google apps business plan ppt
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A Successful Sales Management Plan
by Smitty Smith
The Six Components to Successful Sales Management
• Loyalty – Quarterly Business Reviews & Planning
– Deal Registration & Rebates
• Capacity – Joint Account Planning
– Sales Plans & Targets
• Competencies – Rhythmic Training (Breakfast, Lunch & Learns etc)
– One to Many Events
– Practice Development (Product & Services)
• Demand – JMF Allocation & Accountability
– Promos, Bundles and Plays
• Collaboration – Field Alignment
– Communication
– Partner to Partner (1+1=3)
• Resource Development – Advisory Services
– Business Acumen
30, 60, 90 Day PLAN at Each Accounts/ OEM Partners/ Systems Integrators/
Value Added Resellers/ Distributors
• 30 Day – Identify Principals/Establish Relationships – Clarify Business Models & Drivers – Baseline Current Performance – Understand Competencies & Available Resources – Identify GAPs & Possible Closure – Attain the Demo Competency – Identify Matrixed Internal Stakeholders
(Communication Plan) – Find and Establish the Champion Lead in every Firm
30, 60, 90 Day PLAN at Each Accounts/ OEM Partners/ Systems Integrators/
Value Added Resellers/ Distributors
• 60 Day
– Create Business Plans • Sales Targets •Training • Marketing •Value Proposition • Capacity Planning • Establish Sales Metrics • Rhythmic Training Events • Pipeline Validation
– Create Possibilities (Services & Other Adds) – Partner to Partner Peering/Collaboration – Clone each & every success
30, 60, 90 Day PLAN at Each Accounts/ OEM Partners/ Systems Integrators/
Value Added Resellers/ Distributors
• 90 Day – Quarterly Reviews
– Inspect Sales Metrics (Pipeline, Close Rates, etc)
– Recruitment and Retention Strategies
– Measure Loyalty
– Validate Robust & Unique Offers
– Modify Business Plans as Appropriate
– Repetitively Execute the Clone Cookie Cutter success Technic at similar Targets