milestone selling: proactive pipeline leadership

milestoneselling.com 2

PROACTIVE PIPELINE LEADERSHIP IN B2B SALES ORGANIZATIONS

Drive Business Development

milestoneselling.com

Three Challenges in B2B Sales Management

CRMUser Adoption• SimpleandEasy• MakeSenseforUser• Valuable• EnableLeadership

SalesStrategyExecution• HuntingvsFarming• UrgentvsImportant• Focus• LineofSight

SalesGoalAlignment• Accountability• Motivate• DriveandLead• Urgency

3


Clear& RealTime LeadIndicator Result

Indicative

4

Elements of Motivating and Meaningful Sales Metrics


Clear & Real Time?▪One Target ▪Always Visible ▪Constantly Discussed ▪Easy to Understand

5


Lead Indicator?

▪Instant Gratification ▪Something to Be Proud Of ▪Drive Urgency ▪Influenceable ▪Long Sales Cycle


Result Indicative?▪Business Value ▪Amounts ▪Revenue or profit


A New Perspective on Sales Leadership

LeadIndicato

rResultIndicati

ve

Clear&RealTime

8


Prospecting

QualificationNeedsAnalysis

Closed&Won

Year Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

Proposal

ValueProposition

Sales Quotas

BeingBusyClutter

UrgentStuff!


Sales Quotas are Lag Indicators▪Quotas are easy to measure

▪Delayed gratification ▪Driving looking in rearview mirror ▪Not influenceable



LeadIndicato

rResultIndicati

ve

Clear&RealTime

11

SalesQuotas:• Revenue/Profit• Long/ShortTerm• Individual/Team


ColdCalls

Visits

Presentations

Results?

January February March April May June

Numberofactivities

Time

Activity Metrics


Activity Metrics are not Result Predictive▪Disconnect between activity and achievement ▪Working hard or wasting time

▪Constant source of discussion and frustration

▪Imprecise definitions



LeadIndicato

rResultIndicati

ve

Clear&RealTime

14

ActivityMetrics:• ColdCalls• Visits• Presentations



Pipeline/Forecast is neither Clear or LeadCompany Solution Amount Probability Closingdate

WineryCo. Products $150,000 50% 1month

DownTownLaw Services $80,000 80% 8months

SuperSoftware Consulting $210,000 40% 4months

InternationalBrokers Consulting $70,000 90% 4months

UptownMarketing Products $130,000 30% 12months

TechnologyCo. Services $80,000 50% 10months

CleaningSuperfast Services $140,000 80% 18months

AlwaysAccountants Consulting $130,000 40% 5months

ManagementConsultants Services $90,000 60% 9months

15

Gonecold–Nodecision–Notdeleted

Alwayspostponed

Whosetsthesepercentages?


Pipeline/Forecast is neither Clear or Lead▪Ferrari 250GTO – no speedometer

▪Size of pipeline is irrelevant ▪Looking at the wrong needle



LeadIndicato

rResultIndicati

ve

Clear&RealTime

17



PipelineMgmt:• Opportunities• WeightedValue• Reporting


Progress▪Momentum

▪Advancement ▪Milestones

▪Next Step



LeadIndicato

rResultIndicati

ve

Clear&RealTime

19



PipelineMgmt:• Opportunities• WeightedValue• Reporting

ProactivePipeline:• Movement• Milestones• Advancement


Prospe

cting:0%

Qua

lification:6.25%

NeedsAna

lysis:12.5%

ValueProp

o:25%

Prop

osal:50%

Closed

/W

on:

100%

MilestoneSellingslogikProactive Pipeline Leadership


Prospe

cting:0%

Qua

lification:6.25%

NeedsAna

lysis:12,5%

ValuePropo

:25

%

Prop

osal:

50%

Closed

/W

on:

100%

30% 15% 90% 120%25%

100,000400,000800,0001,600,000 200,000

120,00060,000240,000400,000 180,000

Cascading Quota:

Movement:

Interest

Qua

lified

Busine

ssCase

R.F.P.

Signature

Proactive Pipeline Leadership


30% 15% 90% 120%25%

100,000400,000800,0001,600,000 200,000

120,00060,000240,000400,000 180,000

MilestoneSellingslogik

Interest

Qua

lified

Busine

ssCase

R.F.P.

Signature

Proactive Pipeline LeadershipCascading Quota:

Movement:


40% 15% 90% 120%25%

100,000400,000800,0001,600,000 200,000

120,00060,000320,000400,000 180,000

+80,000

MilestoneSellingslogik

Interest

Qua

lified

Busine

ssCase

R.F.P.

Signature

Proactive Pipeline LeadershipCascading Quota:

Movement: Management

• Quotas: Lag Indicators

• Activities: Not Result Indicative

• Pipeline: Unclear

Proactive Pipeline Leadership

✓ Lead Indicators

✓ Result Indicative

✓ Clear & Real Time


Procter & Gamble ▪Reps are now exceeding quotas ▪Enabling sales management ▪Motivates sales reps ▪ ”It really works”

First Hotels▪ +33% Business Development ▪No loss of recurring revenue ▪Could not have been done with out

Milestone Selling. It’s easy and fun!


ENGAGE• Engage

Reps• Reflect• Realize

need• Commit

totheidea

CLARIFY• Set

Quotas• Break

down:• NewBiz• Cross

sales• Win

back• Recurr.

rev

DESIGN• Process• Stages• Conversio

ns• Milestone

s

SETUP• Download• Setup• Follow

guide

TRAIN• Train

users• E-book• Online• Simple

LEAD• Measure

Progress• Discuss

Milestones

• Momentum

• NewCulture

27

Roadmap to Proactive Pipeline Leadership


Proactive Pipeline Leadership – How It Works

A New Leadership Perspective▪Keep focus on milestones ▪All milestones are equally

important! ▪Run competitions on early stages ▪Praise and honor improvements on

milestone scores

Periodic Milestone Meetings▪Report on last week/months

commitment. ▪New commitment: ▪What is the one thing you can

do that will have the biggest impact on your milestones this week? ▪How would that help? ▪When have you scheduled time

for that one thing?

28


Foryderligereinformation

MilestoneSellingBrianStahlhutChristiansenbsc@milestoneselling.com

FREEE-bookat:www.leadyourleads.com

w w w . d o b l e g r o u p . c o m

THANK YOU

w w w . d o b l e g r o u p . c o m

@doblegroup /doblegroup /+doblegroup

Company/doble-group-llc doblegroup /DobleGroup

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Doble Group, LLC

Doble Group, LLC is a boutique consulting firm that focuses on improving commercial business results through CRM solutions and the alignment of the organization, its processes and teams for success. We deliver our services through highly customized consulting, training and coaching programs and the world’s #1 CRM technologies.