How to Execute a Sales Process

Agenda

Establish Goals for your Sales Process

Manage your Sales Funnel

A GOAL is a well-defined target that provides renewed motivation, focus and clarity.

Profiling Selling VALUE, Not PRICE

Value Proposals Discovering Needs

Account Strategy

Presentation prep. Network development

Email Pricing requests

Service problem solving

Scheduled calls

Promotions Events

CRM

Quoting Product research

Multi-Touch Campaign

In comfort zone

Out of comfort zone C

HAL

LEN

GIN

G

EVERYD

AY

Customer service

Set Goals

Realistic, obtainable, measurable, time bound:

How many Suspects do you need to have in the funnel available to prequalify each month?

How many Prospects should be on your A list or HIT list?

How many New Accounts do you need to close to meet your sales quota?

* If you can’t answer these questions… ask your manager to help you.

1. Territory Planning

2. Account Planning

3. Funnel Management

Planning for Execution

Clearly understand what your territory consists of:

Number of accounts and what size?

How many active vs. dormant?

What are your Conversion, Penetration and Retention rates?

What is your quota, goals and objectives for your territory?

Territory Planning

CPR- A Winning Model

Retention

Penetration P R

Business Growth

Conversion

C

What is YOUR account strategy to WIN new business?

Account Strategy

Make Account Strategy apart of the sales process.

What are the prospects business objectives and circumstances? What are their process needs? How will you differentiate and communicate the business impact you will have?

Price Offering

Do you have the information you need to determine a Price Offering?

Annual spend or budget Current usage and costs Will they accept alternative products Current average order size How many ship-to locations Cost of special requirements Online ordering or not Margin growth potential

Demonstrate Your Value

Offer proof-points that supports what you said.

Demonstrate that you can do what you said you can do.

Testimonies with stated business

impact.

Make them see and feel the difference!

Funnel Management

Funnel Management

Relationship Management

Establish yourself as: A trustworthy business partner.

Product knowledgeable.

Responsive, empathetic.

Reliable, friend.

Best professional to manage their account!

Manage Your Success!

How to Execute a Sales Process