ou can't manage salespeople retroactively. Milestone Selling visualizes in real time if your salespeople are generating the short-term progress through the sales process that is needed to reach your budget long-term.
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2. milestoneselling.com
Process oriented sales culture
2
Has no sales process
Each salesperson has his own methodology
May be successful – but randomly and with big variations
Has a formal sales process
Believes/hopes it is being used – but doesn’t know
No supervision at process level (result only)
Has a sales process and controls its use
Retrospective management focus
Uses process focus to find and address errors
Has a sales process and motivates salespeople to use it
Monitors dynamically and constructively
Adjusts process to changes in the market
4. milestoneselling.com
How do you sell? What is your methodology?
We asked more than 300 sales organizations
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
50%
1 2 3 4
4
45%
11% 12%
32%
Dynamic process: We have identified an
effective sales methodology and are improving
it continuously. The methodology is clearly
defined, written in detail and implemented in
our organisation.
Control and errors: We have a methodology
that the salespeople must follow. It has been
communicated to the sales organization but it’s
not yet a natural part of our sales culture.
Hope and intention: We do have a sales
process, but only few use it in practice.
Anarchy and luck: : It’s up the the individual
salesperson to find an effective sales method.
We offer sales training but don’t have our own
defined sales method.
Survey by Milestone Selling with 300+
responses. Conducted Q4 2012.
5. milestoneselling.com
6%
29%
41%
24%
How is the sales methodology working for you?
Perfect. It is of great value to us.
It is good. It is working for us.
It could be better.
It needs improvement.
Survey by Milestone Selling with 300+
responses. Conducted Q4 2012.
Formål med denne slide:
Skabe bevidsthed om at der måske ligger et potentiale i at sælge mere metodisk og struktureret.
Pointer til gennemgang ifm denne slide:
Gennemgå de fire niveauer for procesorienteret salgskultur
Eventuelt lead over til næste slide:
Hvad vil der mon ske hvis man kommer op på niveau 4?
Formål med denne slide:
Stimulere et ønske om at sælge mere procesorienteret
Pointer til gennemgang ifm denne slide:
CSO Insights er et stort og anerkendt amerikansk analyse institut
De har undersøgt 1000-vis af salgsorganisationer og kan konkludere at niveau 4 virksomheder outperformer niveau 1-3 på en række parametre – blandt andet:
Kvalificere og diskvalificere kundeemner hurtigt og effektivt
Præsentere salgsargumenter på en værdibaseret måde for på den måde at minimere fokus på rabat
Sælge andre/nye produkter
Eventuelt lead over til næste slide:
Hvordan ser det mon ud i Danmark…?
Formål med denne slide:
Få deltagerne til at se behovet for at sælge mere struktureret og metodisk.
Pointer til gennemgang ifm denne slide:
Næsten halvdelen (45%) har reelt anarki – de ved ikke hvordan de sælger, de gør det og det kan for så vidt virke fint.
Eventuelt lead over til næste slide:
Men hvordan oplever de så deres resultater…?
Formål med denne slide:
Se behovet for at sælge mere struktureret
Pointer til gennemgang ifm denne slide:
24%: Salgsmetoden skal forbedres
41%: Salgsmetoden kunne godt forbedres
Med andre ord, mange ser behov for at sælge mere procesorienteret
Hvad tænker I om det? Hvordan passer det på jer?
Eventuelt lead over til næste slide:
Det var det første af tre principper: Struktureret salg
Lad os se på forecasting og pipeline…