This document provides information on sales planning, including typical time allocation in a salesperson's day and week. It notes that salespeople spend a large portion of their time (44% and 43% respectively) on administrative tasks and driving rather than in front of customers. The document also discusses the average cost of a salesperson, how to allocate time to meet sales targets, the sales process, developing a sales platform with different customer stages, criteria for selecting the "best" customers, and the effect of price changes. It provides templates for mapping products that are told to customers versus actually sold, and questions and role-playing guides for cold calling customers.

1. Sales Planning
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2. Typical Day
Presume -
8 hour day
5 Day Week
42 Week Working Year = 210 days
= 1680 POTENTIAL HOURS
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3. Typical Day
Admin/Quotes, etc = 1 hr.
Phone = 1 hr.
Lunch = 1 hr.
Coffee/Tea = ½ hr.
(probably more) 3½ hrs. x 210 days
= 735 hrs.
= 44% of Total available
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4. Miles
• Presume -
• 50,000 km per year (average overall 80kmph)
• 715 hours (43% of total available)
• 90 days
• 18 weeks
• over 4 months of nothing but driving every year??
87% of our time NOT in front of customers
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5. Sales Person
Average Cost of Salesperson in
Ireland is €120,000
including Salary Fuel
PAYE/PRSI Insurance
Expenses General Selling Equipment
Bonuses Tyres
Holiday Pay Servicing
Car etc.
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6. How do you spend your time?
• Target in €
• How many customers for this target?
• How many visits / walk-ins do you need to create a new
sale?
• How many cold calls do you need to make to arrange
these visits?
• How are you going to allocate your time?
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7. Sales Process
• Prospect
• Interview
• Analyse Needs
• Present
• Negotiate
• Close
• Service & Follow-up
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8. Sales Platform
Targe t Mark e t
Mark e ti n g Pl atform
(pote n ti al cu stom e rs wh o are aware of you )
W ork i n g Pl atform
(con tacts wh o you 're de ve l opi n g)
B u yi n g Pl atform
(cu rre n t orde r book )
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9. Platform Explained
Stage Activity Key Indicators
Introducing products to Value (€s) of potential business
Market Platform customers, making sales Conversion rate (%) people
presentations spoken to, to serious enquiries
Making firm proposals to Value (€s) of quotations
Working Platform customers submitted
Customers deciding Conversion rate (%) of orders
received to quotations
submitted
Buying Platform Orders received Value (€s) of work in hand
Production
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10. Best Business
Without analysis and
{
thoughtful planning,
15 -20 % companies will continue to
grow, attracting all of its
customer segments.
50 % Success is often identified as
just increased turnover and
sales but without any attempt
to concentrate on the ‘Ideal
Customer’.
{
Sales targets are set and
reviewed joyfully when
achieved, without due regard
50 % to what type of customer has
15 -20 % been acquired.
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11. Best Business
Strategically planned
growth can achieve the
15 -20 % same or greater volume of
new business in this far
more desirable shape i.e.
50 % new business/growth that
suits the business better
and utilises the resources,
attributes and skills of the
company to their best. Life
is more enjoyable and
personal/ corporate
50 % objectives more likely to be
achieved.
15 -20 %
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12. Criteria for Best Business
Criteria Weighting /10
They pay on time 9
They take standard product 8
They take delivery when I can deliver 4
They buy other products 7
They do business locally 7
They refer other customers ……... 4
Now… do the same for your business!
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13. Some Other Criteria
• Volume of business/orders
• Margins
• Speed of payment
• Geographical location
• Acceptance of standard -v- off standard product
• Demands (The Hassle Factor)
• Risk
• Strategic Marketing impact
• Acceptance of product range
• Quality of representation
• Their services to subsequent customers
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14. Good to work
They respect
Off the Shelf
Refer others
Marketing
Demands
Payment
Speed of
Business
Volume
Repeat
Impact
Local
Total
with
Risk
us
Weighting 8 9 6 10 7 8 9 4 7 4 9 81
Customer A 7 8 4 10 7 8 5 4 6 4 8 71
Customer B 8 7 4 9 5 6 8 2 5 1 6
Customer C 6 9 5 8 7 8 5 4 6 4 8
Customer D 5 6 6 6 6 7 8 4 6 4 7
Customer E 4 4 3 7 5 6 8 2 5 1 6
Customer F 3 5 2 5 7 5 5 4 6 4 8
Customer G 2 3 2 4 6 4 8 4 6 4 7

15. The effect of price change
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16. Told / Sold Mapping
Products
A B C D
T S T S T S T S
1      
Clients
2    
3     
4      
5        
6    
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17. What can I do immediately?
1. Follow up on all existing leads
2. Sell more to existing clients
3. Ask for a referral
4. Test your script and questioning
techniques
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18. Role Play
Benefit questions
– You have identified the benefits of your products
and your business
– You have prepared questions that will uncover
what benefits the customer is looking for… 10mins!
– What does the customer want to gain?
– What is the customer afraid to lose?
– Now… let’s ask questions that can uncover the
customer’s needs!!
– Practice and check to see that you are sincere,
interesting and ‘to the point’…
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19. Questions
Open questions start with…
– What - How
– When - Where
– Who
Closed questions start with…
– Are - Would
– Do - Is
– Can
(Can you think of more…)
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20. Models of Selling
40 % Establish Trust
Identify Needs
30 %
20 % Present
Close
10 %
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21. Cold calling!
Introduce the business
Build trust through a couple of open questions that
can also help you to learn about the customer’s
needs
Can your offering benefit the customer and create a
desire? Use a couple of closed questions that the
customer will generally answer ‘yes’ to.
Can you arrange another point of contact.
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22. Cold calling! (Script)
Introduce the business (Mission Statement)
Build trust through a couple of open questions that
can also help you to learn about the customer’s
needs (Short, easy to answer)
Can your offering benefit the customer and create a
desire? Use a couple of closed questions that the
customer will generally answer ‘yes’ to.
Can you arrange another point of contact. (Meeting,
Send info – and follow up)
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23. Cold calling! (Script)
The outcome of a cold call is usually to arrange
another point of contact!!
Some business to business sales may take around
6-8 points of contact before a sale is made.
Eg.
Establish trust – 1 call, 1 email
Identify needs – 1 visit, 1 call
Present – 1 visit, 1 call, 1 email
Close – 1 visit
(What is your ROI?)
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24. The Sales Presentation
The Approach Use Attention Getters
– To gain attention – Referrals
– To simulate interest – Compliments
– Remember your goal – Mutual interests
– Understanding his business
Hold Attention – Understand his problems
– Pre-call check – People like to feel important
– How to introduce yourself – Ask questions to get
prospect involved
– Use of name / title
– Show interest in him / her
– Be courteous, not over friendly
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25. SALES ADMINISTRATION / INFORMATION
• Company Literature
• Price Lists
• Business Cards
• Daily Report Sheet
• Weekly Advance Plan
• Client Profile
• Company Information
• New Account Information
• Sales Call Log
• Seasonal Indexes of Sales
• Sales Presenter
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26. Thank you
Contact details: www.gerrymoan.ie
email: gerry@gerrymoan.ie
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