milestone selling progress and milestones
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TRANSCRIPT
milestoneselling.com 1
The principle of progress and milestones
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1 2 3 4 5
Who to honor and reward?
Number of working hours Highest turnover last year Biggest sale last month Most sales activities Largest pipeline
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Traditional management vs. sales mgmt
How much you workHow hard you workHow many late hours What management thinks of
you
No sales targets
Early to bed, early to rise.Work like hell, and advertise.Coca Cola
• Lack of focus• Reactive behaviour• Low motivation
• We are used to it• No conflicts• One team
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Long term results management
Team sales quotaBreakdown per salesperson Individual yearly quotaBonus
Yearly sales quota
Instant gratification is not soon enough.Meryl Streep
• Horizon too long• Lack of urgency• Low motivation
• It’s easy• Only once per year• Laissez faire mgmt
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Short term results management
Orders per quarterSales per monthQuota index per weekEarnings per day
Monthly sales quota
When you have very short-term goals with a high payoff … people will take the low road there. They'll crowd out the longer-term interests of the organization…Daniel H. Pink
• Short-sighted sales• No horizon • When is sale ”made”
• Tangible • 100% measurable• Feels good to mgmt
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Activity management
Number of cold callsNumber of sales callsNumber of minutes on the
phone… how hard we work
Activities
Never mistake activity for achievement.John Wooden
• Activity = value?• Cheating• Conflicts
• Measurable• Ensures effort• Hands-on mgmt.
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Company Amount Date %
Sigma 100.000 Apr 70
North 250.000 Feb 80
Vision 80.000 Aug 90
Future 70.000 Oct 70
Pipeline
Pipeline management and forecasting
Who are we selling to?What are we selling?When do we expect to
close?What is the probability?
No one can forecast the economy with certainty.Jamie Dimon
• Closing postponed• Subjective• Static
• Perspective• Top mgmt report• That’s how it’s done
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Milestone Management
Is pipeline value increasing?Are leads moving? Is what we are doing now
creating success long term?Are we getting closer?
Progress
Don’t judge each day by the harvest you reap, but by the seeds that you plant. Robert Louis Stevenson
• Hard to measure• What to record?• Complicated
• Real objective• Tangible and real-time• Makes sense to salespeople
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Funnels - 3D
Placeholder for your own sub headline
Cold leads: 0%
Qualified leads: 6.25%
Meeting: 12.5%
Offer: 25%
Negotiate: 50%
Orders:100%
Milestone Sellings logik
Sales management style
milestoneselling.com
Cold
lead
s 0%
Qua
lified
lead
s : 6
.25%
Mee
ting:
12.
5%
Offe
r: 2
5%
Neg
otiat
e:50
%
Ord
ers:
100%
Milestone Sellings logik
From a different angle
milestoneselling.com
Cold
lead
s: 0
%
Qua
lified
lead
s: 6
.25%
Mee
ting:
12,
5%
Offe
r: 2
5%
Neg
otiat
e:50
%
Ord
er10
0%
30% 15% 90% 120%25%
100,000400,000800,0001,600,000 200,000
120,00060,000240,000400,000 180,000
Budget:
Realized:
Cascading budget
milestoneselling.com
30% 15% 90% 120%25%
100,000400,000800,0001,600,000 200,000
120,00060,000240,000400,000 180,000
Budget:
Realized:
Milestone Sellings logik
milestoneselling.com
40% 15% 90% 120%25%
100,000400,000800,0001,600,000 200,000
120,00060,000320,000400,000 180,000
Budget:
Realized:
+80,000
Milestone Sellings logik
milestoneselling.com
40% 25% 90% 120%25%
100,000400,000800,0001,600,000 200,000
120,000100,000320,000400,000 180,000
Budget:
Realized:
+40,000
milestoneselling.com
40% 25% 110% 120%25%
100,000400,000800,0001,600,000 200,000
120,000100,000320,000400,000 220,000
Budget:
Realized:
+40,000
Milestone Sellings logik
milestoneselling.com
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