developing and using a sales system. developed to help tab members achieve greater sales and profits...
TRANSCRIPT
Developing and Using a Sales System
Developed To Help TAB Members Achieve Greater Sales And Profits
Uses proven methods that have been used to take businesses to great levels of sales and profits
What’s In It For Me If I Use the Methods Increasing Sales?
A system that drives your business A feeling of control over the sales of
your business A happier business life More sales and profit! Avenue to reaching your personal
and company visions
Elements of a Sales Process
Include: Method for creating and handling leads Tracking Progress Presentations - Demonstrations Evaluating Prospects Closing Process Follow-up Procedures Pipeline
What We’ll Cover
During this workshop we will talk about why sales are not maximized for most privately owned businesses and what you need to manage for greater sales and profits
Developing and Using a Sales System
Do you have a clear written selling system?
Developing and Using a Sales System
Is there a written Company Vision Are there long range sales
objectives? Are there clear short term company
sales goals? Do you have a written sales
manual?
Developing and Using a Sales System
Accountability Goal setting and benchmarking that are
properly established Weekly reporting system for the
salespeople or yourself
Developing and Using a Sales System
Provide sales management tools such as phone screening, tracking number of prospects contacted and current status of all activities.
Developing and Using a Sales System
•Accountability to the sales plan budget
–by salesperson –all other sales expense
Developing and Using a Sales System
Determine sales target goals Customer Base
Existing growth Up-sell
Markets New Customers
Developing and Using a Sales System
Sales target goals will determine the allocation of your resources Advertising Marketing Aids Personnel Operations IT
Developing and Using a Sales System
Develop specific sales strategies for each target Expectation for each person responsible
for execution Measurements and reporting systems
Developing and Using a Sales System
Purchase software to monitor sales/profit targets Evaluate results Measure progress made Measure failures and why Make necessary adjustment as needed
Developing and Using a Sales System
Identify person responsible for: Prospecting Qualifying Presentation Closing Support/Service Repeat Selling
Customer Relationship Management
How often do you contact your prospects?
How often do you interact with your customers?
Wheel of Fortune
Internet
Mailers
Emails
Referrals
Network
ing
1,000 Pieces
40 R
esponse
s
20 A
ppointm
ents
6 Qual
ity3 1
$6,000
10
5
3
2
1,00040
20
4
10
7
53
2
2
40
83
2
1
10
