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How do you lead?

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Long term + results

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Year Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

Short term + results

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Short term + activities

4

Phone calls

Sales calls

Offers

Results?

January

February March April May June

Number of activities

Time

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Short term + progress

5

Focus

Activities

First cold call Canvas Sales call Presentation or demo Negotiation call What the salesperson does

Progress (outcome)

Interest Sales call appointment Agree next step Buying signals Signs contract Prospect’s reaction

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Four levels of sales management

6

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Lon

g te

rm +

Res

ult

s • Challenge:

• Confusing

• Unclear

• No urgency

• Why anyway?

• Easy

• Used to

• Safe

• Results:

• Free agents

• Luck

Sho

rt t

erm

+ R

esu

lts • Challenge:

• Desperate

• Low hanging fruit

• No perspective

• Why anyway?

• Tangible

• Direct

• Exact

• Results:

• Narrow minded

• No new clients

• Low prices

Sho

rt t

erm

+ A

ctiv

itie

s • Challenge:

• Many meetings

• Urgency

• Value creation?

• Why anyway?

• Real managem.

• Measurable

• Feels secure

• Results:

• Hard work

• Sense of urgency

• Lack motivation

Sho

rt t

erm

+ P

rogr

ess • Challenge:

• Don’t know how

• Complicated

• Need data

• Why anyway?

• Makes sense

• Meaningful

• Transparent

• Results:

• Moving pipeline

• Early warning

• Gratification now

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How do you manage sales?We asked more than 300 sales organizations

0%

5%

10%

15%

20%

25%

30%

35%

40%

1 2 3 4

8

20%

29%

16%

36% Measure and discuss prospects’ movement and progress through the sales process.

Measure activities – e.g. the number of sales calls.per week.

Salespeople are managed in relation to budget with ongoing follow-up.

Salespeople are managed in relation to budget, responsible for own follow-up.

Survey by Milestone Selling with 300+ responses. Conducted Q4 2012.

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6%

28%

44%

22%

How is the management method working for you?

Perfect. It is of great value to us.

It is good. It is working for us.

It could be better.

It needs improvement.

Survey by Milestone Selling with 300+ respondents. Conducted Q4 2012.

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For yderligere information

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