Sales management with milestones generates better results You can't manage salespeople retroactively. Milestone Selling visualizes in real time if your salespeople are generating the short-term progress through the sales process that is needed to reach your quota long-term. Free E-book: www.leadyourleads.com

1. milestoneselling.com 1
The Sales
Manager´s
Milestones

2. milestoneselling.com
1 2 3 4 5
Who to honor and reward?
 Number of working hours
 Highest turnover last year
 Biggest sale this month
 Most sales activities
 Largest pipeline

3. milestoneselling.com
Traditional management vs. sales mgmt
How much you work
How hard you work
How 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

4. milestoneselling.com
Long term results management
Team sales quota
Breakdown per salesperson
Individual yearly quota
Bonus
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 quarter
Sales per month
Quota index per week
Earnings 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 calls
Number of sales calls
Number 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

9. milestoneselling.com
Funnels - 3D
Placeholder for your own sub headline
Qualify: 0%
Schedule: 6.25%
Interview: 12.5%
Present: 25%
Offer: 50%
Deliver:
100%
MilestoneSellingslogik
Sales management style

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Qualify:0%
Schedule:6.25%
Interview:12.5%
Present:25%
Offer:50%
Deliver:
100%
MilestoneSellingslogik
See things differently

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Qualify:0%
Schedule:6.25%
Interview:12,5%
Present:25%
Offer:
50%
Deliver:
100%
30% 15% 90% 120%25%
100,000400,000800,0001,600,000 200,000
120,00060,000240,000400,000 180,000
Quota:
Realized:
The cascading sales quota
Interest
Welcome
Need
Want
Buy

12. milestoneselling.com
30% 15% 90% 120%25%
100,000400,000800,0001,600,000 200,000
120,00060,000240,000400,000 180,000
Quota:
Realized:
MilestoneSellingslogik
Interest
Welcome
Need
Want
Buy

13. milestoneselling.com
40% 15% 90% 120%25%
100,000400,000800,0001,600,000 200,000
120,00060,000320,000400,000 180,000
Quota:
Realized:
+80,000
MilestoneSellingslogik
Interest
Welcome
Need
Want
Buy

14. milestoneselling.com
40% 25% 90% 120%25%
100,000400,000800,0001,600,000 200,000
120,000100,000320,000400,000 180,000
Quota:
Realized:
+40,000
Interest
Welcome
Need
Want
Buy

15. milestoneselling.com
40% 25% 110% 120%25%
100,000400,000800,0001,600,000 200,000
120,000100,000320,000400,000 220,000
Quota:
Realized:
+40,000
MilestoneSellingslogik
Interest
Welcome
Need
Want
Buy

16. milestoneselling.com
Foryderligereinformation
Milestone Selling
Brian Stahlhut Christiansen
bsc@milestoneselling.dk
FREE E-book at:
www.leadyourleads.com