milestone selling: sales methodology
DESCRIPTION
You can't manage salespeople retroactively. Milestone Selling visualizes in real time if your salespeople are generating the short-term progress through the sales process that is needed to reach your budget long-term. Free 300p E-book at www.leadyourleads.comTRANSCRIPT
milestoneselling.com 1
What is your sales methodology?
milestoneselling.com 2
Process oriented sales culture
Level 4:Dynamic process
Level 3:Control and errors
Level 2:Hope and intention
Level 1:Anarchy and luck
Has no sales processEach salesperson has his own methodologyMay be successful – but randomly and with big variations
Has a formal sales processBelieves/hopes it is being used – but doesn’t knowNo supervision at process level (result only)
Has a sales process and controls its useRetrospective management focusUses process focus to find and address errors
Has a sales process and motivates salespeople to use itMonitors dynamically and constructivelyAdjusts process to changes in the market
milestoneselling.com 3
Clear targ
et
Qualify le
ads effecti
vely
Prese
nts str
ong sellin
g points
Cross
sellin
g and up sellin
g
Sells
value and avo
ids disc
ount
Introduce
s new pro
ducts and so
lutions0%
10%20%30%40%50%60%70%80%90%
100%
27% 27%
49%
21%30% 27%
47%53%
79%
60%73%
55%
Level 1-3 Level 4
Benefits of level 4 sales process
CSO Insights 2008
milestoneselling.com 4
How do you sell? What is your methodology?We asked more than 300 sales organizations
1 2 3 40%5%
10%15%20%25%30%35%40%45%50%
45%
11% 12%
32%
Dynamic process: We have identified an effective sales methodology and are improving it continuously. The methodology is clearly defined, written in detail and implemented in our organisation.
Control and errors: We have a methodology that the salespeople must follow. It has been communicated to the sales organization but it’s not yet a natural part of our sales culture.
Hope and intention: We do have a sales process, but only few use it in practice.
Anarchy and luck: : It’s up the the individual salesperson to find an effective sales method. We offer sales training but don’t have our own defined sales method.
Survey by Milestone Selling with 300+ responses. Conducted Q4 2012.
milestoneselling.com
6%
29%
41%
24%
How is the sales methodology working for you?
Perfect. It is of great value to us.
It is good. It is working for us.
It could be better.
It needs improvement.
Survey by Milestone Selling with 300+ responses. Conducted Q4 2012.
milestoneselling.com
For yderligere information
FREE E-book at:www.leadyourleads.com