Deck For Ec Sell Webinar Jan 2012

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The latest webinar from Mark Sellers, hosted by EcSell Institute, on how to maximize the value of the funnel in lead conversion, qualification, and overall funnel management

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  • What’s at stake, what are research companies finding CSO Insights dynamically detecting changes in the pipeline number 1 area of improvement; Best in Class pressures 29% of best in class respondents said lack of pipeline visibility was critical; HP global process first thing they did was define customer buying process
  • Don’t let data speak for itself meaning managers still need to coach! They need to probe to learn the reasons for the behaviors they’re trying to change, need to know if behaviors are motivation driven, or lack of training, or other
  • Might need updating based on changing product/service lines, market conditions like heavier RFP
  • Actions should be specific to the gap if one exists
  • Goes back to 3rd principle earlier facilitate executionVeterans want coaching but they might be reluctant to admit itMake it easier for your veterans to ask for and get coaching Your role is to help them make time to work ON the game, not in it
  • Deck For Ec Sell Webinar Jan 2012

    1. 1. 5 Funnel Management Coaching Mistakes to Avoid in 2012 Presented by Mark Sellers and hosted by EcSell Institute© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    2. 2. “A terrific book!” Gerhard Gschwandtner, Publisher Selling Power Magazine© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    3. 3. A global client list© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    4. 4. Best Practices• Use funnel to define customer buying process• Creating global processes to manage the funnel• Commit to institutionalizing selling to customer buying process© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    5. 5. Top management has ownership to process “Every salesperson in the company, up the entire chain of management, is accountable for the completeness and accuracy of the pipeline. Incomplete or false data leads to bad business decisions and puts our business at risk.” Andy Mattes, President© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    6. 6. Do you know how your customers buy?© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    7. 7. Stages Why the funnel? Need funding alternatives purchase© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    8. 8. Align your selling with customer buying Customer actions Seller actions© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    9. 9. We created the funnel that defines the customer’s buying process© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    10. 10. We’re a process solution, not training This is how you institutionalize the right selling behaviors© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    11. 11. Mistake 1: Assuming that defined funnel stages drives the right selling behavior© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    12. 12. Solution• Use the intent of the stage definition to drive dialogue• Do spot ‘deal reviews’• Train© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    13. 13. Mistake 2: Making time for forecasting calls, but not for ‘funnel’ calls© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    14. 14. Solution• Separate forecasting calls from funnel health calls• Focus Audit on ‘Nonviable’ section of funnel© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    15. 15. Questions to ask• How has your funnel changed over the past 30 days?• For opportunities that moved stages do you know why that happened? What did the customer commit to for the opportunity to move stages?• Did you add new Stage 1s? What was the lead source?• How many new customers did you add to the funnel vs new opportunities from existing customers?• Did you complete 100% of your action items from the last Funnel Audit?© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    16. 16. Mistake 3: Thinking that a CRM solution fixes a sales process problem© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    17. 17. Solution• If you haven’t yet implemented CRM…• If you have implemented CRM…• Don’t let the ‘data’ speak for itself© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    18. 18. Questions to ask• Not yet implemented • Have implemented CRM CRM – Do my people have the right – How can I help my funnel reports? salespeople gain insight – Is CRM giving them insight into their funnel health? or just visibility? – Where would CRM help – Is CRM making Funnel then better manage their Audits (eg inspections) funnels? easier to do or harder? – What can I do to keep the – Am I having funnel health focus on the process, not calls or just forecasting the CRM when we get it? calls?© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    19. 19. Mistake 4: Managing all of your reps to a 3X expectation© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    20. 20. 36M 11.8M© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    21. 21. 36M 9M© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    22. 22. 36M 5.4M© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    23. 23. Solution• Know the true win rate of each rep• Use it to create more credible 30 day funnel action plans• Update regularly© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    24. 24. Action Plan • Each Funnel Audit leads to a specific 30–60 day Action Plan • Priorities and time management are identified© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    25. 25. Action Plan• Goals – Ex: Find €400,000 of TVR in next 30 days• Actions – Ex: Convert 3 of my Stage 2s to Stage 3, totalling €400,000 of funnel value TVR© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    26. 26. Mistake 5: Your veterans do not need coaching© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    27. 27. Solution• Veterans want coaching• Be mindful of your approach to coaching veterans• Going to the driving range© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    28. 28. We’re a process solution, not training This is how we institutionalize the right selling behaviors© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
    29. 29. Learn more – Mark Sellers Website/Blog Email funnelprinciple.com mark@breakthrough- blog.funnelprinciple.com sales.com Phone Twitter 614.571.8267 @funnelprinciple© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com
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