Presentation for

Putting the Fun in the Sales Funnel

(where Fun to you as a sales leader is more predictable results)

Agenda

• Goals of the presentation• Understand the Path to Sales Success• Sales CRM• Best practices with a CRM• Sales Funnel Review• Moving the opportunity forward

Goal of the presentation

A sales funnel is only as good as the process and tools used to generate it. It is therefore necessary to have the building blocks of the Path to Sales Success and a Sales CRM.

A sales leader must then on a continuous basis inspect what the expect through a Sales Funnel review. Having an accurate Sales Funnel allows for more predictable results.

Definitely more Fun than unpredictable results.

Path to Sales SuccessProspecting• Lead• Research• Value Proposition• Initial contact• Follow-up contact

Qualifying• Meeting secured• Champions identified• Current situation• Purchasing decision

Prospecting

Qualifying

Proposing

Closing

Roll-out

Path to Sales SuccessProposing• Solution presented• Technical benefits• Business benefits• Proposal presented• Decision maker agrees

Closing• Contract agreed• Implementation plan

Prospecting

Qualifying

Proposing

Closing

Roll-out

Path to Sales SuccessClosed Lost• Find out why and document

Roll-out• Implementation starts• Payment• Implementation completed• Customer becomes reference

Prospecting

Qualifying

Proposing

Closing

Roll-out

Sales CRMSalesforce.com• Processes linked • Easy to use• SaaS model• Web based• Reports• Technical issues • Group Addition

Cost is $25 US user/month

http://www.salesforce.com/crm/editions-pricing.jsp

Best Practices with CRM

1

2

3

4

5

6

7 8

•Employ automation tools•Consistent name•Most efficient adding new information•Set the expectation•Use the tool•Phased roll-out

Funnel assumptions

100%Roll-out

0%Closed Lost

90%Closing

50%Proposing

20%Qualifying

5%Prospecting

ProbabilityPath to Sales Success

Sales Funnel Review

• As a manager be consistent and prepared• Agenda

• What has changed from last meeting?• Feedback from the rep on the shape of the funnel• Review of opportunities

o Start at the bottom and work upo What is left to do and when will it be done

• Follow-ups from last sessiono Sales representativeo Managero Other resources

• Document follow-up items

Moving opportunities forwardBottom of the funnel

hort time frame

What is left to do?

Can objections be overcome?

Do you need to move something forward?

Understand the risk

Be creative• Terms• Part orders• Other financial

considerations

Think of the rep

• Goal is to get to 100%• Below that they should be doing everything possible

to get to their number

• If a rep has already made their number• Make sure they are not penalized in current year• Don’t take a major quota hit the next year

• Accelerator component in commission plan• Be a buffer

• Between owner and senior leadership• Help with internal hurdles

Follow-up

Mark ElliottVenture Accelerator Partners Inc.

tel. 647-401-7156email: melliott@vapartners.ca

Linkedin: http://www.linkedin.com/in/markedwinelliottTwitter: http://twitter.com/markeelliott

www.vapartners.ca