Learn the 10 most important decisions you need to make in order to build an effective sales engine and increase your monthly recurring revenue.

1. 1
3: “My role is to lead, not to do everything.”
1
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When speaking of living off of
referrals:
“You can't feed a family
off of road kill.”
- Dan Adams
New England Network Solutions, Inc.
Read more:
“Stop Selling, Start Hiring”

2. Ten Essential Decisions for Building
Your Sales Engine
May 2016

3. 3
Agenda
• Ten Essential Decisions
• Your Questions
• Discussion
3
© 2016 eFolder, Inc. All rights reserved.

4. 4
1: “I am ready to evolve.”
4
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5. 5
2: “I will learn to love sales and salespeople.”
5
© 2016 eFolder, Inc. All rights reserved.

6. 6
3: “My role is to lead, not to do everything.”
6
© 2016 eFolder, Inc. All rights reserved.
When speaking of living off of
referrals:
“You can't feed a family
off of road kill.”
- Dan Adams
New England Network Solutions, Inc.
Read more:
“Stop Selling, Start Hiring”

7. 7
4: “I understand that sales is a process.”
7
© 2016 eFolder, Inc. All rights reserved.
• MQLs (Four
sources)
• Spider Qualified
Accounts
Prospect
• Create
Opportunities
• Demos Acceptance
• Account/
Opportunity
Transfer
Qualify • Order/Price List
• EchoSign
• Pipeline
Management/
Forecast
Close
• Communicate Next
Steps
• Attach forms
• Update and
Handoff Account
Transfer • Train
• Retain
Onboard
•Upsell/Cross Sell
•Support/Training
•Partner Portal
Grow
eFolder Sales Process – you must document it!
Read more:
“Sales is a Process, not a Person”

8. 8
5: “I run a well documented MSP.”
8
© 2016 eFolder, Inc. All rights reserved.
“We have a quoting tool and process
for customizing a quotation and
several people on staff can build one.”

9. 9
6: “I will start with farming.”
9
© 2016 eFolder, Inc. All rights reserved.
Account Managers:
• QBRs
• Technical business reviews
• Projects
• Client satisfaction
• Technical education
• Upsells
• Cross-sells
• Drive 10% annual growth
Read more:
“Start With Farming”

10. 10
7: “I will hire my first hunter when ready.”
10
© 2016 eFolder, Inc. All rights reserved.
Account Executives to:
• Drive +10% annual growth
• Find the right clients
• Focus on vertical markets
• New MRR growth
• Balance:
• 2 AMs
• 1 AE

11. 11
8: “I will have real sales comp plans.”
• K.I.S.S.
• 100% at risk = 100% guarantee you will fail
– Only a desperate, unqualified salesperson would work like this
• 50/50 or 60/40 plans, base/at risk
• Gear variable around MRR maintenance
or MRR growth
11
© 2016 eFolder, Inc. All rights reserved.

12. 12
9: “I will have realistic, annual sales
budget and operating plan.”
• Revenue and revenue growth
– Must align with sales quotas
– Every $ must be owned by someone with a quota
• Mix – product/service
– Quotas and comp plans drive behavior
• Gross margins
• EBITDA margins
• Adjusted EBITDA
12
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13. 13
10: “I will invest in marketing, when I
actually need leads.”
13
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14. Questions and Discussion