steps your sales force needs to take to survive and thrive in the recession
Post on 21-Oct-2014
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DESCRIPTION
In this presentation brought to you by Landslide Technologies, sales strategist Dave Kurlan outlines steps that your sales force needs to take to survive and thrive in the recession. Is your sales team prepared?TRANSCRIPT
w w w . l a n d s l i d e . c o m Building World Class Sales
Organizations
© Objective Management Group, Inc. 2009. All Rights Reserved
5 Steps Your Sales Force Needs to Take to Survive and Thrive in the Recession
Building World Class Sales
Organizations
Presenter
Dave KurlanDave KurlanCEO ofCEO of
And theBest-Selling Author of
Building World Class Sales
Organizations
Presenter
Building World Class Sales
Organizations
Building World Class Sales
Organizations
Building World Class Sales
Organizations
Building World Class Sales
Organizations
Building World Class Sales
Organizations
Building World Class Sales
Organizations
Staged, Visual, Criteria BasedStaged, Visual, Criteria Based
Prospect
Suspect
Qualified
Closable
Building World Class Sales
Organizations
Building World Class Sales
Organizations
Building World Class Sales
Organizations
Building World Class Sales
Organizations
Building World Class Sales
Organizations
Building World Class Sales
Organizations
Building World Class Sales
Organizations
Building World Class Sales
Organizations
GOAL - $100,000 MONTHLYSALE CYCLE – 6 MONTHS
CLOSING PCT. - 20%AVG SALE $25,000
How much in opportunities needed to close $100K?$500,000$500,000
How many opportunities are needed to close $100K?2020
When must those opportunities enter the pipeline?AugustAugust
Building World Class Sales
Organizations
INCREMENTAL IMPROVEMENT OF 10% =
BEFOREBEFORE +10%+10%
OPPSOPPS 2020 2222
AVG SALEAVG SALE $25K$25K $27,500$27,500
PIPELINE PIPELINE VALUEVALUE
$500K$500K $605K$605K
CLOSINGCLOSING 20%20% 22%22%
MO.YIELDMO.YIELD $100K$100K $133K$133K
ANNUALANNUAL $1.2 M$1.2 M $1.6 M$1.6 M
33% GAIN33% GAIN
Building World Class Sales
Organizations
Sales InfrastructureSales Infrastructure
Building World Class Sales
Organizations
Sales ProcessSales Process
2nd Base
1st Base3rd Base
Home
Building World Class Sales
Organizations
Recruiting ProcessRecruiting Process
Building World Class Sales
Organizations
Map the Sales Process
Suspect
Prospect
Qualified
Scored
ABC’s 7 Steps, the Baseline Selling Stepsand the Criteria for Reaching Them.
1. Target an Account
2. Meet with Decision Maker
7. Convert Account
6. Closing
5. Successful Evaluation
4. Evaluate Products
3. Qualify Account
They Need It
Differentiated ABC’sQuantified Problem
Compelling Reasons to Buy
They’ll Spend More
Have Timeline for Decision
Know Process for Decision
Needs and Cost Appropriate Presentation
Building World Class Sales
Organizations
Identify Measurables that Drive the Results
Sales Management Systems & ProcessesSales Management Systems & Processes
Building World Class Sales
Organizations
Building World Class Sales
Organizations
Building World Class Sales
Organizations
Building World Class Sales
Organizations
Sales &Sales & Sales Management DevelopmentSales Management Development
•Develop the Sales Management Team•Train Salespeople on Sales Process•Train Salespeople on Sales Skills
•Overcome Weaknesses
•Evaluate the Sales ForceEvaluate the Sales Force