Four Elements of a Sales Production System

1 – Four-tiered Selling Process


Tier 1 - Developing an end-to-end sales cycle

Tier 2 – Identifying goals for each phase

Tier 3- Identifying activities to achieve each goal

Tier 4 – Identifying tools need to complete the activity


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2 - Sales Performance Tools - Research Tools, Conversation Tools, ROI Tools, Negotiation Tools, Competitive Assessment Tools




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3 – Buyer Management Tools – Know when the buyer is engaged and integrate the buying process in the selling process




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4 – Monitoring Tools • Volume of deals flowing through the production line• Velocity of deal flow• Effectiveness of the sales tools• Effectiveness of salespeople




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Challenges of Adoption

• Organic best practices• Educate• Collaborate• Present – always available 24/7• Get feed back and improve the process• Measuring performance based on Sales Production Process


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Customizable Sales Process by Industry, Sales Culture, Product and Mode

Identifies the best selling practices for your organization Make process central to the everyday sales activities of your team

Selling and Conversation Tools Monitoring and Research Tools Buyer Management Tools

Outsource Data Entry to a Sales Assistant Expert Guidance during the Sales Cycle Pipeline Management Support

Landslide Sales P3 System – Sales Production System


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Landslide Industry Recognition

• Gartner Group • “Magic Quadrant 2008 - Visionary Position”• “Magic Quadrant 2007 - Visionary Position”• “Cool Vendor of the Year 2007”

• Frost and Sullivan • “Innovation of the Year 2007”

• Small Business Technology Magazine• “Product of the Year 2007”

• CRM Magazine Award• “One to Watch 2008”• “One to Watch 2007”


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Thank You!

• Want to start building your own Sales Production System?

Use ProvenPath, our free Sales Process Builder tool that helps you build your own comprehensive sales process

Go to www.provenpath.com now to register!

• Contact us:Phone: 1-866-450-8522 Email: [email protected] Web:

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Using Sales Process To Build Sales Production System

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