Deck For Ec Sell Webinar Jan 2012

5 Funnel Management
Coaching Mistakes
to Avoid in 2012
Presented by Mark Sellers and hosted
by EcSell Institute

© 2008 Mark Sellers and Breakthrough SalesPerformance LLC Sales Consulting | www.breakthrough-sales.com

“A terrific book!” Gerhard Gschwandtner, Publisher
Selling Power Magazine


A global client list


Best Practices

• Use funnel to define customer buying process
• Creating global processes to manage the funnel
• Commit to institutionalizing selling to customer buying
process


Top management has ownership to
process
“Every salesperson in the company, up the entire chain
of management, is accountable for the completeness
and accuracy of the pipeline. Incomplete or false data
leads to bad business decisions and puts our business at
risk.” Andy Mattes, President


Do you know how your customers
buy?


Stages Why the funnel?

Need

funding

alternatives

purchase


Align your selling with customer buying

Customer actions Seller actions


We created the funnel that defines the
customer’s buying process


We’re a process solution, not training
This is how you institutionalize the right selling behaviors


Mistake 1: Assuming that defined funnel
stages drives the right selling behavior


Solution

• Use the intent of the stage definition to drive
dialogue
• Do spot ‘deal reviews’
• Train


Mistake 2: Making time for forecasting
calls, but not for ‘funnel’ calls


Solution
• Separate forecasting calls from funnel health
calls
• Focus Audit on ‘Nonviable’ section of funnel


Questions to ask

• How has your funnel changed over the past 30 days?
• For opportunities that moved stages do you know why that
happened? What did the customer commit to for the opportunity to
move stages?
• Did you add new Stage 1s? What was the lead source?
• How many new customers did you add to the funnel vs new
opportunities from existing customers?
• Did you complete 100% of your action items from the last Funnel
Audit?


Mistake 3: Thinking that a CRM solution
fixes a sales process problem


Solution

• If you haven’t yet implemented CRM…
• If you have implemented CRM…
• Don’t let the ‘data’ speak for itself


Questions to ask

• Not yet implemented • Have implemented CRM
CRM – Do my people have the right
– How can I help my funnel reports?
salespeople gain insight – Is CRM giving them insight
into their funnel health? or just visibility?
– Where would CRM help – Is CRM making Funnel
then better manage their Audits (eg inspections)
funnels? easier to do or harder?
– What can I do to keep the – Am I having funnel health
focus on the process, not calls or just forecasting
the CRM when we get it? calls?


Mistake 4: Managing all of your reps
to a 3X expectation


36M

11.8M


36M

9M


36M

5.4M


Solution

• Know the true win rate of each rep
• Use it to create more credible 30 day funnel
action plans
• Update regularly


Action Plan

• Each Funnel Audit
leads to a specific
30–60 day Action
Plan
• Priorities and time
management are
identified


Action Plan

• Goals
– Ex: Find €400,000 of TVR in next 30 days

• Actions
– Ex: Convert 3 of my Stage 2s to Stage 3, totalling
€400,000 of funnel value TVR


Mistake 5: Your veterans do not
need coaching


Solution

• Veterans want coaching
• Be mindful of your approach to coaching
veterans
• Going to the driving range


We’re a process solution, not training
This is how we institutionalize the right selling behaviors


Learn more – Mark Sellers
Website/Blog
Email
funnelprinciple.com
mark@breakthrough-
blog.funnelprinciple.com sales.com

Phone Twitter
614.571.8267 @funnelprinciple


Deck For Ec Sell Webinar Jan 2012

Recomendados

Recomendados

Más contenido relacionado

La actualidad más candente

La actualidad más candente (20)

Similar a Deck For Ec Sell Webinar Jan 2012

Similar a Deck For Ec Sell Webinar Jan 2012 (20)

Deck For Ec Sell Webinar Jan 2012

Notas del editor