5 steps to successful sales planning€¦ · 5 steps to successful sales planning 5 step sales...
TRANSCRIPT
5 Steps to Successful Sales Planning
5 Steps to Successful
Sales Planning
Sell More Outsourcing Series
Produced and Sponsored by:
5 Steps to Successful Sales Planning
Today’s Speakers
2 ©3FORWARD, LLC
Dan Hudson 3forward President, Co-Founder
Matt Smith 3forward Exec VP, Co-Founder
3forward.com Create. Increase. Accelerate.TM
Dan Goodstein Outsourcing Institute Managing Director
5 Steps to Successful Sales Planning
The Market Place Reality
3 ©3FORWARD, LLC
3forward.com Create. Increase. Accelerate.TM
Today we have a surplus of “similar” companies,
employing “similar” people, with “similar” backgrounds,
coming up with “similar” ideas, producing “similar” things,
with “similar” quality, & “similar” pricing!
Kjell Nordström & Jonas Ridderstråhle
– Funky Business
5 Steps to Successful Sales Planning
Benefits of Defined Sales Process*
4 ©3FORWARD, LLC
3forward.com Create. Increase. Accelerate.TM
• More qualified leads • More opportunities worked • Larger average deals • Higher win rates • Less “no decisions” • New reps productive quicker • Lower unforced turnover
*AberdeenGroup, CSO Insights, Forrester, Sirius Decisions, IDC
5 Steps to Successful Sales Planning
Planning Makes It Happen
5 ©3FORWARD, LLC
3forward.com Create. Increase. Accelerate.TM
“Plans are nothing; planning is everything.”
Dwight D. Eisenhower
5 Steps to Successful Sales Planning
5 Step Sales Planning Process
6 ©3FORWARD, LLC
3forward.com Create. Increase. Accelerate.TM
1. Sales Goals and Targets
2. Build the Revenue Model
3. Fill the Funnel
4. Sales Team and Selling Process
5. Execute and Measure
5 Steps to Successful Sales Planning
Start Your Plan by Embracing Change
7 ©3FORWARD, LLC
3forward.com Create. Increase. Accelerate.TM
Sales Readiness
Lead Creation
Lead Engagement
Lead Nurturing
Lead Scoring
Qualification
Prove Value
Decision
Marketing
Sales
Old World List Purchased
Direct Mail
Cold Calling / Networking
Qualifying
Presenting
Closing
Marketing
Sales
New Reality
5 Steps to Successful Sales Planning
Step 1: Sales Goals and Targets
8 ©3FORWARD, LLC
3forward.com Create. Increase. Accelerate.TM
• Goals – Where we want the business to be
• Targets – Measuring our progress
• Challenges and how to beat them
• Changes and investments
5 Steps to Successful Sales Planning
Specific… Not Warm and Fuzzy
9 ©3FORWARD, LLC
3forward.com Create. Increase. Accelerate.TM
• Goal: Establish two new relationships per quarter in the US Financial and Accounting Outsourcing practice.
• The targeted annual contract value of each new relationship is $2 million.
5 Steps to Successful Sales Planning
Step 2: Build the Revenue Model
10 ©3FORWARD, LLC
3forward.com Create. Increase. Accelerate.TM
• Calculate formula for success
• Understand the impact of key variables
• Sales team capacity planning
• Optimize team structure
5 Steps to Successful Sales Planning
Revenue Planning Models
11 ©3FORWARD, LLC
3forward.com Create. Increase. Accelerate.TM
Do I Have Enough Pipeline Calculator
Best For: Booking Targets, Services or Product Sales
Sales Revenue Forecasting Best For: Revenue Targets, Multi-Year Contracts, Services Sales
5 Steps to Successful Sales Planning
Step 3: Fill the Funnel
12 ©3FORWARD, LLC
3forward.com Create. Increase. Accelerate.TM
• Define the perfect prospect
• Prioritize target accounts
• Qualified lead criteria
• Formalize lead creation process
5 Steps to Successful Sales Planning
Fill the Funnel Tools
13 ©3FORWARD, LLC
3forward.com Create. Increase. Accelerate.TM
Category Strong Fit Neutral Weak Fit Prospect’s Revenues
$10m to $50m Greater than $50 Less than $5m
Geography US based So. America, Canada Europe
Desired Model Shared Desk Dedicated Desk After Hours / Overflow
Support Needed Proprietary Hi-Tech product or service
Order Fulfillment Order Fulfillment
Growth Stage Preparing for or entering rapid expansion
Mature Start up
Prospect’s Top Objective
Quality of Service, Growth Enablement
QofS, Cost, Growth Cost containment
Groups Supported
The Customers’ End Customers
Blend of internal and external end users
Internal Users
Specialization Needed
Tier 1 & 2 Tech Support General level issues Complex, Level 3
Sweet Spot Matrix www.3FORWARD.com/Resources
Do I Have Enough Leads Calculator www.3FORWARD.com/
Resources
5 Steps to Successful Sales Planning
Step 4: Sales Team & Selling Process
14 ©3FORWARD, LLC
3forward.com Create. Increase. Accelerate.TM
• Validate team structure and size
• Roles and responsibilities
• Territory and prospect assignments
• Target account planning process
5 Steps to Successful Sales Planning
Team & Process Building Blocks
15 ©3FORWARD, LLC
3forward.com Create. Increase. Accelerate.TM
Sales Model
Outside / Inside
Territories & Targets
Demand Gen
Outbound Inbound
Getting Found
Web Social Media
Systems
Process Tools
5 Steps to Successful Sales Planning
Step 5: Execute and Measure
16 ©3FORWARD, LLC
3forward.com Create. Increase. Accelerate.TM
• Sales activities calendar
• Key performance indicators
• Leadership dashboard
5 Steps to Successful Sales Planning
Step 5: Execute and Measure
17 ©3FORWARD, LLC
3forward.com Create. Increase. Accelerate.TM
5 Steps to Successful Sales Planning
Sales Planning Mistakes to Avoid
18 ©3FORWARD, LLC
3forward.com Create. Increase. Accelerate.TM
• Skipping Strategy – “Fire! Ready! Aim!”
• Misalignment to Company Goals
• Sales Reps Self-Selecting
• Ignoring Automation
• Raising Quotas Without Investing
5 Steps to Successful Sales Planning
How We Can Help
19 ©3FORWARD, LLC
3forward.com Create. Increase. Accelerate.TM
• Lead ReadyTM
• Sales Strategy and Process
• Strategic Sales Plans
• Sales Leader Dashboards
• Sales Change Management
www.3forward.com
5 Steps to Successful Sales Planning
Resources
20 ©3FORWARD, LLC
3forward.com Create. Increase. Accelerate.TM
Finding Your Best Prospects Success Kit
Sweet Spot Matrix Success Kit
Target Account Plan Success Kit
Do I Have Enough Leads Calculator
Do I Have Enough Pipeline Calculator
Sales and Revenue Forecasting Feel free to contact us at www.3forward.com