This deck is the backdrop for an executive presentation on CRM best practices diagnostics. It was prepared for small groups of VP of Sales positions in sales-based corporations

1. Sales Process Technology
Objectives and Best Practices
Presented by
Will Robertson
800-242-1900

2. The Purpose of the Process
Performance Strategies, Inc. 800-242-1900

3. Four Pillars of Process Efficiency
1. Demand / Lead Generation
2. Sales Process Performance
3. Opportunity Management
4. Planning and Forecasting
Performance Strategies, Inc. 800-242-1900

4. Demand / Lead Generation Challenges
 What are your
experiences with
lead generation?
 Could it be
improved?
 What would you do
differently?
Performance Strategies, Inc. 800-242-1900

5. Sales Process / Performance Challenges
 What are your
experiences?
 What could be
improved?
 How would you know
if your improvements
were working?
Performance Strategies, Inc. 800-242-1900

6. Opportunity Management Challenges
 Your experiences?
 What would you
change?
 How would you
know if your
changes are
working?
Performance Strategies, Inc. 800-242-1900

7. Planning and Forecasting Challenges
 What are your
experiences?
 What would you
change?
 How would you measure
the results?
Performance Strategies, Inc. 800-242-1900

8. Objectives of Demand & Lead
Generation
 Targeting Markets
 List Management
 Qualification
 Nurturing
Performance Strategies, Inc. 800-242-1900

9. Objectives of Sales Process
 Contact Management
 Discovery
 Qualification
 Value Proposition
 Close the Sale
 Follow Up
Performance Strategies, Inc. 800-242-1900

10. Objectives of Opportunity Management
What Are Your Priorities?
 Customer Retention
 Communications
 Channel Partners
 Internal Collaboration
 Reporting / Feedback
 Social Media
 Classification
Performance Strategies, Inc. 800-242-1900

11. Objectives of Planning and Forecasting
 Units by Territory
 Quotas
 Sales Activity
 Analytics
 Gross Revenues
 Management Roll Up
Reports
Performance Strategies, Inc. 800-242-1900

12. Process Optimization Diagnostic Model
Performance Strategies, Inc. 800-242-1900

13. Challenges Related to Objectives
 In this segment of the
program we will explore
stated challenges to the
principles of best practices.
This will set the stage for
an examination of bringing
the two together.
 Here we will discover areas
of potential improvement
that can benefit from
modern technology
solutions at your disposal.
Performance Strategies, Inc. 800-242-1900

14. Three Key Metrics of Success
 People
 Process
 Technology
Performance Strategies, Inc. 800-242-1900

15. Book Will Robertson
 For your next management meeting, awards
event, retreat or convention
 For your sales teams
 For your CRM teams
 Bring
experience, leadership, guidance, advice, direction and
strategic team building to your event
 Call Performance Strategies, Inc. Sales and Marketing
Consulting / Presentations
Performance Strategies, Inc. 800-242-1900