#SalesSummit | @sellingtools
#SalesSummit | @sellingtools
Sales-Energy Efficiency
#SalesSummit | @sellingtools
Should Expected
vs
Possible
vs
Could
=
=
Quota vs Efficiency
#SalesSummit | @sellingtools
How Much
Revenue is
Possible?
#SalesSummit | @sellingtools
Days/yr
Hours/yr
Hours/mo
Calculating Sales
Capacity
= 215
= 1720
= 143
#SalesSummit | @sellingtools
Sales Capacity
= 75
= 602
= 50
35% Selling
1
2
Not communicating with prospects
Communicating...
#SalesSummit | @sellingtools
How Much Revenue is
Possible?
35% Selling
50% Selling
1.2 hr
2.8 hr4 hr Effect on $1M Territo...
#SalesSummit | @sellingtools
How Much Revenue is
Possible?
35% Selling
50% Selling
1.2 hr
2.8 hr4 hr
Increase of 1.2 hrs
=...
#SalesSummit | @sellingtools
How Much Revenue is
Possible?
35% Selling
50% Selling
1.2 hr
2.8 hr4 hr
Increase of 1.2 hrs
=...
#SalesSummit | @sellingtools
Freeing up 72 minutes
a dayIf reps spend 35% of their time communicating with
prospects…
1
2
...
#SalesSummit | @sellingtools
Accounting for
the remaining 65%
Where does it go?
#SalesSummit | @sellingtools
Converting leads into prospects
Deciding who to call
Making Contact Attempts
Deciding what to...
#SalesSummit | @sellingtools
Administrative/Operational
Creating & updating forecasts
Responding to internal email
Submitt...
#SalesSummit | @sellingtools
Sales-Energy Audit
Paying Attention
Look for &
Eliminate
the
left-turns
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Nancy Nardin - Smart Selling Tools: How to Increase Revenue by Shifting Your Use of Sales-Energy

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Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/nancy-nardin

Session Overview
Twenty years ago, the connection between energy efficiency and business profits was poorly understood. Not so today. However, there is another way that businesses can benefit by improving their use of energy which continues to be overlooked.

I’m referring to the use of Sales Energy. Each salesperson has a limited amount of sales energy (or sales capacity) to use throughout the year. The more efficiently that capacity is utilized, the higher your sales. Instead of settling for a quota-based assessment of sales capacity which tells you what you should be selling, a sales-energy assessment tells you what you could be selling.

In this session you’ll learn:

- How to quantify your available sales capacity
- Where to look for ways to improve efficiency in the sales process
- How to determine how much you could be selling
- What steps you can take today to increase revenue and profits through better use of sales-energy

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Nancy Nardin - Smart Selling Tools: How to Increase Revenue by Shifting Your Use of Sales-Energy

  1. 1. #SalesSummit | @sellingtools
  2. 2. #SalesSummit | @sellingtools Sales-Energy Efficiency
  3. 3. #SalesSummit | @sellingtools Should Expected vs Possible vs Could = = Quota vs Efficiency
  4. 4. #SalesSummit | @sellingtools How Much Revenue is Possible?
  5. 5. #SalesSummit | @sellingtools Days/yr Hours/yr Hours/mo Calculating Sales Capacity = 215 = 1720 = 143
  6. 6. #SalesSummit | @sellingtools Sales Capacity = 75 = 602 = 50 35% Selling 1 2 Not communicating with prospects Communicating with prospects Days/yr Hours/yr Hours/mo = 215 = 1720 = 143 Available Capacity
  7. 7. #SalesSummit | @sellingtools How Much Revenue is Possible? 35% Selling 50% Selling 1.2 hr 2.8 hr4 hr Effect on $1M Territory $150K increase?
  8. 8. #SalesSummit | @sellingtools How Much Revenue is Possible? 35% Selling 50% Selling 1.2 hr 2.8 hr4 hr Increase of 1.2 hrs = 42.8% more selling time
  9. 9. #SalesSummit | @sellingtools How Much Revenue is Possible? 35% Selling 50% Selling 1.2 hr 2.8 hr4 hr Increase of 1.2 hrs = 42.8% more selling time Effect on $1M Territory $428K increase!
  10. 10. #SalesSummit | @sellingtools Freeing up 72 minutes a dayIf reps spend 35% of their time communicating with prospects… 1 2 Not communicating with prospects Communicating with prospects How is the remaining 65% of their time spent?
  11. 11. #SalesSummit | @sellingtools Accounting for the remaining 65% Where does it go?
  12. 12. #SalesSummit | @sellingtools Converting leads into prospects Deciding who to call Making Contact Attempts Deciding what to say Preparing post sales-call follow-up Finding the right contacts Locating Resources Prioritizing Lead follow-up Sales Critical Tasks Convert prospects into opportunity Deciding what to do next Scheduling sales calls Pre-call research Creating presentations Creating follow-up information Creating & Sending emails Identifying key decision makers Proving ROI and Value Finding/sending relevant evidentiary support Converting Opportunities into closed deals Proposal/quote creation Proposal follow-up Proving ROI and Value Negotiations Getting internal approvals Obtaining/chasing signature
  13. 13. #SalesSummit | @sellingtools Administrative/Operational Creating & updating forecasts Responding to internal email Submitting Expense Reports Logging call results Locating Resources Getting internal approvals Building industry knowledge Less Sales Critical
  14. 14. #SalesSummit | @sellingtools Sales-Energy Audit Paying Attention Look for & Eliminate the left-turns

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