Foundation Certificate Programme Webinar 3 - Wed 16th March, 2011. Copyright 2010 | REV Sales Ltd
Intentions for this Session <ul><li>Know your position on the  FCP Sales Leader Board  – and where you want to be </li></u...
<ul><li>Welcome to  </li></ul><ul><li>YOUR </li></ul><ul><li>Weekly Sales Meeting </li></ul>
Agenda  Week 3 Sales Meeting - 16/3/11 <ul><li>Weekly Review   </li></ul><ul><ul><ul><li>Assignments </li></ul></ul></ul><...
1.1 WEEKLY REVIEW <ul><li>LAST WEEK’S ASSIGNMENTS </li></ul><ul><li>ACTIVITY  Complete 5 - 10 sales  calls  using a  scrip...
1.2 WEEKLY REVIEW <ul><li>FCP LEADER BOARD - Activity in week: Mon 7/3/11 - Sun 13/3/11 </li></ul><ul><li>Green = reported...
1.3 WEEKLY REVIEW <ul><li>ACTIVITY </li></ul><ul><li>PERFORMANCE  </li></ul><ul><li>RESULTS </li></ul>
2. THE SALES PROCESS <ul><li>Clients like to buy;  </li></ul><ul><li>however, they don’t want to be sold!  </li></ul><ul><...
2. THE SALES PROCESS <ul><li>What does a  Sales Process  mean to you? </li></ul><ul><ul><ul><li>Activity & Results </li></...
2. THE SALES PROCESS <ul><li>Eg:  For a Business Mentoring company </li></ul><ul><li>Refer to  Sales Process Flow Chart  f...
2. THE SALES PROCESS <ul><li>Assignment 1 - Sales Processes and Target Setting </li></ul><ul><li>Map out your Sales Proces...
3. SALES REPORTS, METRICS & TEMPLATES (Foundations) <ul><li>Current Weekly Sales Reports - what’s missing? </li></ul><ul><...
3. SALES REPORTS & METRICS (Foundations) <ul><li>Presentation rates:  of the leads you  attempted  to get through to: </li...
3. SALES REPORTS & METRICS (Foundations) <ul><li>Call Running Sheet (for a call session / campaign) </li></ul><ul><li>> Da...
3. SALES REPORTS & METRICS (Foundations) <ul><li>Assignment 2 - Call Reports and Self-Assessment </li></ul><ul><li>CALL:  ...
ANNOUNCEMENTS <ul><li>DATES FOR YOUR DIARY </li></ul><ul><li>Wed 20/4/11 -  FCP Graduation Session with Social Event </li>...
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FCP Webinar 3 - 16 March 2011

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- Sales Processes
- Reports & Metrics (Foundation level): Call Running Sheet, Daily Call Summary

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FCP Webinar 3 - 16 March 2011

  1. 1. Foundation Certificate Programme Webinar 3 - Wed 16th March, 2011. Copyright 2010 | REV Sales Ltd
  2. 2. Intentions for this Session <ul><li>Know your position on the FCP Sales Leader Board – and where you want to be </li></ul><ul><li>Understand how to map your sales process </li></ul><ul><li>Understand how to set KPI and results targets for each stage of your sales process – to get the results you want at the end of it </li></ul><ul><li>Begin to develop and report your sales pipeline </li></ul><ul><li>Begin to use daily sales reports to track and report the metrics for each stage of your sales process </li></ul><ul><li>Know how sales reports feed into your sales pipeline </li></ul>
  3. 3. <ul><li>Welcome to </li></ul><ul><li>YOUR </li></ul><ul><li>Weekly Sales Meeting </li></ul>
  4. 4. Agenda Week 3 Sales Meeting - 16/3/11 <ul><li>Weekly Review </li></ul><ul><ul><ul><li>Assignments </li></ul></ul></ul><ul><ul><ul><li>Leader Board & Weekly Sales Award </li></ul></ul></ul><ul><ul><ul><li>Group Discussion on Activity, Performance, Results </li></ul></ul></ul><ul><li>The Sales Process </li></ul><ul><li>Sales Reports & Metrics (Foundations) </li></ul><ul><li>Weekly Feedback </li></ul><ul><li>Next Week Preview </li></ul><ul><li>AOB - Announcements </li></ul>
  5. 5. 1.1 WEEKLY REVIEW <ul><li>LAST WEEK’S ASSIGNMENTS </li></ul><ul><li>ACTIVITY Complete 5 - 10 sales calls using a script that leads people through the Decision Making Cycle </li></ul><ul><li>RECORD Complete sales report for week commencing Monday and ending Sunday. </li></ul><ul><li>REPORT Submit weekly sales report by midday Tuesday for week ending Sunday to [email_address] </li></ul><ul><li>SUPPORT Work with and support your buddy in completion of this week’s assignments </li></ul>
  6. 6. 1.2 WEEKLY REVIEW <ul><li>FCP LEADER BOARD - Activity in week: Mon 7/3/11 - Sun 13/3/11 </li></ul><ul><li>Green = reported on time Blue = reported after deadline Red = not reported </li></ul>? 1 0 2 3 3 3 Madeleine 1 0 1 1 2 2 29 Gail 0 - - - 0 0 18 Ruth 0 - - - 0 0 4 (10) Maeve 0 - - - 0 0 71 Kay ? ? ? ? ? ? ? Thabi ? ? ? ? ? ? ? Eric ? ? ? ? ? ? ? Ruba ? ? ? ? ? ? ? Prasanna ? 3 1 0 4 6 6 Ade 4 2 0 2 4 8 32 Kamerine 8 5 8 3 16 24 30 Lovelda # Hrs On Calls # Maybe # No # Yes # Leads Contacted by phone # Leads Attempted by phone # Leads Name
  7. 7. 1.3 WEEKLY REVIEW <ul><li>ACTIVITY </li></ul><ul><li>PERFORMANCE </li></ul><ul><li>RESULTS </li></ul>
  8. 8. 2. THE SALES PROCESS <ul><li>Clients like to buy; </li></ul><ul><li>however, they don’t want to be sold! </li></ul><ul><li>It is your responsibility to lead a client through their Decision Making Cycle; </li></ul><ul><li>When you do this, the client feels like it’s their decision - not yours; </li></ul><ul><li>As a result, they’ll be much more committed to the taking of action and the solution available from you. </li></ul>
  9. 9. 2. THE SALES PROCESS <ul><li>What does a Sales Process mean to you? </li></ul><ul><ul><ul><li>Activity & Results </li></ul></ul></ul><ul><li>What activity is required to get 1 sale in your business? </li></ul><ul><li>Results Target: </li></ul><ul><ul><li>What £ value of total sales do you want to make in the next 4 weeks - to be reported in the last FCP Weekly Sales Meeting on 13/4/11? </li></ul></ul><ul><li>Activity Target: </li></ul><ul><ul><li>What activity is required to get this result? </li></ul></ul><ul><li>KNOW YOUR NUMBERS at each stage of your sales process for activity & results </li></ul>
  10. 10. 2. THE SALES PROCESS <ul><li>Eg: For a Business Mentoring company </li></ul><ul><li>Refer to Sales Process Flow Chart from REVsales Business Owner’s Manual - in Work Day 1 section </li></ul><ul><li>Appointment setting phone call = 10 </li></ul><ul><li>1st sales appointment = 8 </li></ul><ul><li>Meeting with Mentor = 4 </li></ul><ul><li>This activity will create 1 sale </li></ul>
  11. 11. 2. THE SALES PROCESS <ul><li>Assignment 1 - Sales Processes and Target Setting </li></ul><ul><li>Map out your Sales Process for 1 Sale </li></ul><ul><li>Work Out Your 4 Week Results Target : Total £ Sales you want to make from now until final FCP Weekly Sales Meeting on 13/4/11 </li></ul><ul><li>Work backwards to set targets for each stage of your Sales Process: </li></ul><ul><ul><ul><li>Activity Targets </li></ul></ul></ul><ul><ul><ul><li>Results Targets </li></ul></ul></ul>
  12. 12. 3. SALES REPORTS, METRICS & TEMPLATES (Foundations) <ul><li>Current Weekly Sales Reports - what’s missing? </li></ul><ul><li>My objective with each call </li></ul><ul><ul><ul><li>Eg: Make appointment / invite to webinar / get paid booking </li></ul></ul></ul><ul><li># leads on list </li></ul><ul><li># leads I attempted to call this week </li></ul><ul><li># leads I actually spoke to this week (with script) </li></ul><ul><li>Result of calls: # of YES’s / # of NO’s / # of MAYBE’s </li></ul><ul><li># of hours making calls </li></ul>
  13. 13. 3. SALES REPORTS & METRICS (Foundations) <ul><li>Presentation rates: of the leads you attempted to get through to: </li></ul><ul><ul><li>What # and % of decision makers did you actually get through to? </li></ul></ul><ul><ul><li>Influenced by: data quality, time of calling, gate keeper handing </li></ul></ul><ul><li>Response rates: of the decision makers you actually got through to: </li></ul><ul><ul><li>What # and % said: (a) yes / (b) no / (c) maybe? </li></ul></ul><ul><ul><li>Influenced by: list quality / qualification / suitability, offer, script, timing, sales technique </li></ul></ul><ul><li>Hourly rates: what are your activity and results per hour ? </li></ul><ul><ul><li>Calls attempted per hour (dials of the phone - regardless of result) </li></ul></ul><ul><ul><li>Presentations made per hour (conversations with decision makers) </li></ul></ul><ul><ul><li>Responses received per hour (yes’s / no’s / maybe’s) </li></ul></ul>
  14. 14. 3. SALES REPORTS & METRICS (Foundations) <ul><li>Call Running Sheet (for a call session / campaign) </li></ul><ul><li>> Daily Call Summary </li></ul><ul><li>> Weekly Call Summary </li></ul><ul><li>> Sales Pipeline </li></ul>
  15. 15. 3. SALES REPORTS & METRICS (Foundations) <ul><li>Assignment 2 - Call Reports and Self-Assessment </li></ul><ul><li>CALL: Attempt to get through to 15 leads in 1 day - by phone - using a script developed using the REVsales System </li></ul><ul><li>RECORD your results on the Call Running Sheet </li></ul><ul><li>SUMMARISE the Results on the Daily Call Summary Sheet </li></ul><ul><li>ASSESS your results - and make 3 self-recommendations on how you can improve your effectiveness and / or efficiency. </li></ul><ul><li>SUBMIT both reports to [email_address] by midday - Tuesday 22/3/11 </li></ul>
  16. 16. ANNOUNCEMENTS <ul><li>DATES FOR YOUR DIARY </li></ul><ul><li>Wed 20/4/11 - FCP Graduation Session with Social Event </li></ul><ul><li>OFFERS </li></ul><ul><li>REVsales Skills Profile with FREE Coach Carter DVD - £90 </li></ul><ul><li>REVsales Skills Feedback Session - 10% off in March - £135 (normally £150) </li></ul>

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