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Principles of sales leadership spm
 

Principles of sales leadership spm

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The first in a series of sales leadership presentations. This presentation discusses the importance of a sales process and what a sales process really is.

The first in a series of sales leadership presentations. This presentation discusses the importance of a sales process and what a sales process really is.

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    Principles of sales leadership spm Principles of sales leadership spm Presentation Transcript

    • Principles of Sales Leadership
      Sales Process and Methodology
      David W. Keelan
      April 2011
    • Why this presentation?
      You might be surprised to learn that many sales organizations (even Fortune 100s) do not have a formal sales process. To a sales professional and sales leader this would be absurd and you would be right.
      A sales process is critical to most functions of a sales organization.
      Failure to implement a process is an invitation to mediocrity or worse.
    • What is a sales process
      A methodology that defines the steps of the sale.
      It is customized based on the unique variables of:
      Product and/or service
      Company
      Culture
      Tools
      Senior Leadership
      Market
      Customer
    • Elements of a Sales Process
      The funnel
      Sales cycle
      Prospecting and activity
      Qualifying opportunities
      Customer Decision Cycle
      Funnel Audits
      Training and Development
      Performance Management
      Culture
      Consistency
      Leading Indicators
    • The Funnel
      A sales cycle is often illustrated as a funnel.
      It is not the whole process.
      It is only the numbers
      • Prospect
      • Lead
      • Qualify
      • Needs review
      • Solution match
      • Opportunity
      • Decision process
      • Budgeted
      • Opportunity
      • Timing
      • Close
    • The Sales Cycle
      Defines the steps of a sale
      Must be aligned with the customer’s decision making process
      Tracks leads and opportunities
      As a leading indicator it informs the rep and management if there are enough leads and opportunities to meet and exceed goals
      Can the representative explain why each opportunity is an opportunity and why it is in that stage.
      This is actionable data
    • The Funnel
      Are their enough leads and opportunities
      Is the rep producing enough activity
      Is it understood how to define a qualified opportunity
      Is it real
      Are we speaking to the decision maker/s (people in the know)
      Is their a need/problem
      Is their a solution you can provide
      Is their a better solution
      Who else is trying to meet the need or fix the problem
      Is their a desire to fix the problem
    • Making a Decision
      Do we understand how the customer makes decisions?
      Who makes the decision
      Who influences the process
      Who sets the budget
      Is there a budget?
      Is there a time frame
    • Funnel Audits
      It is important to ensure that everyone understands the sales process for an effective one on one funnel audit.
      A sales manager must be able to conduct an effective audit based on the company sales process and methodology
      Are all opportunities in the funnel
      Are the opportunities real
      Are their enough opportunities to meet future goals
      Can the rep defend the sales cycle
      Can the rep defend the forecast
      Identify issues
      Ask the right questions
    • Training and Development
      Funnel Audits will reveal:
      Training and development opportunities
      Sales skills
      Qualifying
      Closing
      Forecasting
      Performance Issues
      Adequate prospecting and other sales activity
      Marketing Effectiveness
    • Culture
      The entire organization must be trained in the sales process
      Reps
      Managers
      Directors
      Executives
      HR
      A sales process that is not enforced at every level is not a sales process
      Reps and Managers must have clear expectations
      Managers must have the support of leadership to ensure:
      Buy in at the rep level
      Compliance
    • Consistency
      An effective and adaptable sales process and methodology ensures consistency across sales teams
      A leader can review the funnel and a forecast understanding which questions to ask
      Clear expectations are set across the organization
      Assists in training and on boarding new employees
      Every stakeholder will learn to understand the funnel and trust the forecast
    • Leading Indicators
      Sales and Revenue Forecast
      Proper sales activity
      Future training needs
      Performance Management
      Turn over
      Capital and operating budget requirements
      Inventory forecast
      Work Force Management requirements
    • Principles of Sales Leadership
      Sales Process and Methodology
      David W. Keelan
      April 2011