Download - Bni business edge presentation nov 20
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BricConsultingSmart Growth for Small Business
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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
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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
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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
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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
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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:
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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
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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
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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
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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
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Questions & Answers
What questions do you have?