This document discusses different sales management styles including traditional management, long term results management, short term results management, activity management, pipeline management, and milestone management. It advocates for milestone management, which focuses on whether the sales pipeline value is increasing, if leads are progressing through the sales funnel, and if current activities will create long term success. Milestone management is presented as making the most sense to salespeople by being hard to measure but focusing on real objectives and progress. Charts are included showing examples of cascading budgets and milestones in a sales funnel.

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The principle of progress
and milestones

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1 2 3 4 5
Who to honor and reward?
 Number of working hours
 Highest turnover last year
 Biggest sale last month
 Most sales activities
 Largest pipeline

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Traditional management vs. sales mgmt
How much you work
How hard you work
How many late hours
What management thinks of
you
No sales targets
Early to bed, early to rise.
Work like hell, and advertise.
Coca Cola
• Lack of focus
• Reactive behaviour
• Low motivation
• We are used to it
• No conflicts
• One team

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Long term results management
Team sales quota
Breakdown per salesperson
Individual yearly quota
Bonus
Yearly sales quota
Instant gratification is
not soon enough.
Meryl Streep
• Horizon too long
• Lack of urgency
• Low motivation
• It’s easy
• Only once per year
• Laissez faire mgmt

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Short term results management
Orders per quarter
Sales per month
Quota index per week
Earnings per day
Monthly sales quota
When you have very short-term
goals with a high payoff … people
will take the low road there.
They'll crowd out the longer-term
interests of the organization…
Daniel H. Pink
• Short-sighted sales
• No horizon
• When is sale ”made”
• Tangible
• 100% measurable
• Feels good to mgmt

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Activity management
Number of cold calls
Number of sales calls
Number of minutes on the
phone
… how hard we work
Activities
Never mistake activity
for achievement.
John Wooden
• Activity = value?
• Cheating
• Conflicts
• Measurable
• Ensures effort
• Hands-on mgmt.

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Company Amount Date %
Sigma 100.000 Apr 70
North 250.000 Feb 80
Vision 80.000 Aug 90
Future 70.000 Oct 70
Pipeline
Pipeline management and forecasting
Who are we selling to?
What are we selling?
When do we expect to
close?
What is the probability?
No one can forecast the
economy with certainty.
Jamie Dimon
• Closing postponed
• Subjective
• Static
• Perspective
• Top mgmt report
• That’s how it’s done

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Milestone Management
Is pipeline value increasing?
Are leads moving?
Is what we are doing now
creating success long term?
Are we getting closer?
Progress
Don’t judge each day by the
harvest you reap, but by the
seeds that you plant.
Robert Louis Stevenson
• Hard to measure
• What to record?
• Complicated
• Real objective
• Tangible and real-time
• Makes sense to
salespeople

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Funnels - 3D
Placeholder for your own sub headline
Cold leads: 0%
Qualified leads: 6.25%
Meeting: 12.5%
Offer: 25%
Negotiate: 50%
Orders:
100%
MilestoneSellingslogik
Sales management style

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Coldleads0%
Qualifiedleads:6.25%
Meeting:12.5%
Offer:25%
Negotiate:
50%
Orders:
100%
MilestoneSellingslogik
From a different angle

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Coldleads:0%
Qualifiedleads:6.25%
Meeting:12,5%
Offer:25%
Negotiate:
50%
Order
100%
30% 15% 90% 120%25%
100,000400,000800,0001,600,000 200,000
120,00060,000240,000400,000 180,000
Budget:
Realized:
Cascading budget

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30% 15% 90% 120%25%
100,000400,000800,0001,600,000 200,000
120,00060,000240,000400,000 180,000
Budget:
Realized:
MilestoneSellingslogik

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40% 15% 90% 120%25%
100,000400,000800,0001,600,000 200,000
120,00060,000320,000400,000 180,000
Budget:
Realized:
+80,000
MilestoneSellingslogik

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40% 25% 90% 120%25%
100,000400,000800,0001,600,000 200,000
120,000100,000320,000400,000 180,000
Budget:
Realized:
+40,000

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40% 25% 110% 120%25%
100,000400,000800,0001,600,000 200,000
120,000100,000320,000400,000 220,000
Budget:
Realized:
+40,000
MilestoneSellingslogik

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