scaling sales developement
TRANSCRIPT
Jakob Thusgaard, YourSales
360 Sales Professionals
61 Countries
Founder & CEO
2 Years in business
<Links/>
www.yoursales.com
www.linkedin.com/in/thusgaard
YourSales Regional Split
DACH (Germany, Austria,Switzerland)United States - Coast to Coast
France
Benelux
Nordics (DK, FI, NO, SE)
United Kingdom
(Animated)
Year: 10.000 B.C. (Ice Age)
Organisation: Tribal structure
Chief
Tool MakersGatherersHunters
Guru
The story about the
mammoth
Mammut)
The Guru’s cunning
plan…
Speed = 15 km/t Distance = 10 meters
Chief
Mission
Survival
Line of businessHunt
Mammot
hs
CapabilitiesMove
QuicklyHit Target
Tools
Feet Spear
Hit Target
Mammot)
The Guru’s new cunning
plan…
Speed = 15 km/t Distance = 10 meters
Line of business
Capabilities
Tools
Chief
Speed = 15 km/t Distance = 10 metersSpeed = 30 km/t Distance = 20 meters
Mission
Survival
Hunt
Mammot
hs
Move
Quickly
Hunt
Mammot
hs
Hunt
Deer
Feet SpearBow and
Arrow
Performan
ce
Analytics
Mammot)
The Sales Director’s
cunning plan…
Line of business
Capabilities
Tools
CEO
MissionMarket
Leader
Hunt
Mammot
hs
Lead
Generatio
n
Hunt
Mammot
hs
Sell New
Product
Sales
ProcessSpearSales
Technique
s
Sales
Tools
Know Your Numbers
Budget * Authority * Need * Timing * Access = Win Rate
– Budget 0,4
– Authority 0,5
– Need 0,8
– Timing 0,3
– Access 0,05
– Win Rate 0,0024
• Sales is a numbers game...
How to Scale vs Time ?
• You need a Lead
Generator to gear
your profits !
• Do you have one
today?
– In-house / Out
sourced
– 100% Sales
Commission vs.
Retainer fee/Base
Salary
Take-aways
1. Sales Organization Awareness
2. Know Your Numbers
3. Scale sales through lead generation
– Number of leads
– Average Deal Size
– Conversion rate
– Time to close
<Links/>
YourSales Bag o’ Trickshttp://tools.yoursales.com
Jakob Thusgaard
Founder & CEO, YourSales
Mobil: +31 646233271
E-mail: [email protected]
LinkedIn:
www.linkedin.com/in/thusg
aard
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