Sales Achievements Pte LtdRobert Roseberry, General Manager

Prudential Tower30, Cecil Street, Level 27

Singapore 049712

PROSPECT-MANAGEMENT-

SYSTEM

Introductory Training For ManagersDecember 20, 2013

AGENDA – NEXT 90 MINUTESIntroductions & Objectives

Part 1: DEI Sales Prospect Management Methodology, Sales Stages, Sales Cases

Part 2: Sales6ix Smart Forecasting App for Salesforce.com

• Sales behavior types: Conducting Sales Dashboard (Board) reviews with reps• Sales6ix at PACNET

Questions and wrap-up

FOUNDED IN 1979 BY STEPHAN SCHIFFMAN

9,000 COMPANIES AND 500,000 SALES PEOPLE

PROVEN METHODOLOGY

THE STANDARD IN SALES PIPELINE MANAGEMENT

ABOUT

Books…

Some Client of

= SalesACTIVITY X EFFECTIVENESS = SALES RESULTS

ONEIS-A-

CHOICE

A

x E = SalesA

A Ex = Sales

x E = SalesA

SALES MANAGEMENT IS RESPONSIBLE FOR INSURING THAT EVERY SALES PERSON IS OPERATING AT A HIGH LEVEL OF ACTIVITY AND EFFECTIVENESS...

x E

GETTING-T O -

“CLOSED”

OBJECTIVE:TO INCREASE SALES BY IMPLEMENTING A VISUAL SYSTEM THAT WILL HELP SALESPEOPLE IDENTIFY, QUANTIFY, FORECAST AND MANAGE REVENUE-PRODUCING BUSINESS RELATIONSHIPS.

DATE & TIME

O I POpen & Qualify

Gather Information

Present the plan that makes

sense

Get the business

C

N O !

MAYBE

P U S H Y

TRUSTCOMMONALITY

SAL E

KEYP O I N T S

- I N -OUR

P R O C E S S

T H E R E I S O N LY O N E K E Y O B J EC T I V E AT EAC H STAG E O F T H E S E L L I N G P R O C ES S …

G E T TO T H E N E X T ST E P ! ! ! !

T H E R E I S O N LY O N E G O O D M E E T I N G …

A M E E T I N G T H AT E N D S I N A DAT E A N D T I M E TO M E E T AG A I N !

YO U ’ L L S E E H O W T H I S A P P L I E S TO O U R SYST E M .

NEW

PROJECTS

OR

NEW

CUSTOMERS

COMPANIES

YOU

WANT

TO

SELL

GETTINGTO

“SOLD”

TARGETS

25%

(active)

50%

(active)

90 %

(active)

SOLD

TI ME

FIRST APPOINTMENT

1GATHER

INFORMATION

2

PROPOSAL

3

VERBAL YES

CLOSED-USE YOUR

SERVICES

- PROSPECTS DROP OUT OVER TIME – PEOPLE TELL US “NO”- OUR JOB IS TO BE CONSTANTLY FINDING NEW OPPORTUNITIES TO CREATE GROWTH FOR THE COMPANY

FALL DOWN FAIL TO SECURE DATE & TIME

TARGETS

FIRST APPT

GATHERINGINFORMATION PROPOSAL

VERBAL YES CLOSED

KEY-POINTS-

• THE OBJECTIVE IS TO POPULATE THE BOARD WITH AS MANY NEW OPPORTUNITIES AS POSSIBLE.

• MUST HAVE A DATE AND TIME TO SEE SOMEONE TO STAY ON THE BOARD.

• FAILURE TO GET A COMMITMENT TO MEET AGAIN RESULTS IN THE OPPORTUNITY MOVING TO FALL DOWN.

FALL DOWN

-T H E -PROSPECT

M A N A G E M E N TSYSTEM (THE BOARD)

GOALS-&-

OBJECTIVES

I WONDER IF ANYONE’S DOING ANYTHING?

HOW DO WE KNOW IF THE SALES GROUP IS EXECUTING THE STRATEGY?

FA 1 2 3 C

FD

A SYSTEMATIC WAY TO INSURE THAT THE SALES ORGANIZATION IS DELIVERING ON THE STRATEGY AT A LEVEL STRONG ENOUGH TO ACHIEVE THE GOALS AND OBJECTIVE.

THE MISSING LINK ….

MARKETING STRATEGYVALUE EQUATIONTERRITORY MANAGEMENTCOMPENSATION PLANMARKETING COLLATERAL

WHY- T H E -

SYST EMWORKS

THE SYSTEM IS VISUAL --- EASY TO UNDERSTAND

THE SYSTEM DRIVES BEHAVIOR AND DISCIPLINE

ESTABLISHES A COMMON LANGUAGE ACROSS THE COMPANY – CREATES A COMMON CULTURE

DESIGNED TO BE A COACHING TOOL FOR MANAGERS TO HELP THEIR PEOPLE IMPROVE

ESTABLISHES ACCOUNTABILITY FOR RESULTS – NO PLACE TO HIDE

&

S E L L I N G

PROCESS A R TF O R M

- O R -? ?

GREATS E L L I N G

IS A

P R O C E S S

ARTFULLYD O N E

S M A L LC H A N G E S

=BIG

DIFFERENCES

-T H E -B A S I C S

P A S S I N GD R I B B L I N G

WHAT’S-THE-

#1R E A S O N

W H YB U S I N ES S ES

FAIL?

FA I LU R ET O

GENERATE REVENUEFAST ENOUGH

T O

OFFSET COST .

1 2 3 4O B J E C T I V E ?

T H AT I S A

HAPPYM E E T I N G

“ WHAT A GREAT MEETING ! ”

“ HAVE A NICE DAY ! ”

O N E T H AT

E N D S W I T H AD AT E

&T I M E

- TO -

TA L KA G A I N !

T H E R E I S

- O N L Y -

ONE

G O O DM E E T I N G