the big sales factory

Building The Big Sales Factory

Welcome!

• Today is about The Big Sale Factory

• What, why and most importantly HOW

• 5 Best Principles

• What you can do to build your own

• Self-Audit – How do you score

Quick Shout Out…

What is a Big Sale?

What is a Big Sale?

• Bigger size

• More complexity

• Changes you

• Different process

• More buyers

• Different reasons

Why do we want big sales?

Why do we want Big Sales??

Why do we want Big Sales?

• Change us

• Grow faster

• Cross no man’s land

• More opportunity for your people

• Land other big sales

What is The Big Sale Factory?

What is The Big Sale Factory??

What is The Big Sale Factory?

• Craftsmen

• Guild

• Industrial Revolution

• Lean Manufacturing

Principles of Lean Manufacturing

• Start with end in mind



• Quality measured at every step




• Squeeze out waste at every step




• Squeeze out waste at every step

• Focus on process rather than people

Let’s build The Big Sale Factory…

5 Key Principles


5 Key Shifts in Sales Principles

1. Focus vs. Numbers Game




2. Process vs. People





3. “Organizationship” Selling vs. Relationship Selling






4. Strategy Driven vs. Luck Driven






4. Strategy Driven vs. Luck Driven

5. Business Solutions vs. Iron Triangle

Best Practices of The Big Sales Factory

Focus

vs.

The Numbers Game

Best Practice #1

Numbers means…

Numbers means…

• Input focused

Numbers means…

• Input focused

• More is better

Numbers means…

• Input focused

• More is better

• Activity = Productivity….NOT

Numbers means…

• Input focused

• More is better


• Creates fiction authors

Numbers means…

• Input focused

• More is better


• Creates fiction authors

• CRM becomes a master, not a servant

So, if that was bad,what’s good?

Focus

• Screen targets according to a model– 90% of your market is less than best

Focus

• Screen targets according to a model

• Texas Hold ‘Em – 2 card questions– How do you know up front when it’s cheap

to get out?

Focus


• Texas Hold ‘Em – 2 card questions

• Pick your opportunities– Select and hunt, don’t throw a net and hope

Focus


• Texas Hold ‘Em – 2 card questions

• Pick your opportunities

• Know why you don’t want certain deals– Treat prospects like the velvet rope, who’s

on the list?

Great Resource

Case Study: A Rich Man

Self Audit:Focus vs. Numbers Game

Self Audit: Numbers Game Mistakes

You sell to >80% of your leadsAnswer all RFPs, or no RFPsPerformance expectations are set on

contacts, appointments and quotesChange compensation plan to change

sales performanceYou have a territorial approach only to

sales planning

Self Audit: Focus Best Practices

You have a formal review process for prospects that require investment in the sales process

You are converting at 50%+ on your biggest sales opportunities

You have discussed, fought over and created a list of the 10 most important target filters

Process

vs.

People

Best Practice #2

Process vs. People

Process vs. People

Basic Principles:

•Step based process = Power

Process vs. People

Basic Principles:


•Measurable = Manageable

Process vs. People

Basic Principles:



•Replicable = Scalable

Process vs. People

Basic Principles:



•Replicable = Scalable

•Improve the system and it becomes an asset

Process vs. People

Action Items:

•Build your step process

•Establish your engagement gauges– Time – People– Info

•Create your dashboard

Case Study: Doctors with Big Borders

Self Audit:Process vs. People

Self Audit: People Mistakes

Hire “rockstars” from your industry because of their contact list

Look for perfect sales rep based upon past perfect sales rep

Calculate candidate value based upon book of business they promise they can move

Self Audit: Process Best Practices

You have a clear step-based process with roles, responsibilities and proof at each step in the process for selling key accounts

No one sales rep has greater than 40% of your sales accounts

You can see out 12 months with confidence as to what your new account sales performance will be

“Organizationship” Selling

vs.

Relationship Selling

Best Practice #3

“Organizationship” Sellingvs.

Relationship Selling


Relationship SellingBasic Principles:

•Big Sales are group driven – Technology, governance practices, risk

and complex processes dictate this



•Big Sales are group driven

•Everyone can say “no” – Modern no = “Yes, later”




•Everyone can say no

•4 choices easier than you:– Do nothing





•4 choices easier than you:– Do nothing– Incumbent





•4 choices easier than you:– Do nothing– Incumbent– Biggest brand


Relationship SellingBasic Principles:•Big Sales are group driven•Everyone can say no•4 choices easier than you:

– Do nothing– Incumbent– Biggest brand– Lowest price


Relationship SellingAction Items:

1. Must peer up– Figure out your people who match theirs, bake them into the

process at the appropriate place with roles and responsibilities



1. Must peer up

2. Must take fear off the table– They are afraid of work, risk, accountability



1.Must peer up

2.Must take fear off the table

3.Must show:– How



1.Must peer up


3.Must show:– How– Who



1.Must peer up


3.Must show:– How– Who– Milestones



1.Must peer up


3.Must show:– How– Who– Milestones– Controls



1.Must peer up


3.Must show:– How– Who– Milestones– Controls– Risk Management



1.Must peer up


3.Must show:

– How

– Who

– Milestones

– Controls

– Risk Management

4.Bigger team

Case Study:5x in 17 weeks

Self Audit:“Organizationship” Selling

vs. Relationship Selling

Self Audit: Relationship Mistakes

For bigger sales, sales personnel do greater than 50% of the prospect-facing meetings

Sales generates the annual sales forecast and growth predictions alone

You do not have a process driven dashboard for sales management

Your sales dashboard includes a sales defined “potential to close” estimate

Self Audit: “Organizationship” Best Practices

We know who all of the decision-makers, influencers and detractors are in each of our biggest prospects

Senior executives from our company are involved in all of our biggest sales early

On our biggest sales we target at least 3-5 key players from the prospect’s side to be in the presentations and meetings

Strategy Driven

vs.

Luck Driven

Best Practice #4

Strategy Driven vs. Luck Driven


Basic Principles:

•Know their best opportunities– Don’t chase everything, not everyone is

ready for the gift of working with you


Basic Principles:

•Know their best opportunities

•Make a list and hunt– List comes from the strategic plan,

everyone knows it


Basic Principles:


•Make a list and hunt

•Hunt heavy with confidence– Hunt less = Hunt with more


Basic Principles:


•Make a list and hunt

•Hunt heavy with confidence

•Generals lead from the front– The company takes the cue from leaders


Action Items:

1. Part of annual strategic plan– Portfolio approach


Action Items:

1. Part of annual strategic plan

2. Process/budget dedicated to the big deals– Different than marketing or average sales


Action Items:

1. Part of annual strategic plan

2. Process/budget dedicated to the big deals

3. Executive management drives the choices

Case Study: Shift from Star Chasing

Self Audit:Strategy Driven

vs.Luck Driven

Self Audit: Luck Driven Mistakes

Bigger is always betterSales reps pick prospect targets on

their own with little company oversightHunted icon brand clients to enter a

market verticalFocus on sales activities to drive our

“get lucky” approach

Self Audit: Strategy Best Practices

Executive management has selected 1-5 big clients we are going to land this year to grow our business 20%+

Each sales person has a list of company selected prospects to target and sell

Everyone knows who we should not sell and why- and we don’t waste time on those.

Business Solutions

vs.

Iron Triangle

Best Practice #5

Business Solutions vs. Iron Triangle


Basic Principles:

•Business solutions – Time– Money– Risk


Basic Principles:

•Business solutions = Time / $ / Risk

•You are sent to whom you talk like– Speak commodity, talk to managers– Speak solutions, talk to executives


Basic Principles:

•Business solutions = Time / $ / Risk

•You are sent to whom you talk like

•Exec sponsorship = Exec problems– Must have sponsorship– Without- no speed, traction or decision


Action Items:

1.Re-write your value declaration– Focus on time/money/risk problems– Write without your product/service words


Action Items:

1.Re-write your value declaration

2.Analyze your Buyer’s Table– What business problem do each have?– What speed can you solve it?– To what degree can you solve it?


Action Items:

1.Re-write your value declaration

2.Analyze your Buyer’s Table

3.Impact– What difference does your difference make?– Can you prove it?– Can you individualize it?

Case Study: You’re Stuck, We’re it…

Self Audit: Business Solutions

vs. Iron Triangle

Self Audit: Iron Triangle Mistakes

Have the same presentation materials for all sizes of accounts

Our website posts a list of our products, services, equipment, capabilities and so on…

We sell to managers and directors items for which they have a budget line item

Self Audit: Business Solutions Best Practices

We do not get delegated down from the highest level executive in the sales process

We have separate materials for presenting to our biggest opportunities

We present a financial business case as a part of our presentation

We speak in solution language for time, money and risk when speaking to executives

The Big Sale Factory:

Build Your Own

The Big Sale Factory:Build Your Own

1. Establish what you want



2. Screen the prospects on the way in




3. Build a step process that measures people, info & time at each step





4. Have executive management leading in the hunt





4. Have executive management in the hunt

5. Ruthless on your reviews

How do you measure up?

< 5 ticks – Congratulations!



5-10 ticks – Good work, more to do!



5-10 ticks – Good work, more to do!

10+ ticks – Need work to get to the next level

Hunt Big Sales Upcoming Workshops

May 24th - 25th in Chicago

The Big Sale Factory Level 1

June 2nd – 3rd in St. Louis


June in London


September in London


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To get more info on our upcoming workshops, visit us at www.huntbigsales.com/landingpage

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