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How to Use Technology to Build a World Class Field Sales Organization

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How do you as a field sales manager or salesperson reverse these trends?

Please join presenter Razi Imam, founder of Landslide Technologies, Inc. and guest speaker Russ Dworshak, Regional Sales Manager of Compressor Systems, Inc. as they talk about real-world ways to use technology to help your field sales organization sell, interact with buyers, and plan sales strategies more effieciently and effectively.

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How to Use Technology to Build a World Class Field Sales Organization

  1. 1. How to Use Technology to Build a World Class Field Sales Organization
  2. 2. GoToWebinar Attendee Interface 1. Viewer Window 2. Control Panel
  3. 3. Compressor Systems, Inc. <ul><li>CSI is a privately held company formed in 1970 </li></ul><ul><li>Specializes in the fabrication of Natural Gas compressors. </li></ul><ul><li>Business focus is Rental and Sale of various sizes of natural gas compressors. </li></ul><ul><li>Customers include oil and gas producers in the Central United States. </li></ul><ul><li>Currently employ about forty sales people </li></ul>
  4. 4. Compressor Systems, Inc.
  5. 5. Natural Gas Compressors
  6. 6. Compressor in the Field
  7. 7. Compressor Systems, Inc. <ul><li>CRM the Quest… </li></ul><ul><li>Six Sigma project to define a win/loss or close ratio for sales </li></ul><ul><li>No data to support a conclusion or plan of action </li></ul><ul><li>Need for a measurement system that was reliable & reproducible </li></ul><ul><li>University of Chicago Graduate School of Business </li></ul>
  8. 8. Compressor Systems, Inc. <ul><li>Internal Data </li></ul><ul><li>ERP generated 437 quotes with a win ratio of 81% </li></ul><ul><li>Poll of Sales people indicated CSI received 2,700 opportunities in the same period </li></ul><ul><li>Need for a measurement system that was reliable & reproducible </li></ul><ul><li>We had no records, no data, & no way to track customer requests or activity levels. </li></ul>
  9. 9. Compressor Systems, Inc. <ul><li>Vendor Selection </li></ul><ul><li>Landslide the clear winner with 7 of 9 votes </li></ul><ul><li>Two additional demos focused on specific sales activities at CSI. Two account managers remained active users of the product developing sales focused tools. </li></ul><ul><li>Product is customizable and feature loaded and will easily accomplish what we need. </li></ul>
  10. 10. Compressor Systems, Inc. <ul><li>Timeline - Internal processes 3 – 4 months - Landslide implementation ~ 3 months </li></ul><ul><li>Product rolled out at annual Sales meeting </li></ul><ul><li>Phase one included on line training in small groups </li></ul><ul><li>Critical information easily accessible, Inventory list, Automated Weekly reporting, Quick Quotes, Shared Notes, etc </li></ul>
  11. 11. Compressor Systems, Inc.
  12. 12. Compressor Systems, Inc.
  13. 13. Compressor Systems, Inc.
  14. 14. Compressor Systems, Inc. <ul><li>Sales Improvements </li></ul><ul><li>95% adoption rate </li></ul><ul><li>Cut admin time for sales by 1-2 hours/week/sales person </li></ul><ul><li>Communication between sales offices dramatically improved - provides perfect sales call memory </li></ul><ul><li>Accurate forecasting of products to be added to the fleet. </li></ul><ul><li>Product Support Sales Reps follow sold equipment with spare parts orders and other services. </li></ul><ul><li>Delinquent accounts are very visible to all involved managers. </li></ul>
  15. 15. The science of getting your field sales adopt a sales process
  16. 16. The science of getting your field sales adopt a sales process
  17. 17. The science of getting your field sales adopt a sales process
  18. 18. The science of getting your field sales adopt a sales process
  19. 19. The science of getting your field sales adopt a sales process
  20. 20. Best Practices for Field Sales <ul><li>Develop a Selling Process </li></ul><ul><li>Use Conversation Guides for Effective Interactions </li></ul><ul><li>Access Notes and Account Summary </li></ul><ul><li>Research and Prepare before your meeting </li></ul><ul><li>Outsource Your Data Entry </li></ul><ul><li>No Opinion Forecasting </li></ul>
  21. 21. <ul><li>Outsource Data Entry </li></ul><ul><ul><li>Data entry for contacts, notes, and opportunities </li></ul></ul><ul><ul><li>Updating accounts, and manage schedules </li></ul></ul>Outsource Data Entry
  22. 22. Build a Selling Process <ul><li>1 – Field Sales - Selling Process </li></ul>
  23. 23. Use Conversation Guides
  24. 24. <ul><li>4 – Monitoring Tools </li></ul><ul><ul><li>Volume of deals flowing through the production line </li></ul></ul><ul><ul><li>Velocity of deal flow </li></ul></ul><ul><ul><li>Effectiveness of the sales tools </li></ul></ul><ul><ul><li>Effectiveness of salespeople </li></ul></ul>No Opinion Forecasting
  25. 25. <ul><li>Customizable Sales Process by Industry, Sales Culture, Product and Mode </li></ul><ul><li>Identifies the best selling practices for your organization </li></ul><ul><li>Make process central to the everyday sales activities of your team </li></ul><ul><li>Selling and Conversation Tools </li></ul><ul><li>Monitoring and Research Tools </li></ul><ul><li>Buyer Management Tools </li></ul><ul><li>Outsource Data Entry to a Sales Assistant </li></ul><ul><li>Expert Guidance during the Sales Cycle </li></ul><ul><li>Pipeline Management Support </li></ul>Landslide - Field Sales Production System
  26. 26. Landslide Industry Recognition <ul><ul><li>Gartner Group </li></ul></ul><ul><ul><ul><li>“ Magic Quadrant 2009 - Visionary Sector” </li></ul></ul></ul><ul><ul><ul><li>“ Magic Quadrant 2008 – Visionary Sector” </li></ul></ul></ul><ul><ul><ul><li>“ Magic Quadrant 2007 - Visionary Sector” </li></ul></ul></ul><ul><ul><ul><li>“ Cool Vendor of the Year 2007” </li></ul></ul></ul><ul><ul><li>Frost and Sullivan </li></ul></ul><ul><ul><ul><li>“ Innovation of the Year 2007” </li></ul></ul></ul><ul><ul><li>Small Business Technology Magazine </li></ul></ul><ul><ul><ul><li>“ Product of the Year 2007” </li></ul></ul></ul><ul><ul><li>CRM Magazine Award </li></ul></ul><ul><ul><ul><li>“ One to Watch 2008” </li></ul></ul></ul><ul><ul><ul><li>“ One to Watch 2007” </li></ul></ul></ul>
  27. 27. Thank You! <ul><li>Download Landslide’s Sales Manager Toolkit! This toolkit contains expert advice for today’s sales leaders, including videos, podcasts, articles and access to ProvenPath, Landslide’s free sales process builder. Go to http://www.mylandslide.com/forms/toolkit now to register! </li></ul><ul><li>Contact us: rig Phone: 1-866-450-8522 Email: [email_address] Web : www.landslide.com </li></ul><ul><li>Download Today’s Slides www.landslide.com/webinar </li></ul>

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