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Sales Planning

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Venture Accelerator Partners
Venture Accelerator Partners

Presentation for the Sales Peer to Peer for the Innovation Factory on Sales Planning. The Agenda included: Revenue Goals Customer Relationship Management Creating an Objective Funnel Forecasting Moving Business Forward Customer Targets Activity Targets Team Sales Tools

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Presentation for Creating a Sales Plan Sales Peer to Peer October 17, 2012 @markeelliott melliott@vapartners.ca www.vapartners.ca
Agenda • Introductions • Innovation Factory Announcements • Revenue Goals • Customer Relationship Management • Creating an Objective Funnel • Forecasting • Moving Business Forward • Customer Targets • Activity Targets • Team • Sales Tools • Topics for next event @markeelliott melliott@vapartners.ca www.vapartners.ca
Sales gets a bad reputation @markeelliott melliott@vapartners.ca www.vapartners.ca
Revenue Goals • What type of revenue do you have? • Recurring • Large one-time deals • Consumer • From SMB accounts • How do you predict future revenue? @markeelliott melliott@vapartners.ca www.vapartners.ca
Sales CRM • Track revenue and opportunities • More focus • Past and future activities @markeelliott melliott@vapartners.ca www.vapartners.ca
Create an objective funnel • Path to Sales Success • Steps and activities that lead to a sale Prospecting • Assign a % based on history Qualifying • Understand average sales cycle length Proposing Closing Roll-out @markeelliott melliott@vapartners.ca www.vapartners.ca
Sales Forecast • Bottom up is best • Consistent • Specific opportunities • Next steps defined • Hold reps and managers accountable • Follow-up @markeelliott melliott@vapartners.ca www.vapartners.ca
Moving business forward • Should you do it? • What opportunities are most likely? • Use CRM to identify • What will motivate them? • Price break • Added services • What else? @markeelliott melliott@vapartners.ca www.vapartners.ca
Customer Targets and Value Prop • What are you selling? • Are you selling anything new? • Who are you selling to? • What did you learn last year? @markeelliott melliott@vapartners.ca www.vapartners.ca
Activity Targets • What activities drive your sales? • Meetings • Demos • Inbound leads • Events • What is it for you? • Measure, track, and set goals @markeelliott melliott@vapartners.ca www.vapartners.ca
Sales Team • Roles are defined • Expectations • Support is in place • Communications plans • Formal one-on-one • Team meetings • Sales meetings • Management by walking around @markeelliott melliott@vapartners.ca www.vapartners.ca
What new sales tools do you need? • Marketing support • Web • Content Marketing • Brochure • New presentation • Customer success stories • CRM • Forecast meetings @markeelliott melliott@vapartners.ca www.vapartners.ca
Sales Plan • Targets • Revenue • Activity • Customers • Accounts • Contacts • Value Prop • Sales Team • Tools @markeelliott melliott@vapartners.ca www.vapartners.ca
Future Topics • Next meeting December 19th • Government programs for export help • Social Media and Sales • Managing a Sales Team • Better Sales Meetings • Anything else? @markeelliott melliott@vapartners.ca www.vapartners.ca
Great Sales Resources Peer to Peer Entrepreneurs Tool Kit Sales 2.0 Book Linkedin Group http://yoursalesplaybook.com http://thesalesblog.com/ @markeelliott melliott@vapartners.ca www.vapartners.ca

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Sales Planning

  • 1. Presentation for Creating a Sales Plan Sales Peer to Peer October 17, 2012 @markeelliott melliott@vapartners.ca www.vapartners.ca
  • 2. Agenda • Introductions • Innovation Factory Announcements • Revenue Goals • Customer Relationship Management • Creating an Objective Funnel • Forecasting • Moving Business Forward • Customer Targets • Activity Targets • Team • Sales Tools • Topics for next event @markeelliott melliott@vapartners.ca www.vapartners.ca
  • 3. Sales gets a bad reputation @markeelliott melliott@vapartners.ca www.vapartners.ca
  • 4. Revenue Goals • What type of revenue do you have? • Recurring • Large one-time deals • Consumer • From SMB accounts • How do you predict future revenue? @markeelliott melliott@vapartners.ca www.vapartners.ca
  • 5. Sales CRM • Track revenue and opportunities • More focus • Past and future activities @markeelliott melliott@vapartners.ca www.vapartners.ca
  • 6. Create an objective funnel • Path to Sales Success • Steps and activities that lead to a sale Prospecting • Assign a % based on history Qualifying • Understand average sales cycle length Proposing Closing Roll-out @markeelliott melliott@vapartners.ca www.vapartners.ca
  • 7. Sales Forecast • Bottom up is best • Consistent • Specific opportunities • Next steps defined • Hold reps and managers accountable • Follow-up @markeelliott melliott@vapartners.ca www.vapartners.ca
  • 8. Moving business forward • Should you do it? • What opportunities are most likely? • Use CRM to identify • What will motivate them? • Price break • Added services • What else? @markeelliott melliott@vapartners.ca www.vapartners.ca
  • 9. Customer Targets and Value Prop • What are you selling? • Are you selling anything new? • Who are you selling to? • What did you learn last year? @markeelliott melliott@vapartners.ca www.vapartners.ca
  • 10. Activity Targets • What activities drive your sales? • Meetings • Demos • Inbound leads • Events • What is it for you? • Measure, track, and set goals @markeelliott melliott@vapartners.ca www.vapartners.ca
  • 11. Sales Team • Roles are defined • Expectations • Support is in place • Communications plans • Formal one-on-one • Team meetings • Sales meetings • Management by walking around @markeelliott melliott@vapartners.ca www.vapartners.ca
  • 12. What new sales tools do you need? • Marketing support • Web • Content Marketing • Brochure • New presentation • Customer success stories • CRM • Forecast meetings @markeelliott melliott@vapartners.ca www.vapartners.ca
  • 13. Sales Plan • Targets • Revenue • Activity • Customers • Accounts • Contacts • Value Prop • Sales Team • Tools @markeelliott melliott@vapartners.ca www.vapartners.ca
  • 14. Future Topics • Next meeting December 19th • Government programs for export help • Social Media and Sales • Managing a Sales Team • Better Sales Meetings • Anything else? @markeelliott melliott@vapartners.ca www.vapartners.ca
  • 15. Great Sales Resources Peer to Peer Entrepreneurs Tool Kit Sales 2.0 Book Linkedin Group http://yoursalesplaybook.com http://thesalesblog.com/ @markeelliott melliott@vapartners.ca www.vapartners.ca