eWomenNetwork Strategies for Managing Your Sales Activities Presented By:  Misty Khan Advena Artemis Friday, April 9, 2010
Presentation Outline <ul><li>Background </li></ul><ul><li>Establishing Goals </li></ul><ul><li>Sales Process </li></ul><ul...
Background <ul><li>Native Houstonian </li></ul><ul><li>Engineering/Environmental Management </li></ul><ul><li>Sales & Busi...
Establishing Goals <ul><li>Have you established annual goals? </li></ul><ul><li>Are they measurable? </li></ul><ul><li>Wha...
Sales Processes <ul><li>Where do you get your leads? </li></ul><ul><ul><li>Networking meetings, social media, client refer...
Basic Software Tools <ul><li>Outlook Folders – Inbox, Sent Items, Contacts, Calendar, Tasks, Journal </li></ul><ul><li>Inb...
Add-In Tools <ul><li>Simply File (organize email) </li></ul><ul><li>HuntressPro (manage follow up activity, forecasting) <...
Links: Revenue Forecasting
Links: Prospecting Activity Tracking
Links: Number of Contacts per Week
Links: Today’s Call List
Links: Color Code
Link: Billable Hours Arrow-Tip #13 Can Outlook Help Me Track Billable Hours? http://arrow-tips.com/archives/130
Link: Mileage Arrow-Tip #30 Using the Outlook Calendar to Record Mileage http://arrow-tips.com/archives/340
Link: Franklin System Mapping Arrow-Tip #28 Using Outlook to Help Achieve Your Personal and Business Goals Part III http:/...
Links: Activity Tracking
Questions
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presentation given to eWomen Network in Houston, TX on 4/9/10 Strategies for Managing Your Sales Activities

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E womennetwork 040910 with links

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

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