sales pipeline management time management personal goals evolution university – august 14-16 th,...
TRANSCRIPT
SALES PIPELINE MANAGEMENT
TIME MANAGEMENT
PERSONAL GOALS
Evolution University – August 14-16th, 2013
“Life all comes down toA FEW MOMENTS
This is one of them.”Bud Fox Stock Broker from the film, Wall Street (1987)
Sales Pipeline Management
What is a Sales Pipeline?
Definition A sales pipeline is a visual framework that illustrates
the amount of business you are trying to close over a period of time
Qualified prospects in the sales cycle that come from many sources such as D & B, Web leads, Service leads, Cold Calls, Phone Calls, etc…….
A lead indicator that can predict future results
Benefits of Sales Pipeline Management
Visualize your sales pipeline as a funnel thru different sales stages
Get critical insight on when and why we are winning and losing opportunities
All information is in one place (SFA) Effectively manage your opportunities Win more deals
Sales Pipeline “Moneyball” Management
Define your QBR (Quarterback Rating) Average deal size Close ratio Average days in the pipeline Average time to close New opportunities per month Average monthly pipeline size (3-1)
“Time is the primary asset.”Gordon Gekko from the Film Wall Street (1987)
“are you rich enough not to waste time?”Inspired by the film Wall Street (1987)
Time Management
ORGANIZE YOUR TIME
The money hours - time when you should be meeting with prospects
Prospecting hours - Time dedicated phone calls, cold calls. Filling the funnel with new opportunities
Follow up - Queue up and standardize frequently used follow-up emails and communications for easy distribution
Professional Development – Schedule non-money hours for sales skill development and industry and product knowledge
Time Management (Golden Hours)Monday Tuesday Wednesday Thursday Friday
6:30-7:30 Admin TimeWeekly 1 on1
Admin TimeSeeding
Admin TimeSFA Input
Admin TimeSFA Input
Admin TimeTop Account
7:30-8:30 Weekly Sales Meeting
Phone Block Phone Block Phone Block Phone Block
8:30-12:00 AppointmentsCold Calls
AppointmentsCold Calls
AppointmentsCold Calls
AppointmentsCold Calls
AppointmentsCold Calls
12:00-1:00 LunchSFA Input
LunchSFA Input
LunchSFA Input
LunchSFA Input
LunchSFA Input
1:00-4:30 AppointmentsCold Calls
AppointmentsCold Calls
AppointmentsCold Calls
AppointmentsCold Calls
AppointmentsCold Calls
4:30-5:30 Admin TimeSFA Input
Admin TimeSFA Input
Admin TimeSFA Input
Admin TimeSFA Input
Admin TimeSFA Input
5:30-7:30 Networking Group
Networking Group
Understanding the VALUE of your TIME
Sales Stats Understand and track your sales stats so you can plan
effectivelyDials to contact Qualified leads to proposal Sold
dollarsDials per hour Proposals to contracts Installed
dollarsDials to appointment Cold calls to appointment R4D4 track out
Print and post your calendar in your work space and in your car
Make a habit to make one extra call each day Use drive time for sales development, practice and
hands free phone calls
Remember Time Management Basics
Start Early Not only for the day, but the week, month and quarter
Plan Ahead Be aware of the prospects sales cycle Do your homework
Respect Time Your time and your prospects time Professionals don’t waste time and prospects respect
those who understand this – be punctual Your most valuable resource is TIME!!!!!!!
“Always bear in mind that your own resolution to succeed is more important than any one
thing.”Abraham Lincoln
“ Winning is not a some time thing; it’s an all the time thing. “
Vince Lombardi
Personal Goals
Setting Goals
Write down your goals/actions Identify your top goals /actions Identify your most important goal/action Schedule time in your week to focus on that goal Review the goal/action weekly Share your goals with someone to insure you stay
on track
4 Disciplines Of Execution
Discipline 1 - Focus on the Wildly Important Discipline 2 - Act on Lead Measures Discipline 3 - Keep a Compelling Players Scorecard Discipline 4 – Create a Cadence of Accountability
Focus on 2-3 things and make them a daily goal
WIG
Wildly Important Goal Scorecard
Examples Company Goals YTD Results Commitment Rest of Year
Cold Calls 60
Phone Calls 100
Appointments 16
Proposals 4Email/ Seeding Letters 10
CSR/CSM Synergy Days 4 per year
Contract Expiration Dates 5
Installed $’s $135
SMART goal setting
S)Specific M)Measurable A)Activity Based R)Realistic T)Time bound
12 Month Business/Personal Goals
Individual Goal Setting Take 15 minutes to write out your goals Try to come up with 5 Business goals Try to come up with 5 Personal goals
Goal Share Pick one from each list and share with the group Take back to your Manager and fine tune the list Review with Manager during Weekly 1 on 1 to insure
we are staying on track