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E womennetwork 040910 with links
E womennetwork 040910 with links
E womennetwork 040910 with links
E womennetwork 040910 with links
E womennetwork 040910 with links
E womennetwork 040910 with links
E womennetwork 040910 with links
E womennetwork 040910 with links
E womennetwork 040910 with links
E womennetwork 040910 with links
E womennetwork 040910 with links
E womennetwork 040910 with links
E womennetwork 040910 with links
E womennetwork 040910 with links
E womennetwork 040910 with links
E womennetwork 040910 with links
E womennetwork 040910 with links
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E womennetwork 040910 with links

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presentation given to eWomen Network in Houston, TX on 4/9/10 Strategies for Managing Your Sales Activities

presentation given to eWomen Network in Houston, TX on 4/9/10 Strategies for Managing Your Sales Activities

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Transcript

  • 1. eWomenNetwork Strategies for Managing Your Sales Activities Presented By: Misty Khan Advena Artemis Friday, April 9, 2010
  • 2. Presentation Outline
    • Background
    • Establishing Goals
    • Sales Process
    • Outlook Tools
    • Outlook Add-in Tools
  • 3. Background
    • Native Houstonian
    • Engineering/Environmental Management
    • Sales & Business Development Consulting
    • Artemis – Consulting / Needs Assessments, HuntressPro software
    • Aerospace, Petrochemicals, Energy, IT, Entrepreneurs
  • 4. Establishing Goals
    • Have you established annual goals?
    • Are they measurable?
    • What KPIs do you track to measure goal achievement?
    • How do you generate KPIs and where do you store the data?
    • How often do you look at KPI data?
      • Average monthly revenue of $10,000
      • Add 4 new retainer clients (1 per quarter)
      • Obtain 90% on time delivery
      • Reactive: Monthly Revenue / Proactive: Revenue Forecasting
      • Reactive: Client report / Proactive: Prospecting activity tracking
      • Average monthly projected revenue
      • Average number of contacts per week
      • Pipeline spreadsheet / Excel
      • Journal entries / Outlook or any CMS
  • 5. Sales Processes
    • Where do you get your leads?
      • Networking meetings, social media, client referrals, direct mail, cold calling, etc.
    • How do you follow up?
      • Email, hand written notes, phone call, LinkedIn invitation, Newsletter addition
    • How do you qualify a lead?
      • Pain with current situation, new goals, established budget, target market matrix
  • 6. Basic Software Tools
    • Outlook Folders – Inbox, Sent Items, Contacts, Calendar, Tasks, Journal
    • Inbox/Sent Items – Activities tab
    • Contacts – Follow Up Management
    • Calendar – Schedule tasks, Color Code , Billable hours & mileage
    • Tasks – Franklin system mapping
    • Journal – Activity Tracking
  • 7. Add-In Tools
    • Simply File (organize email)
    • HuntressPro (manage follow up activity, forecasting)
    • TwinBox (merge Twitter with Outlook)
    • NutShell Mail (manage multiple email and social media accounts)
  • 8. Links: Revenue Forecasting
  • 9. Links: Prospecting Activity Tracking
  • 10. Links: Number of Contacts per Week
  • 11. Links: Today’s Call List
  • 12. Links: Color Code
  • 13. Link: Billable Hours Arrow-Tip #13 Can Outlook Help Me Track Billable Hours? http://arrow-tips.com/archives/130
  • 14. Link: Mileage Arrow-Tip #30 Using the Outlook Calendar to Record Mileage http://arrow-tips.com/archives/340
  • 15. Link: Franklin System Mapping Arrow-Tip #28 Using Outlook to Help Achieve Your Personal and Business Goals Part III http://arrow-tips.com/archives/305
  • 16. Links: Activity Tracking
  • 17. Questions

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