milestone selling - sales methodology
DESCRIPTION
ou 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
Process oriented sales culture
2
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
27% 27%
49%
21%30% 27%
47%53%
79%
60%
73%
55%
0%10%20%30%40%50%60%70%80%90%
100%
Clear target Qualify leadseffectively
Presents strongselling points
Cross selling and upselling
Sells value andavoids discount
Introduces newproducts and
solutions
Level 1-3 Level 4
Benefits of level 4 sales process
3
CSO Insights 2008
milestoneselling.com
How do you sell? What is your methodology?We asked more than 300 sales organizations
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
50%
1 2 3 4
4
45%
11% 12%
32%
Dynamic process: We have identified an effective sales methodology and are improvingit continuously. The methodology is clearlydefined, written in detail and implemented in our organisation.
Control and errors: We have a methodologythat the salespeople must follow. It has beencommunicated to the sales organization but it’snot 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 individualsalesperson to find an effective sales method. We offer sales training but don’t have our owndefined 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.milestoneselling.com