M401 mc 05_planning
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  • 1. Planning for success Weekly structures: you control your time
    • Module 5
    Copyright 2010 | Ripple Effect Systems Ltd 1 M205
  • 2. Manage your time
    • Allocate enough time throughout your day to do all the tasks that you’re required to do.
    • Don’t let others dictate your time!
    • “ I will be available Tuesday or Thursday. Which would be more convenient for you?”
    Copyright 2010 | Ripple Effect Systems Ltd
  • 3. Reduce mental management and mind chatter
    • By using schedules you know that you’re on top of things, reducing your uncertainty and mind chatter.
    • Get completion so that you can then focus on the next call immediately.
    Copyright 2010 | Ripple Effect Systems Ltd
  • 4. Clearly understand your targets
    • Sales is a fine balance between aiming for targets and understanding what is best for your client.
    • Make sure that if you give yourself an activity or goal you know precisely what that activity or goal entails.
    Copyright 2010 | Ripple Effect Systems Ltd
  • 5. Know your numbers
    • Start with your annual target: what is your total turnover you’re shooting for this year?
    • Then work backwards: know exactly how you’re going to get there. This will keep you on track every day.
    Copyright 2010 | Ripple Effect Systems Ltd
  • 6. Difference between result & activity targets
    • Results calculator: no. of sales x price = turnover x commission% = your revenue.
    • Activity calculator: no. of leads x appointment setting% = no. of sales appointments x sales appointment% = no. of sales.
    Copyright 2010 | Ripple Effect Systems Ltd
  • 7. Types of conversion rates
    • Leads – phone appointments
    • Phone appointments : sales appointment
    • Sales appointments : sales
    • Overall conversion rate (leads : sales)
    • Breaking it down means you can notice where you go wrong.
    Copyright 2010 | Ripple Effect Systems Ltd
  • 8. Set meaningful targets
    • Breaking down your targets provides more meaning to your every-day activities.
    • Don’t become disconnected from the target.
    • Make sure that you keep on track and know each stage required to reach your target.
    Copyright 2010 | Ripple Effect Systems Ltd
  • 9. Know your sales process
    • Having clarity of your sales process is crucial in being able to lead your clients to the next stage.
    • Break down every sale into stages.
    • Do not let yourself be led by your clients.
    Copyright 2010 | Ripple Effect Systems Ltd
  • 10. Clients are looking for leadership
    • Whoever has more knowledge in a particular area is more empowered than those with less knowledge. Dr Demartini.
    • Know your product/service inside and out so that you client doesn’t lead you; you lead your client.
    Copyright 2010 | Ripple Effect Systems Ltd
  • 11. Communicate the various stages
    • Tell the client what stage you’re on and what the next stage might be.
    • If you don’t tell people where you’re leading them, their internal mind chatter will increase with suspicion, diverting their attention.
    Copyright 2010 | Ripple Effect Systems Ltd
  • 12. Ripple review
    • Manage your time and reduce mental mind chatter
    • Understand your targets and know your numbers
    • Results versus activity targets
    • Types of conversion rates
    • Set meaningful targets and know your sales process
    • Clients seek leadership so, communicate stages
    Copyright 2010 | Ripple Effect Systems Ltd