tspi presentation intro deck v4.1 for internet
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Tel 011 205 7539 | E-mail sales@tspigroup.com | Web www.tspigroup.com
Introduction presentation
Copyright © TSPI Group Pty Ltd 2011
How we do it
What we do
Track record
agenda
Copyright © TSPI Group Pty Ltd 2011
What we do
Copyright © TSPI Group Pty Ltd 2011
REV
EN
UE
TIME
We SOLVE your Sales
Underperformance and or Sales related
pains
TSPI Group provides Sales Performance Improvement solutions for companies where selling is Business 2 Business and they have some or many of the following sales related business challenges ?
What we can do for you…
Copyright © TSPI Group Pty Ltd 2011
FACTIf there is no
compelling reason or competitive
advantage sales people resort to
discounting
FACTThe average sales
person spends
only 26% of their time selling
No sales methodology
Strategy not clear or lacks
differen-tiators
No sales process = 7
out of 10 deals not real
Misalignment between
sales force and sales
management
Only 30% to 40% of sales people make
or exceed target
consistently
Only 20% to 30% of sales
people forecast
accurately
Not maximising
vendor relationships
Poor closing ratios
No visibility in the sales
forecast
Sales productivity – the statistics
Copyright © TSPI Group Pty Ltd 2011
Track Record
Copyright © TSPI Group Pty Ltd 2011
Track Record Overview
Copyright © TSPI Group Pty Ltd 2011
Track Record Overview
Copyright © TSPI Group Pty Ltd 2011
How we do it
Copyright © TSPI Group Pty Ltd 2011
The holistic approach
Copyright © TSPI Group Pty Ltd 2011
The holistic approach
TSPI © BLUE PRINT
SALES ACCELERATOR
Test and Prove your Sales plan
Track and Manage your
Sales against your plan and see
where to focus for highest
impact ahead of time...
Continually Improve
Effectiveness in sales and be able to Track
the effectiveness
PLAN SALESbudgets, targets and
people....
MANAGE SALESOpportunities,
customers, X-Sales, relationships and...
MEASURE EFFECTIVNESS and
see where to drive change....
Sales Process for common
language and qualification =
Qualitative selling
60% of your
success in sales is
in the Sales
Planning
The difference between
SalesTracker and CRM………
Copyright © TSPI Group Pty Ltd 2011
The holistic approach
Executive’s
Sales Managers
Sales Person’s
Admin’s
Bid Office
IT
Copyright © TSPI Group Pty Ltd 2011
The holistic approach
TSPI ©Sales Enablement
Sales Planning (Executives and Sales Management) – coaching on best practice for
Sales planning using SalesTracker with templates in your business scenario
Sales Management & Continuous improvement (Sales Management and Sale
Person’s) - coaching on best practice for Managing Sales - diagnosing and coaching in your business
with your people
How to be a professional
Sales Manager on the Job –
prioritise time and effort for
return
Copyright © TSPI Group Pty Ltd 2011
The holistic approachAccelerate
your
momentum
now!
Tel 011 205 7539 | E-mail sales@tspigroup.com | Web www.tspigroup.com
Thank you, questions
& next steps!
Copyright © TSPI Group Pty Ltd 2011
THE WIDGET SALESPERSON
THE PRODUCT SALESPERSON
THE SOLUTION SALESPERSON
THE ENTERPRISE SALESPERSON
The car sales man Works effectively within aframework
Has the ability to interpretthe layers to identify
opportunity
Understands large business,
business and financial models
and can comfortable associate and integrate with all echelons within
the business
Area of focus…type of sales
why: Store relevant information about your customer
why: Store relevant information about contacts in your customers
why: Forecasting and customer spend history
What comprises CRM?
Copyright © TSPI Group Pty Ltd 2011
Simple selling refers to widget selling e.g. Where a unit item is
sold and invoiced once off
You’re trying for sales automation!
Copyright © TSPI Group Pty Ltd 2011
So what’s
missing!?
So what is missing?
Copyright © TSPI Group Pty Ltd 2011
why: Forecasting and customer spend history where the complexity affects accuracy
why: Measure and manage performance of your sales team &determine where they go wrong
why: Achieve qualitative selling : common language & qualification process
why: Plan and manage the risk on making budget and target,test & prove your sales plan Complex selling refers
to selling where components of a sale differ in time and or
type and may involve multiple business units e.g. product,
services and license fee
Copyright © TSPI Group Pty Ltd 2011
To achieve Sales Force Automation in a business that sell’s more than once off billed product you need both
components to solve visibility in Sales to drive performance
Accelerate your
momentum now!
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