tspi presentation intro deck v4.1 for internet

Tel 011 205 7539 | E-mail [email protected] | Web www.tspigroup.com

Introduction presentation

mailto:[email protected]

http://www.tspigroup.com/

Copyright © TSPI Group Pty Ltd 2011

How we do it

What we do

Track record

agenda


What we do


REV

EN

UE

TIME

We SOLVE your Sales

Underperformance and or Sales related

pains

TSPI Group provides Sales Performance Improvement solutions for companies where selling is Business 2 Business and they have some or many of the following sales related business challenges ?

What we can do for you…


FACTIf there is no

compelling reason or competitive

advantage sales people resort to

discounting

FACTThe average sales

person spends

only 26% of their time selling

No sales methodology

Strategy not clear or lacks

differen-tiators

No sales process = 7

out of 10 deals not real

Misalignment between

sales force and sales

management

Only 30% to 40% of sales people make

or exceed target

consistently

Only 20% to 30% of sales

people forecast

accurately

Not maximising

vendor relationships

Poor closing ratios

No visibility in the sales

forecast

Sales productivity – the statistics


Track Record


Track Record Overview


How we do it


The holistic approach



TSPI © BLUE PRINT

SALES ACCELERATOR

Test and Prove your Sales plan

Track and Manage your

Sales against your plan and see

where to focus for highest

impact ahead of time...

Continually Improve

Effectiveness in sales and be able to Track

the effectiveness

PLAN SALESbudgets, targets and

people....

MANAGE SALESOpportunities,

customers, X-Sales, relationships and...

MEASURE EFFECTIVNESS and

see where to drive change....

Sales Process for common

language and qualification =

Qualitative selling

60% of your

success in sales is

in the Sales

Planning

The difference between

SalesTracker and CRM………



Executive’s

Sales Managers

Sales Person’s

Admin’s

Bid Office

IT



TSPI ©Sales Enablement

Sales Planning (Executives and Sales Management) – coaching on best practice for

Sales planning using SalesTracker with templates in your business scenario

Sales Management & Continuous improvement (Sales Management and Sale

Person’s) - coaching on best practice for Managing Sales - diagnosing and coaching in your business

with your people

How to be a professional

Sales Manager on the Job –

prioritise time and effort for

return


The holistic approachAccelerate

your

momentum

now!

Tel 011 205 7539 | E-mail [email protected] | Web www.tspigroup.com

Thank you, questions

& next steps!

mailto:[email protected]

http://www.tspigroup.com/


THE WIDGET SALESPERSON

THE PRODUCT SALESPERSON

THE SOLUTION SALESPERSON

THE ENTERPRISE SALESPERSON

The car sales man Works effectively within aframework

Has the ability to interpretthe layers to identify

opportunity

Understands large business,

business and financial models

and can comfortable associate and integrate with all echelons within

the business

Area of focus…type of sales

why: Store relevant information about your customer

why: Store relevant information about contacts in your customers

why: Forecasting and customer spend history

What comprises CRM?


Simple selling refers to widget selling e.g. Where a unit item is

sold and invoiced once off

You’re trying for sales automation!


So what’s

missing!?

So what is missing?


why: Forecasting and customer spend history where the complexity affects accuracy

why: Measure and manage performance of your sales team &determine where they go wrong

why: Achieve qualitative selling : common language & qualification process

why: Plan and manage the risk on making budget and target,test & prove your sales plan Complex selling refers

to selling where components of a sale differ in time and or

type and may involve multiple business units e.g. product,

services and license fee


To achieve Sales Force Automation in a business that sell’s more than once off billed product you need both

components to solve visibility in Sales to drive performance

Accelerate your

momentum now!