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milestoneselling.com 1
How do you lead?
milestoneselling.com 2
Long term + results
milestoneselling.com 3
Year Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Short term + results
milestoneselling.com
Short term + activities
4
Phone calls
Sales calls
Offers
Results?
Januar
y
February March April May J...
milestoneselling.com
Short term + progress
5
Focus
Activities
 First cold call
 Canvas
 Sales call
 Presentation or de...
milestoneselling.com
Four levels of sales management
6
milestoneselling.com 7
Longterm+Results
• Challenge:
• Confusing
• Unclear
• No urgency
• Why anyway?
• Easy
• Used to
• S...
milestoneselling.com
How do you manage sales?
We asked more than 300 sales organizations
0%
5%
10%
15%
20%
25%
30%
35%
40%...
milestoneselling.com
6%
28%
44%
22%
How is the management method working for you?
Perfect. It is of great value to us.
It ...
milestoneselling.com
Foryderligereinformation
FREE E-book at:
www.milestoneselling.com
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Milestone selling lead your leads

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Milestone selling lead your leads

  1. 1. milestoneselling.com 1 How do you lead?
  2. 2. milestoneselling.com 2 Long term + results
  3. 3. milestoneselling.com 3 Year Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec Short term + results
  4. 4. milestoneselling.com Short term + activities 4 Phone calls Sales calls Offers Results? Januar y February March April May June Number of activities Time
  5. 5. milestoneselling.com Short term + progress 5 Focus Activities  First cold call  Canvas  Sales call  Presentation or demo  Negotiation call  What the salesperson does Progress (outcome)  Interest  Sales call appointment  Agree next step  Buying signals  Signs contract  Prospect’s reaction
  6. 6. milestoneselling.com Four levels of sales management 6
  7. 7. milestoneselling.com 7 Longterm+Results • Challenge: • Confusing • Unclear • No urgency • Why anyway? • Easy • Used to • Safe • Results: • Free agents • Luck Shortterm+Results • Challenge: • Desperate • Low hanging fruit • No perspective • Why anyway? • Tangible • Direct • Exact • Results: • Narrow minded • No new clients • Low prices Shortterm+Activities • Challenge: • Many meetings • Urgency • Value creation? • Why anyway? • Real managem. • Measurable • Feels secure • Results: • Hard work • Sense of urgency • Lack motivation Shortterm+Progress • Challenge: • Don’t know how • Complicated • Need data • Why anyway? • Makes sense • Meaningful • Transparent • Results: • Moving pipeline • Early warning • Gratification now
  8. 8. milestoneselling.com How do you manage sales? We asked more than 300 sales organizations 0% 5% 10% 15% 20% 25% 30% 35% 40% 1 2 3 4 8 20% 29% 16% 36% Measure and discuss prospects’ movement and progress through the sales process. Measure activities – e.g. the number of sales calls.per week. Salespeople are managed in relation to budget with ongoing follow-up. Salespeople are managed in relation to budget, responsible for own follow-up. Survey by Milestone Selling with 300+ responses. Conducted Q4 2012.
  9. 9. milestoneselling.com 6% 28% 44% 22% How is the management method working for you? Perfect. It is of great value to us. It is good. It is working for us. It could be better. It needs improvement. Survey by Milestone Selling with 300+ respondents. Conducted Q4 2012.
  10. 10. milestoneselling.com Foryderligereinformation FREE E-book at: www.milestoneselling.com

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