Drive Sales Growth in 2017! Maybe you haven’t kicked off the year yet or you just need to re-energise and refocus the team on sales growth. Either way, in this session Dean will share and explain specific strategies for: • Creating improved coaching on sales growth • Helping you and your people prioritise and focus on the highest value activities in 2017 • Defining the opportunity 2017 offers for sales growth and a plan for achieving results

1. How to Plan Your
Sales Kick-Off Meeting
- Dean Mannix

2. Today’s Discussion…
• The value of “Clarity”
• The ideal growth strategy
• 8 conversations to create clarity

3. The Ideal Growth Strategy...
“I want a 27% increase
in sales revenue”

4. The Ideal Growth Strategy...

5. Conversation #1 – Clarity on Targets...
• Sales Revenue/ Budget
• Retention goals
• Cross-sell targets
• New customer targets
• Product mix
• Profitability

6. Conversation #2 – Sources of Sales Revenue...
1. How much revenue do I believe I can confidently count
on from retention of existing revenue from my existing
customers?
2. Where do I think I can grow revenue in my existing
customers and by how much?
3. What new revenue from new customers do I believe I
can achieve in the coming 12 months?

7. Conversation #3 – Retention Strategy...
1. How did the return on effort compare, for each of my
customers/products/ services last year?
2. In relation to retention of existing revenue, which
customers are most at risk in the coming 12 months?
3. What are my specific strategies for retaining revenue
with each key customer/ customer group?

8. Conversation #4 – Growing Existing Customer Revenue..
1. Are there opportunities in any of my existing customers
to increase pricing?
2. Are there other people/ divisions within existing
customers, that I should be doing business with?
3. Are there other products/solutions that my existing
customers should be using/buying from me?

9. Conversation #5 – New Customer Revenue..
1. What does last year’s success (in generating sales), tell me is
important in securing new customers?
2. What are the ideal characteristics of a prospective customer/
opportunity and what does that mean for my ideal target
market?
3. How can I leverage existing customers and other relationships,
to generate more interested prospective customers?
4. Outside of referrals, what’s the best way to engage prospective
customers in my target market?
5. What support/spend from the organisation/ marketing would
make it significantly more likely, I would be able to accelerate
the growth of pipeline/ achieve my targets this year?
$

10. Conversation #6 – Most Valuable Activities..
1. What do our most successful salespeople do more of, do differently
and do better that our least successful salespeople?
2. What were the highest value activities and behaviors that lead to
success last year?
3. What are the three most important activities (lead indicators) that
must be measured each week to ensure sales targets will be
achieved?
4. What are the three most valuable and important sales leadership/
coaching/enabling behaviours, that will support this activity and
behaviour, across the broader sales team?
5. Are there any specific behaviours and activities, that are linked to
poor performance and failure?

11. Conversation #6 – Most Valuable Activities..
Menu of Strategies
Find
Examples
• Secure new customer meetings through
• Referrals from existing customers
• Referrals from third party influencers
• Joint meetings with specialists in wider team (and their clients)
• Through calls to past prospects and customers that have left
Win
Retain, Grow and Leverage

12. Conversation #6 – Most Valuable Activities..
Menu of Strategies
Find
Examples
• Secure new customer meetings through
• Referrals from existing customers
• Referrals from third party influencers
• Joint meetings with specialists in wider team (and their clients)
• Through calls to past prospects and customers that have left
Win
Examples…
• Engage further stakeholder in target company
• Provide copy of testimonial or recent case study for discussion
Retain, Grow and Leverage

13. Conversation #6 – Most Valuable Activities..
Menu of Strategies
Find
Examples
• Secure new customer meetings through
• Referrals from existing customers
• Referrals from third party influencers
• Joint meetings with specialists in wider team (and their clients)
• Through calls to past prospects and customers that have left
Win
Examples…
• Engage further stakeholder in target company
• Provide copy of testimonial or recent case study for discussion
Retain, Grow and Leverage
Examples…
• Maintain existing margins
• Do favours for existing customers
• Secure testimonials from existing customers
• Increase pricing

14. Conversation #7 – Most Influential People..
Who are the twenty people most
likely to influence the success of
my growth strategy?

15. Conversation #8 – What Will Motivate YOU?
1. Outside of price, what’s the one thing that I believe will challenge
me the most in achieving my sales targets this year?
2. Do I have a clear understanding, of what successfully achieving my
targets and extra sales, will mean for me personally?
3. Do I believe that following through on the plan I’ve developed, will
lead to achieving my sales targets?
4. Do I believe I have the skills required, to execute on the plan I’ve
developed and everything else required, to achieve my sales
targets?
5. What one thing would motivate me to the most, to execute on the
plan I’ve developed and what would I be willing to give/ trade for it?

16. Register for Next Month’s Webinar Now!