In this short 30-minute webinar Russell Cummings, Business Coach, explores how to set simple Revenue targets and then link them to your marketing and sales activities so that you have a process for conversion.

1. CONVERTING YOUR
REVENUE TARGETS
INTO CASH
Russell Cummings
April 2014

3. SIMPLE PLANS AND TARGETS
Product Fees $K Customer X Customer Y Prospect Q Industry T TOTAL
Product A $35 1 $35
Product B $15 1 1 1 $45
Service X $5 20 $100
Service Y $60 1 1 1 $180
Package Z $100 1 $100
TOTALS 1 4 8 6 $460

4. Product Price per
Box
Supermarket Agent Export Direct TOTAL
Premium $35 15,000 5,000 $700,000
Composite $15 3,000 5,000 $120,000
Export Pack $25 10,000 $250,000
Home Delivered $40 1,500 $60,000
TOTALS 15,000 8,000 15,000 1,500 $1,130,000
Big Gaps:
• 8,000 boxes of composite
• 5,000 boxes for Export
• 500 boxes Home Delivered
PRODUCE BUSINESS

5. INCOME MATRIX
• Map out the plan
• Work out the gaps in tangible chunks
• Understand the difference between
NOW and WHERE
• Work on averages not absolutes
Key elements:
1. Customer/Client Groups
2. Product/Services
3. Av Sales per Unit
4. Units sold

6. 1. Map your Sales Process
2. Build the pipeline at each
stage
3. Use probabilities to add
realism
4. Monitor the pipeline and
use it to drive activity –
marketing and sales
BUILDING A SALES PIPELINE

7. SALES PROCESS

8. What are the key steps in your
Sales Pipeline?
EXERCISE: YOUR PIPELINE

9. Stage Customer Prob % Revenue Prob Rev $ Pipeline $
Order Client X 100% $100,000 $100,000
Client Z 100% $250,000 $250,000 $350,000
Quote Customer A 50% $100,000 $50,000
Customer C 80% $ 60,000 $48,000 $448,000
Negotiation Client X 20% $100,000 $20,000
Customer A 10% $100,000 $10,000
Customer Q 25% $200,000 $50,000 $528,000
Prospects Customer Y 5% $50,000 $ 2,500
Client D 10% $100,000 $10,000 $540,500
TOTAL 51% $1,060,000 $540,500 $1,130,000
EXAMPLE: SALES PIPELINE

10. CONSISTENT MARKETING PROCESS

11.  Work to targets and sales
pipeline
 Build your Sales Skills – SPIN
Selling & Negotiation
 Develop a Sales Plan
 Rapport, understand issues, provide
solutions, ask for business, negotiate
for objections
 Practice, practice, practice
 Monitor your Sales performance
EFFECTIVE SALES

12. SUMMARY

13. Russell Cummings
Business Consultant
M: +61 414 929 585
W: www.sbdbusiness.com.au
E: russell@sbdbusiness.com.au
Thank You