presented by jodie brown jodie @summit-solutions...improve your quote-to-close ratio ! establish...

Presented by Jodie Brown Jodie @Summit-Solutions.com

Jodie Brown, Summit Solutions 1

!  Improve your quote-to-close ratio !  Establish sales goals !  Establish paths to success !  Identify and train staff on sales basics !  Measure your sales success


!  Top Performing companies = 46% average close ratio

!  Average = 29% average close ratio !  Lagging = 19% average close ratio

!  What is your number of qualified opportunities to close one opportunity?


1.  The buyer’s role dominates how the sales process is evolving.

2.  Value trumps solution every time.

3.  Decision-making is not controlled by an individual.


“Stop selling. Start helping.”

“An optimist is someone who goes after Moby Dick in a rowboat and takes the tartar sauce with him.”

“People often say motivation doesn’t last. Well, neither does bathing—that’s why we recommend it daily.”


!  Lead generation plans !  Track your Sales Metrics ◦  How many cold calls did you make last week? If you can’t

answer with an exact number, you have a problem

CRM – Calculate Sales Activities – can be tedious, but results are worth it, use metrics to help pinpoint the problem

How many prospects in the pipeline don’t want to tell you no to your face? You have to ask them.

6 Jodie Brown, Summit Solutions

!  4:00 – 5:00 Sanibel

Drive Leads to your Sales People !  Show off completed installation !  Unveil new product/people

How: !  Marketing and communications strategy !  Social media plan !  AEA can help your marketing efforts


Note the number of qualified opportunities you need to close one sale (your average closing ratio)

Note your average dollar amount for one sale

The dollar amount you need to sell per year to achieve your personal quota goal

Divide by 12 months

Equals the dollar amount you need to sell per month to achieve your personal goals

Divide by the average dollar amount of one sale (from row 2)

Equals the total number of sales you need per month to achieve your personal quotes goal

5

$ 25,000

$1,200,000 12

$ 100,000

$ 25,000

4


Multiply by the # of qualified opportunities you need to close one sale (row 1)

Equals the total number of qualified opportunities you need in your funnel per month to achieve your personal goals

Divide the total number of qualified opportunities you need in your funnel per month by 21 selling days per month

Equals the number of qualified opportunities you need to generate per day to achieve your personal goals

Multiply the number you got from row 9 by 12 months

Equals the number of qualified opportunities you need to generate per year to achieve your personal goals

5

20 leads/month

21

.95 leads/day

12

240 leads/ year


!  5% Unaware Lead given !  10% Aware Qualify Prospect !  !  40% Interest Identify needs !  65% Desire Proposal requested

!  80% Desire Securing Funding !  90% Desire Verbal agreement !  100% Action Sold

Sales Funnel

Close

Proposal

Lead

Find Pain Points


!  What is your goal?

!  Who are you and why should they care?

!  What’s your next move?

!  THEN WHAT????

!  How do you qualify them on a first call?


1.  Focus on priority customer segments priced for maximum revenue, retention and renewals.

2.  Develop the right procedures for monitoring the results selling

3.  Reinforce with forecasting, lead generation, technology, support and service.

4.  Recruit, train and retain high-potential sales teams; track key measures and motivate.

5.  Develop coverage model for each customer segment.


1.  Be selective responding to proposals 2.  Fully explore prospects problems and results

!  Symptoms and consequences 3.  Assess the resources’ constraints

!  Budget !  Time frame !  Divide the labor (Parameters/Work Scope)

4.  Understand their decision-making process !  What are their steps in the process? !  Who is involved in each step? !  What are the criteria? !  How they decide among competitors?


Selling Process Buying Process

Target Prospects Status Quo

Qualify Recognize Need to Change

Cover the Bases Define Problem

Proposal Evaluate Options

Close Select Best

Fulfill Implement

Up-Sell and Cross-Sell Assess Value


M Metrics What is the economic impact of the solution?

E Economic Buyer Who has profit and loss responsibility for this?

D Decision Criteria What are their technical, vendor and financial criteria?

D Decision Process Then what happens? Define validation and approval.

I Identify Pain What are their primary business objectives?

C Champion Who will sell on your behalf inside the company?


Your Process Segment Coverage

Prescriptive Sales Process:


!  87% of what you learned is lost within thirty days

!  OTJ coaching is a critical component of improving sales performance

What exactly makes a good coach? !  A good coach encourages by asking, not

telling. !  A good coach focuses on improvement first,

results second


!  Why do anything?

!  Why buy now?

!  Why us?


!  Being positive !  Empathy – understand “fear of uncertainty” !  Real Value – gains from investment (save

time, have more leisure time, grow business) !  Focus on Preparation (purposeful, customer

focused, ready to execute) !  Qualifications (customer-centric processes) ◦  Should I buy this? Can I buy this? ◦  Is it worth it? ◦  Am I convinced?


Move them from the Status Quo

“When we spoke on the phone you mentioned a previous provider didn’t meet your deadline or come within budget for your project.

Would you like to reduce your stress to keep your client’s plane flying?”


!  Am I approaching the right role?

!  Is there a more appropriate contact?

!  Is my message compelling enough?

!  Is it too long, vague, complex?


1.  Lead volume 2.  Cost per Lead 3.  Lead Value 4.  Conversion rate – Quote to Close 5.  Referrals 6.  Retention Rate 7.  Average Transaction or Account Value 8.  Sales per follower 9.  Time to close 10.  Highest Value Lead Sources


1.  They think big. 2.  Qualify hard. 3.  Challenge their clients. 4.  Drive deals proactively with a win mind. 5.  Network extensively internally and externally. 6.  They stay in control of the message and

activities. 7.  See themselves as champions for the client. 8.  Ask for the deal. 9.  Plan for the worst. 10.  They immerse themselves in their customers


!  Kendra Lee, Selling Against the Goal !  Miller Heiman !  MEDDIC Selling !  Great aviation professionals


presented by jodie brown jodie @summit-solutions...improve your quote-to-close ratio ! establish...

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