steps your sales force needs to take to survive and thrive in the recession

w w w . l a n d s l i d e . c o m Building World Class Sales

Organizations

© Objective Management Group, Inc. 2009. All Rights Reserved

5 Steps Your Sales Force Needs to Take to Survive and Thrive in the Recession

Building World Class Sales

Organizations

Presenter

Dave KurlanDave KurlanCEO ofCEO of

And theBest-Selling Author of

Building World Class Sales

Organizations

Presenter

Building World Class Sales

Organizations

Building World Class Sales

Organizations

Building World Class Sales

Organizations

Building World Class Sales

Organizations

Building World Class Sales

Organizations

Building World Class Sales

Organizations

Staged, Visual, Criteria BasedStaged, Visual, Criteria Based

Prospect

Suspect

Qualified

Closable

Building World Class Sales

Organizations

Building World Class Sales

Organizations

Building World Class Sales

Organizations

Building World Class Sales

Organizations

Building World Class Sales

Organizations

Building World Class Sales

Organizations

Building World Class Sales

Organizations

Building World Class Sales

Organizations

GOAL - $100,000 MONTHLYSALE CYCLE – 6 MONTHS

CLOSING PCT. - 20%AVG SALE $25,000

How much in opportunities needed to close $100K?$500,000$500,000

How many opportunities are needed to close $100K?2020

When must those opportunities enter the pipeline?AugustAugust

Building World Class Sales

Organizations

INCREMENTAL IMPROVEMENT OF 10% =

BEFOREBEFORE +10%+10%

OPPSOPPS 2020 2222

AVG SALEAVG SALE $25K$25K $27,500$27,500

PIPELINE PIPELINE VALUEVALUE

$500K$500K $605K$605K

CLOSINGCLOSING 20%20% 22%22%

MO.YIELDMO.YIELD $100K$100K $133K$133K

ANNUALANNUAL $1.2 M$1.2 M $1.6 M$1.6 M

33% GAIN33% GAIN

Building World Class Sales

Organizations

Sales InfrastructureSales Infrastructure

Building World Class Sales

Organizations

Sales ProcessSales Process

2nd Base

1st Base3rd Base

Home

Building World Class Sales

Organizations

Recruiting ProcessRecruiting Process

Building World Class Sales

Organizations

Map the Sales Process

Suspect

Prospect

Qualified

Scored

ABC’s 7 Steps, the Baseline Selling Stepsand the Criteria for Reaching Them.

1. Target an Account

2. Meet with Decision Maker

7. Convert Account

6. Closing

5. Successful Evaluation

4. Evaluate Products

3. Qualify Account

They Need It

Differentiated ABC’sQuantified Problem

Compelling Reasons to Buy

They’ll Spend More

Have Timeline for Decision

Know Process for Decision

Needs and Cost Appropriate Presentation

Building World Class Sales

Organizations

Identify Measurables that Drive the Results

Sales Management Systems & ProcessesSales Management Systems & Processes

Building World Class Sales

Organizations

Building World Class Sales

Organizations

Building World Class Sales

Organizations

Building World Class Sales

Organizations

Sales &Sales & Sales Management DevelopmentSales Management Development

•Develop the Sales Management Team•Train Salespeople on Sales Process•Train Salespeople on Sales Skills

•Overcome Weaknesses

•Evaluate the Sales ForceEvaluate the Sales Force