BricConsultingSmart Growth for Small Business

November 20th 2014

2

Agenda TodayAgenda Today

Stages of the Sales Function

Checklist on a High Performing Sales Team

Good Sales Technique

Setting Objectives

Sales Management

BricConsulting

Good Referrals

November 20th 2014

3

Stages of Sales Function

Early Beginning TeamTeam

Building

Fully Developed

Mature

• Owner does sales

• No formal process

• No manager

• ======

• More sales needed

• More focus on other parts of business

• One Sales Person

• No formal process

• No manager

• =====

• More sales needed

• Need to grow business

• Two to ten sales team

• Some rules in place, territories, etc

• Need manager

• =======

• Toes being stepped on

• Efficiency and performance are priorities

• Five to twenty sales team

• Formal process in place

• Manager in place

• =======

• Focus on training , retention, performance and techniques

• Twenty plus team

• Director & managers in place

• Sylos in place

• =======

• Focus on retention, reward, performance

• Fighting for resources

• Large Team

• Hierarchy in place

• Efficiency & Effectiveness

• Management

• ========

• Focus on de-centralization

• Performance improvement

• Results

November 20th 2014

4

Checklist for Sales Function

This is just a simple checklist to see if you have a fully performing sales function regardless of your stage

Sales Targets Set

Canned approach

Canned Proposals

CRM

Sales Processes

Sales tools

Full Funnel

Training

Compensation

Annual targets

Quarterly targets

Monthly targets

Weekly targets

Activity Lists

Objections action plan

Personal Style

Call strategy meetings

Daily Sales huddle

Weekly Sales meeting

Negotiation Strategy

Actions from funnel

November 20th 2014

5

Good Sales Technique

Have sales systems and processes

Have detailed plans to the finest detail

Sell differently to different personality types

Be canned, be planned, be prepared

Be different, be unique and be remembered

Know your competitive advantage, it’s not price

Know the objections, have answers

November 20th 2014

6

Setting Objectives

Plan and Prove, Work Backwards

Annual Targets (fit budget/strategy)

Quarterly Targets (examine cycles historic & future)

Monthly Targets (examine cycles # of weeks /holidays)

Weekly Targets (Do the # add up)

This method or setting targets ensure realism, easy monitoring and the ability to react quickly

Example:

November 20th 2014

7

Setting Objectives- Example .

As Manager you want to see $1 million in sales from this salesperson

Target Amount

Annual $1 million

Q1 Q2 Q3 Q4

Quarterly $300K $400K $200K $100K

J F M A M J J A S O N D

Monthly 90 100 110 100 150 150 50 50 100 50 40 10

First Quarter weeks

Jan Feb March

Weekly 5 20 35 30 25 25 25 25 20 25 0 20 25

Vacation

New Years

Trade Show

November 20th 2014

8

Sales Management

When do you first need it 5- 10 salespeople

Stepping on toes

What is must cover Create a culture

Meeting structure

Information systems

Human Resources

Compensation

Coaching

Hiring

Motivating…

Effort Efficiency

Empowerment Effectiveness

Coaching

November 20th 2014

9

Help SME increase revenues & quality while decreasing costs through planning and process

Fixed Pricing & Flexible Pricing Plans Process Oriented Approach Strategy Advisor for Start Ups

2nd set of eyes

New Business Development QuickSet- Product Launch

Operational Effectiveness Reduce Costs / Increase Quality

Discovery

Solution

Plan

Implement

Experienced Growth/Turn-around Business Leader By the Hour

Experienced Growth/Turn-around Business Leader By the Hour

November 20th 2014

10

Who is a Good Referral

Small Medium Business Owner Growing their business

Value oriented – think in terms of ROI

Any Industry

New Businesses Launching a new product

Launching into a new industry

Advisor or leader

Sales Leadership Hiring first sales person

Hiring 5th sales person, need sales management

Issues with sales team- retention, performance , efficiency, etc

November 20th 2014

11

Questions & Answers

What questions do you have?