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![Thank You! Download Landslide’s Sales Manager Toolkit! This toolkit contains expert advice for today’s sales leaders, including videos, podcasts, articles and access to ProvenPath, Landslide’s free sales process builder. Go to http://www.mylandslide.com/forms/toolkit now to register! Contact us: rig Phone: 1-866-450-8522 Email: [email_address] Web : www.landslide.com Download Today’s Slides www.landslide.com/webinar](https://image.slidesharecdn.com/webinarrird-091215123251-phpapp02/85/How-to-Use-Technology-to-Build-a-World-Class-Field-Sales-Organization-27-320.jpg)
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How to Use Technology to Build a World Class Field Sales Organization
- 1. How to UseTechnology to Build a World Class Field Sales Organization
- 2. GoToWebinar Attendee Interface1. Viewer Window 2. Control Panel
- 3. Compressor Systems, Inc.CSI is a privately held company formed in 1970 Specializes in the fabrication of Natural Gas compressors. Business focus is Rental and Sale of various sizes of natural gas compressors. Customers include oil and gas producers in the Central United States. Currently employ about forty sales people
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- 6. Compressor in theField
- 7. Compressor Systems, Inc.CRM the Quest… Six Sigma project to define a win/loss or close ratio for sales No data to support a conclusion or plan of action Need for a measurement system that was reliable & reproducible University of Chicago Graduate School of Business
- 8. Compressor Systems, Inc.Internal Data ERP generated 437 quotes with a win ratio of 81% Poll of Sales people indicated CSI received 2,700 opportunities in the same period Need for a measurement system that was reliable & reproducible We had no records, no data, & no way to track customer requests or activity levels.
- 9. Compressor Systems, Inc.Vendor Selection Landslide the clear winner with 7 of 9 votes Two additional demos focused on specific sales activities at CSI. Two account managers remained active users of the product developing sales focused tools. Product is customizable and feature loaded and will easily accomplish what we need.
- 10. Compressor Systems, Inc.Timeline - Internal processes 3 – 4 months - Landslide implementation ~ 3 months Product rolled out at annual Sales meeting Phase one included on line training in small groups Critical information easily accessible, Inventory list, Automated Weekly reporting, Quick Quotes, Shared Notes, etc
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- 14. Compressor Systems, Inc.Sales Improvements 95% adoption rate Cut admin time for sales by 1-2 hours/week/sales person Communication between sales offices dramatically improved - provides perfect sales call memory Accurate forecasting of products to be added to the fleet. Product Support Sales Reps follow sold equipment with spare parts orders and other services. Delinquent accounts are very visible to all involved managers.
- 15. The science ofgetting your field sales adopt a sales process
- 16. The science ofgetting your field sales adopt a sales process
- 17. The science ofgetting your field sales adopt a sales process
- 18. The science ofgetting your field sales adopt a sales process
- 19. The science ofgetting your field sales adopt a sales process
- 20. Best Practices forField Sales Develop a Selling Process Use Conversation Guides for Effective Interactions Access Notes and Account Summary Research and Prepare before your meeting Outsource Your Data Entry No Opinion Forecasting
- 21. Outsource Data Entry Data entry for contacts, notes, and opportunities Updating accounts, and manage schedules Outsource Data Entry
- 22. Build a SellingProcess 1 – Field Sales - Selling Process
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- 24. 4 – MonitoringTools Volume of deals flowing through the production line Velocity of deal flow Effectiveness of the sales tools Effectiveness of salespeople No Opinion Forecasting
- 25. Customizable Sales Processby Industry, Sales Culture, Product and Mode Identifies the best selling practices for your organization Make process central to the everyday sales activities of your team Selling and Conversation Tools Monitoring and Research Tools Buyer Management Tools Outsource Data Entry to a Sales Assistant Expert Guidance during the Sales Cycle Pipeline Management Support Landslide - Field Sales Production System
- 26. Landslide Industry RecognitionGartner Group “ Magic Quadrant 2009 - Visionary Sector” “ Magic Quadrant 2008 – Visionary Sector” “ Magic Quadrant 2007 - Visionary Sector” “ Cool Vendor of the Year 2007” Frost and Sullivan “ Innovation of the Year 2007” Small Business Technology Magazine “ Product of the Year 2007” CRM Magazine Award “ One to Watch 2008” “ One to Watch 2007”
- 27. Thank You! DownloadLandslide’s Sales Manager Toolkit! This toolkit contains expert advice for today’s sales leaders, including videos, podcasts, articles and access to ProvenPath, Landslide’s free sales process builder. Go to http://www.mylandslide.com/forms/toolkit now to register! Contact us: rig Phone: 1-866-450-8522 Email: [email_address] Web : www.landslide.com Download Today’s Slides www.landslide.com/webinar
Editor's Notes
- #2 Thank you for taking the time to meet with me. Today I’ll demonstrate how the Landslide Sales P3 System helps your sales team increase sales volume. First, I’ll take you QUICKLY through a few slides to set up our discussion and then we’ll launch the Landslide Sales P3 software. We are just a few minutes from launching the demo. Landslide Technologies was created with a singular goal: to help companies build world-class sales organizations that produce results consistently. Producing more sales is our singular focus; data capture and data integration are the mundane parts of the application. NEXT SLIDE
- #3 NOTES The GoToWebinar attendee interface is made up of two parts. The Viewer Window is where attendees see the presenter’s screen. The Viewer Window can be resized by clicking and dragging the lower right corner. The Control Panel is where attendees can interact with organizers. Click 1 and 2: Clicking the arrows on the Grab Tab opens and closes the Control Panel. Click 3: Audio pane provides audio information. If the organizer has given attendees a choice, there are two options. Attendees joined via VoIP (Use Mic & Speakers) need speakers to hear and a microphone to speak if unmuted. Click 4 and 5: Attendees joined via telephone must punch in their Audio Pin on their telephone keypad so that organizers can unmute them if desired. Click 6: Attendees can communicate with organizers through the Questions box. This is also where answers and broadcast messages are received. Click 7: Clicking the hand icon on the Grab Tab raises and lowers attendee’s hand. Click 8: In the View menu, uncheck “Auto-Hide the Control Panel” if attendees want their Control Panel to remain open.
- #5 This slide shows empirical data gathered from the results of our customers using Landslide Sales P3.
- #6 This slide shows empirical data gathered from the results of our customers using Landslide Sales P3.
- #7 This slide shows empirical data gathered from the results of our customers using Landslide Sales P3.
- #12 This slide shows empirical data gathered from the results of our customers using Landslide Sales P3.
- #13 This slide shows empirical data gathered from the results of our customers using Landslide Sales P3.
- #14 This slide shows empirical data gathered from the results of our customers using Landslide Sales P3.
- #21 Sales P3 Overview – let’ explore some myths and facts… Most people don’t think about ‘process’ and ‘production’ when they think about sales. When it comes to sales, most sales managers are resigned to the fact that 20% of their sales force is going to produce 80% of the results. The debate about sales being practiced as an ‘art’ vs. a ‘science’ continues relentlessly. The promise of technology enabling companies to ‘clone’ their top producers has also stayed a promise. However, the past few years have seen a consistent highlighting from experts of the need to streamline sales and selling processes. Research studies have shown that process-centric sales teams outperform sales teams that depend entirely upon the native talent of their sales executives. These companies also exhibit higher value, volume and velocity of deals than companies that still regard sales as a mysterious science. Just as Henry Ford transformed automobile production from a system where each car was built individually, sales leaders and experts agree that it is time salespeople stopped working on each deal in their pipeline as a unique deal. They need to adopt the principles of a uniform, well-defined selling process executed consistently by the entire sales team to streamline the conversion of more leads to deals i.e. apply the principles of manufacturing to Sales.
- #27 We speak to hundred of sales executives like yourself every month and many have expressed concern over the effectiveness of their sales teams. Here are some common challenges they have shared with us. Which of these would you say are the most critical for your team? Is there anything else that I may have missed or are there any other objectives you’d like to cover? Great, so Landslide Technologies helps sales executives address the sales challenges and goals like the ones identified here with a particular focus on sales teams selling BtoB offerings. NEXT SLIDE