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sales training
The document provides an agenda and information for a sales training. It includes sections on the sales process, sales cycle, prospecting, qualifying leads, product demonstrations, sales skills, marketing tools, sales tools, sales objectives, and key performance indicators (KPIs). The sales process is described as a systematic and repeatable series of steps from initial engagement through closing a deal. The sales cycle and common stages from prospecting to delivery are outlined. Prospecting activities like social media, conferences, and calls are discussed. Qualifying prospects includes assessing factors like budget, potential, and timing. Examples of sales objectives include revenue targets and profit margins. Key KPIs that are addressed include sales growth, customer acquisition cost, and conversion ratios
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sales training
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- 2. Agenda Business development (commercial unit ) Sales process Sales cycle Sales objectives Sales KPIs Sales tools & marketing tools Sales patterns KPIs
- 7. sales process A salesprocess is a systematic, repeatable series of steps that map out and track interaction with prospects from their first point of engagement with your business through to a close.
- 8. The sales cycle process prospectingQualifying initial meeting need analysis product demonstration influencer approves Key decision makers Purchasing approves Product /service delivered
- 9. Prospecting social media trade showand conference Cold calls Telephone prospecting (data base) Advertising &publicity Referrals Trade publications Direct mail (1 to many) Target letters Networking meeting and social contacts
- 10. Qualifying B.p.o.u.t B=budget P=potentialO=ownership U=urgency T=timing
- 11. Daily prospecting plane(DPP) Daydate activity Contacted Left message Called back Monday 8-11 Direct mail 5 4 1 Tuesday 8-12 Target letter 2 Wednesday 8-13 Email broad cast 50 Thursday 8-14 Telephone prospected 15 5 2 Friday Week total 72contacts 9To return calls
- 12. Product Demo :-Givea Great Product Demo: 1. CUSTOMIZE YOUR DEMO. 2. TELL THE CUSTOMER'S STORY. 3. REHEARSE, REHEARSE, REHEARSE. 4. TEST EVERYTHING BEFOREHAND. 5. AFTER THE DEMO, CLOSE THE DEAL.
- 13. Sales Skills Understand whatthe buyer wants Sell in a buyer-responsive manner Use psychology to engage the buyer Establish trust with the buyer Communicate succinctly Act on what the customer is saying Demonstrate subject matter expertise Tell really compelling stories
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- 16. Sales objective Sales objectivecan be defined as a part of a company’s marketing plan where common goals are identified by the company’s marketing team like revenue targets, distribution partners, profit margins, targeted demographics and advertising and work on it. The plans are outlined through a discussion which happens in sales meetings insuring understanding between the sales teams and the members of marketing team of a company.
- 17. 5 Essential SalesTarget Types For Your Sales Success Sales stage probability of closure – the likelihood of winning the opportunity for that particular sales step. Opportunity ranking – the personal likelihood of winning the opportunity. Opportunity pipeline position – the current position of the opportunity in the sales pipeline. Opportunity status – the status of the sales opportunity i.e. either it is an open opportunity or won opportunity.
- 23. The 14 KPIs EveryField Sales Rep Should Strive to Improve INDIVIDUAL SALES NUMBERS BY STORE NUMBER OF NEW OPPORTUNITIES OPENED OPPORTUNITY TO WIN RATIO AVERAGE DEAL SIZE ENGAGEMENT WITH CURRENT CUSTOMERS WHICH MARKETING MATERIALS YOUR REPS USE FOLLOW-UP CONTACT RATE SOCIAL MEDIA ACTIVITY
- 24. Sales KPIs Sales Growth:Is your business growing steadily? Sales Target: Are you on track regarding the sales targets? Customer Acquisition Cost: How much does a new customer cost? Average Revenue per Unit: What is your average revenue per user? Customer Lifetime Value: How much do you expect to earn per customer? Customer Churn Rate: How many customers do you lose? Average Sales Cycle Length: How do you shorten your sales cycle? Lead-to-Opportunity Ratio: How about your lead quality? Opportunity-to-Win Ratio: How many qualified leads result in closing a deal? Lead Conversion Ratio: Is your conversion ratio stable? Revenue per Sales Rep: How much revenue do your sales rep bring? Profit Margin per Sales Rep: Is your sales team profitable as expected? Upsell & Cross-Sell Rates: How do you increase your revenue and ROI? Incremental Sales by Campaign: Which campaign brings you the best results?
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