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Driving Sales In A Tough Economy

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This presentation provides practical recommendations for sales leadership to drive sustainable sales results in this extremely tough selling environment

This presentation provides practical recommendations for sales leadership to drive sustainable sales results in this extremely tough selling environment

Published in: Business, Economy & Finance

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  • 1. Actegy Consulting The Resource For Executives Addressing Sales Issues Sales Growth Specialists Facilitated by Tom Morrill, Principal Copyright © 2008 Actegy Consulting All Rights Reserved 1
  • 2.  Sales growth consulting firm founded in 1996  Focused on helping Sales Leadership drive results  Provides Workshops, Roundtables and Advisory Services  Help both large and small enterprises  Client list includes companies such as: ◦ Intel, Comcast, Sprint, Nextel and ADP ◦ Mirror Image, Diomed and Lexington Alarms Actegy Consulting Copyright © 2008 Actegy Consulting All Rights Reserved 2 www.actegyconsulting.com
  • 3.  Extreme pressure by competitors to take away existing customers  Budget constraints when adding resources  Much slower client decision making process Actegy Consulting Copyright © 2008 Actegy Consulting All Rights Reserved 3 www.actegyconsulting.com
  • 4.  Implement program to assess and address accounts at risk  Follow formal decision making process when faced with aggressive competitor discounting  Implement formal ongoing face-to-face process to demonstrate value to client Actegy Consulting Copyright © 2008 Actegy Consulting All Rights Reserved 4 www.actegyconsulting.com
  • 5. Rank accounts according to: A • Lifetime Value B • Profitability • Strategic importance C • Share of total wallet • Cost to serve Account Risk Assessment / Action Plan Assess account risk / Action plan: Account Name Ranking Risk level A • Ranking / importance Relationship rating High Annual $ $200k Products Product A • Current competitive threats Total budget $500k % share of budget 40% • Revenue / profit contribution Action Plan • Relationship rating • Assign our division president as executive liaison • Perform detailed account review with client • Next steps (i.e. add account manager) • Invite them to Client Advisory Council • Offer additional implementation resources no charge Actegy Consulting Copyright © 2008 Actegy Consulting All Rights Reserved 5 www.actegyconsulting.com
  • 6. Competitor offers lower price or new low price product Your other Response costs less Can chose to No No Yes No markets than sales loss Discount discount or not Competitor willing threatened to go even lower Yes Yes Value of No market No Multiple discounts justifies required and you discount still do not lose Yes money Yes Discount Discount Actegy Consulting Copyright © 2008 Actegy Consulting 6 www.actegyconsulting.com All Rights Reserved
  • 7. Performance Executive Summary Financial • Meet with their leadership team Dashboard • Voice Units ARPU • Churn Rate • Gross/Net Adds • Data Revenue • Performance to Quota/Plan • Demonstrate your value • Total ARPU • Revenue for data Financial Performance • EBITDAM • Actual unit growth voice One Page Overview • EBITDA • VPL Contract Status Of Key Metrics • Review your results • Attainment of Commitment • Lifetime Value Level • Executive level penetration NAM Working Dashboard • Their initiatives • Penetration Vs Goal Satisfaction • They rate your company Financial Performance • Network Issues • Billing Issues • Insight into your new products • Open customer support cases Satisfaction Viability • CSI Rating Executive Summary Metrics + • Schedule quarterly or monthly Additional Metrics • Your senior executive attends Actegy Consulting Copyright © 2008 Actegy Consulting All Rights Reserved 7 www.actegyconsulting.com
  • 8.  Use a cost-effective process to deploy resources  Increase capacity by increasing selling time  Focus performance improvement activities on the right members of the team Actegy Consulting Copyright © 2008 Actegy Consulting All Rights Reserved 8 www.actegyconsulting.com
  • 9. Actegy Consulting Copyright © 2008 Actegy Consulting All Rights Reserved 9 www.actegyconsulting.com
  • 10. Before After Travel Selling Time Travel Selling Time Customer Svc Customer Svc Admin. Admin. Lead Gen. Lead Gen. Activities That Can Increase Selling Time • High / Low-tech tools • Reallocation of resources • Training • Redefining territories • Adding lower cost staff • Reallocation of accounts Actegy Consulting Copyright © 2008 Actegy Consulting All Rights Reserved 10 www.actegyconsulting.com
  • 11. Tier 4 Tier 3 Tier 2 Tier 1 Management disciplines Clear metrics Performance plans Bottom 20% Lower 30% Upper 30% Top 20% Accountability Manage out Low success rate High probability for improvement Actegy Consulting Copyright © 2008 Actegy Consulting All Rights Reserved 11 www.actegyconsulting.com
  • 12.  Adjust sales process, evaluate enterprise pipeline and modify goals if necessary  Evaluate each opportunity and don’t waste ongoing resources on extremely delayed decisions  Create a sense of urgency through sales dialogue with client Actegy Consulting Copyright © 2008 Actegy Consulting All Rights Reserved 12 www.actegyconsulting.com
  • 13. Re-define length of customer buying process Contact Discover Propose Negotiate Close Original sales plan = X months vs. Actual results = Plan plus 3 months Goals must be realistic Re-assess Enterprise $32.5M Sales Pipeline Director Director Director Director $10M $10M $10M $2.5m Prospect Rep Rep Rep Rep $2.5M $2.5M $2.5M $2.5M Propose Rep Rep Rep $2.5M $2.5M $2.5M Rep Rep Rep Close $2.5M $2.5M $2.5M Rep Rep Rep $2.5M $2.5M $2.5M Actegy Consulting Copyright © 2008 Actegy Consulting All Rights Reserved 13 www.actegyconsulting.com
  • 14. Prospect • Re-deploy resources • Don’t try to close if not ready • Don’t offer discounts to “close now” Propose • More time for lead generation • Incentives for client penetration Close • Don’t waste organizational time Actegy Consulting Copyright © 2008 Actegy Consulting All Rights Reserved 14 www.actegyconsulting.com
  • 15. Department Pain Opportunities Questions to be Asked SERVICE • ERO • What is the impact of being unable to . . .” • What is that costing in terms of money, time and productivity? Situation Impact Solution ROI • How often does it No electronic 10 person hours lost Part Scan happen? Eliminate manual receiving monthly = $ “X”: receiving: PARTS • Inventory Reconciliation • Manually receiving • Reduce parts Receiving labor cost by 20 • Correcting person hours inventory issues monthly • = $ “X” savings • Accurate ordering Actegy Consulting Copyright © 2008 Actegy Consulting All Rights Reserved 15 www.actegyconsulting.com
  • 16. To contact us: Actegy Consulting (800) 274-0921 (978) 360-6670 43 Millpond North Andover, MA 01845 www.actegyconsulting.com Copyright © 2008 Actegy 16 Consulting All Rights Reserved