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Helps with sales training
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NowFloats: Sales Training Workshop
September 11-14, 2013
Introduction
Introduction
The process
Pre-sales Sales Sales Operation Post Sales
PRE-SALESHomework
Pre-sales – Homework stage
Pre-sales
Lead Generation
Analysis Appointment
CRM
Pre-sales – Lead Generation
Online Sources
Offline Sources
Referrals
Word-of-mouth
Marketing & PR activities
Advertising Campaigns
Partnerships
Pre-sales – Analysis
Current Solutions used Spent on current solution Business need
Business CategoryPresent state of online
presence & discoverability
Layers of decision making
Pre-sales – Appointment
• WHY– Professionalism– Internal record purposes – CRM
• WHO– Sales team, tele-sales
• HOW– Phone call, Email, visit
Pre-sales – CRM
• Purpose– Internal– External
• Activities– Lead
• Outcome– Better reporting– Tracking activities related to customers
SALESGroundwork
Sales
Sales
The Structure
Processes Support
CRM
The Structure
Sales
Region-wise
North
South
Role-wise
City-Manager
Sales Team
BDM Enterprise Sales
Processes - Activities
Pre-sales Meeting Follow-
up Payment Account Creation
Time spent
Enterprise
SMB
Premium
Support
• WHAT– Analytics related to verticals – Search landings, User queries,
etc.– How to update message board?
• WHO– Center of Excellence (CoE) Team– Internal Dashboard
• HOW– Reports– Dashboard– Email, Call
CRM
• Purpose– Internal– External
• Activities– Lead– Opportunity– Account
• Outcome– Better reporting– Tracking activities related to customers
Sales Training
Sales Training
SALES OPERATIONSGroundwork
Sales Operations – Process
Onboarding Calls
Invoicing
Account Creation
Customer Training
Sales Operations – People
Onboarding Calls
Invoicing
Account Creation
Customer Training
Contact Center
Sales Team??
Sales Team & CoE
Sales Team
Sales Operations – Technology
Onboarding Calls
Invoicing
Account Creation
Customer Training
CRM
CRM
Sales Operation Training
Sales Operation Process
POST SALESRelationship Management
Post Sales – Process
Account Creation
Welcome Process
Customer EngagementFeedback
Renewal
Post Sales – Process
1
2
Q&A
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