1 / 62

Sales Inflection Points in Your Business Hiring and Building a Successful Sales Force Presented by

Innovation & Entrepreneurship Institute. Sales Inflection Points in Your Business Hiring and Building a Successful Sales Force Presented by Lisa Peskin - CEO Business Development University. Objectives:. Outline sales stages of a company Go over the 3 major areas of sales success

madge
Download Presentation

Sales Inflection Points in Your Business Hiring and Building a Successful Sales Force Presented by

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript


  1. Innovation & Entrepreneurship Institute Sales Inflection Points in Your Business Hiring and Building a Successful Sales Force Presented by Lisa Peskin - CEO Business Development University

  2. Objectives: Outline sales stages of a company Go over the 3 major areas of sales success Review top must dos in sales and sales management Discuss obstacles and challenges to entrepreneurs Provide 2-3 ideas that you can implement immediately that can help you be more effective and purposeful

  3. A little about me and BDU…

  4. What Do Entrepreneurs do in During a Tough Economy?

  5. What Should Entrepreneurs Focus On During a Tough Economy?INCREASING SALES REVENUES!!!

  6. How do you maximize your sales revenues?

  7. Depends on your role Business Owner responsible for all sales? Business Owner responsible for sales and manages sales associates? Business Owner manages sales associates? Business Owner that manages Sales Manager

  8. Stage 1 Business Starts Stage 2 Owner = Sales Stages of a Business Stage 6 Hire Vice President of Sales Stage 3 Hire 1 or 2 Sales Associates Stage 5 Hire Multiple Sales Managers Stage 4 Hire First Sales Manager

  9. Stage 1 Business Starts Stages of a Business

  10. Stage 2 Owner = Sales Stages of a Business

  11. Owner = Sales Only X % time focused on sales Owner may be responsible for fulfillment/ operations Owner may not have sales background/ training Limited track record Resources limited

  12. Stages of a Business Stage 3 Hire 1 or 2 Sales Associates

  13. Ready to Hire Sales Associates • Inside sales vs outside? • How many should I hire? • Who should I hire? • How can I find them? • What is the best way to on-board them? • What is the best way to maximize their performance?

  14. Stages of a Business Stage 4 Hire First Sales Manager

  15. Ready to Hire Sales Manager • When are you ready to hire your first Sales Manager? • What is the ideal span of control? • What is the best way to manage the sales manager? • How do we structure the sales force?

  16. Stages of a Business Stage 5 Hire Multiple Sales Managers

  17. Stages of a Business Stage 6 Hire Vice President of Sales

  18. Stage 1 Business Starts Stage 2 Owner = Sales Stages of a Business Stage 6 Hire Vice President of Sales Stage 3 Hire 1 or 2 Sales Associates Stage 5 Hire Multiple Sales Managers Stage 4 Hire First Sales Manager

  19. 3 Major Areas of Sales Success

  20. Conduct a Business Analysis for 2012

  21. New business vs. repeat business • Source of new business • Characteristics of new clients • ROI on marketing efforts • Forecast vs. Actual • Progress against goals

  22. Key Metrics to Measure • Activity and result goals • Calls, contacts, appointments • Close ratios • Average sale • % of quota • % of forecast • Months over quota

  23. Annual Goal less Less YTD sales =Sales needed • Less forecasted business = $$ needed • Less Repeat business • Less Additional business = new business $$ needed • Divided by Average sale = # Sales needed • Close ratio = # Proposals needed • # Appointments/ proposal = # Appointments needed • # Contacts/ Appt = # Contacts needed Metrics – You Must Know Your Numbers!

  24. #1 Key to have consistent results

  25. Strategically Fill the Pipeline with qualified leads on a consistent basis

  26. A rich pipeline makes you a lion PIPELINES A poor pipeline makes you a coward

  27. Consistently Build Sales Pipeline

  28. Which would you choose?10% or 30% or 70%

  29. Prospecting Solicited Referrals Unsolicited Referrals Marketing Efforts Sales Pipeline

  30. 30% 70% 70% 10% Prospecting Solicited Referrals Unsolicited Referrals Marketing Efforts Sales Pipeline

  31. Networking Referral Sources Strategic Referral Sources Suspects Prospects

  32. Social Networking & Staying Connected

  33. Consistency is Key

  34. Maximize Opportunities with Current Clients and Past Prospects – Squeeze the Lemon! • Additional business • Additional contacts • Referrals • Reference letters • Can you use them as a reference • Referral sources • Stories about why they love you • An understanding about what they want you to improve

  35. Create a blueprint for success

  36. Formulate a Sales Plan • 30/60/90 day plans • Measuring progress • Accountability • Rewards and recognition

  37. Set S.M.A.R.T. Goals for 2011 • Specific • Measurable • Alligned • Realistic • Timed

  38. Sales Activities High pay-off activities Understanding the numbers Goal orientation Tracking

  39. Activity Tracking

  40. Direct Correlation

  41. Sales Activities

  42. Effective Time Management • Time is valuable • Plan out time (daily, weekly, monthly) • Maximize opportunity costs • Make good decisions • Use to do lists • Take advantage of technology • Time Activated Priorities - TAP

  43. Sales Process Build Business Rapport Set agendas and expectations Uncover needs – theirs and yours Present solutions Handle objections Close for next steps

  44. SALES

  45. Increase Close Ratios • Meet with decision makers • Consultative approach • Use stories • Multi-prong approach • Good follow-up systems

  46. Sales Development Provide feedback effectively Triage areas Planning sessions Field rides Curbside critiques Training “Show” as well as “tell”? Knowledge and skills inventory Performance Improvement Plans

More Related