BricConsulting presentation on Sales Processes for BNI Business Edge on November 20th

1. BricConsulting
Smart Growth for Small Business

2. November 20th 2014
Aggeennddaa Tooddaayy
2
 Stages of the Sales Function
 Checklist on a High Performing Sales Team
 Good Sales Technique
 Setting Objectives
 Sales Management
 BricConsulting
 Good Referrals

3. November 20th 2014
Stages of Sales Function
3
Early Beginning Team
Team
Building
Fully
Developed
Mature
• Owner
does sales
• No formal
process
• No
manager
• ======
• More sales
needed
• More focus
on other
parts of
business
• One Sales
Person
• No formal
process
• No
manager
• =====
• More sales
needed
• Need to
grow
business
• Two to ten
sales team
• Some rules
in place,
territories,
etc
• Need
manager
• =======
• Toes being
stepped on
• Efficiency
and
performance
are priorities
• Five to
twenty sales
team
• Formal
process in
place
• Manager in
place
• =======
• Focus on
training ,
retention,
performance
and
techniques
• Twenty plus
team
• Director &
managers in
place
• Sylos in
place
• =======
• Focus on
retention,
reward,
performance
• Fighting for
resources
• Large Team
• Hierarchy in
place
• Efficiency &
Effectiveness
• Management
• ========
• Focus on de-centralization
• Performance
improvement
• Results

4. Checklist for Sales Function
November 20th 2014
4
 This is just a simple checklist to see if you have a fully performing sales
function regardless of your stage
 Sales Targets Set
 Canned approach
 Canned Proposals
 CRM
 Sales Processes
 Sales tools
 Full Funnel
 Training
 Compensation
 Annual targets
 Quarterly targets
 Monthly targets
 Weekly targets
 Activity Lists
 Objections action plan
 Personal Style
 Call strategy meetings
 Daily Sales huddle
 Weekly Sales meeting
 Negotiation Strategy
 Actions from funnel

5. November 20th 2014
Good Sales Technique
5
 Have sales systems and processes
 Have detailed plans to the finest detail
 Sell differently to different personality types
 Be canned, be planned, be prepared
 Be different, be unique and be remembered
 Know your competitive advantage, it’s not price
 Know the objections, have answers

6. November 20th 2014
Setting Objectives
6
 Plan and Prove, Work Backwards
 Annual Targets (fit budget/strategy)
 Quarterly Targets (examine cycles historic & future)
 Monthly Targets (examine cycles # of weeks /holidays)
 Weekly Targets (Do the # add up)
 This method or setting targets ensure realism, easy monitoring
and the ability to react quickly
 Example:

7. Setting Objectives- Example .
November 20th 2014
7
 As Manager you want to see $1 million in sales from this salesperson
Target Amount
Annual $1 million
Q1 Q2 Q3 Q4
Quarterly $300K $400K $200K $100K
J F M A M J J A S O N D
Monthly 90 100 110 100 150 150 50 50 100 50 40 10
First Quarter weeks
Jan Feb March
Weekly 5 20 35 30 25 25 25 25 20 25 0 20 25
Vacatio
n
New
Years
Trade
Show

8. Coaching
November 20th 2014
Sales Management
8
 When do you first need it
 5- 10 salespeople
 Stepping on toes
 What is must cover
 Create a culture
 Meeting structure
 Information systems
 Human Resources
 Compensation
 Coaching
 Hiring
 Motivating…
Effort Efficiency
Empowerment Effectiveness

9. Experienced Growth/Turn-around Business Leader
November 20th 2014
9
Help SME increase revenues & quality while
decreasing costs through planning and process
 Fixed Pricing & Flexible Pricing Plans
 Process Oriented Approach
 Strategy
 Advisor for Start Ups
 2nd set of eyes
 New Business Development
 QuickSet- Product Launch
 Operational Effectiveness
 Reduce Costs / Increase Quality
Discovery
Solution
Plan
Implement
Experienced Growth/Turn-around Business Leader
By the Hour
By the Hour

10. November 20th 2014
Who is a Good Referral
10
 Small Medium Business Owner
 Growing their business
 Value oriented – think in terms of ROI
 Any Industry
 New Businesses
 Launching a new product
 Launching into a new industry
 Advisor or leader
 Sales Leadership
 Hiring first sales person
 Hiring 5th sales person, need sales management
 Issues with sales team- retention, performance , efficiency, etc

11. November 20th 2014
Questions & Answers
11
 What questions do you have?