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Creating a Program to Improve Sales Performance

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Brenda Enegren and David Costin Talk about how CRM can Help companies improve their sales perofmance

  • Technology - SAP Module - Sales & Distribution Now a days everything is automated and need a fast update,so as business needs this also. So the current market scenario and needs a technology which is capable to do fast update across all the other related module known as SAP Sales & Distributon. Join Onlne SAP Sales & Distributon trainning. Contact me on 9163371020 Email - project.sachin@gmail.com
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Creating a Program to Improve Sales Performance

  1. 1. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. Maximizer’s Sales Best Practices Series Improving Sales Performance July 29th, 2015 | H O W T O C R E AT E A P R O G R A M T O E N S U R E Y O U R S A L E S T E A M I S P E R F O R M I N G
  2. 2. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. Presenters Brenda Enegren Director of Sales, Sendum Wireless David Costin Solutions Architect Maximizer CRM
  3. 3. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. • How Can You Ensure Your Sales Team is Firing on All Cylinders? • How You Can Determine If Your Sales Team Is Successful • What a Sales Process Should Look Like • Sales Management Action Plan Agenda
  4. 4. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. How Can You Ensure Your Sales Team is Firing on All Cylinders?
  5. 5. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. Imagine Dragons firing on all cylinders Las Vegas band quickly rises to arena status The Vancouver Sun July 22, 2015
  6. 6. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. The Objective is to Get a clear picture of your Sales Team’s performance The Objective is to Get a clear picture of your Sales Team’s performance
  7. 7. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. Not all companies use solid metrics to regularly measure sales performance, yet many companies are dissatisfied… • 42% of organizations said sales people are generally performing below expectations • 50% said the majority have scope for improvement • 8% said most sales consultants are consistent peak performers Source: Performance Practitioners global survey
  8. 8. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. How You Can Determine If Your Sales Team Is Successful
  9. 9. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. 6 Key Performance Indicators (KPI’s) to Measure on a Monthly Basis: 1. Number of leads received 2. Conversion Rates: Number of leads converted to opportunities 3. Number of leads that progress through each stage of the sales cycle
  10. 10. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. 6 Key Performance Indicators to Measure on a Monthly Basis. 4. Average length of the sales cycle 5. Number of Sales Won 6. Revenue generated • Existing vs. new customers • Vertical markets • Geography
  11. 11. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. How to measure? Use a CRM Solution
  12. 12. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. How the data can help you
  13. 13. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. In a study of 29 B2C and 13 B2B Companies, 1.25 million sales leads received Firms that contacted customers within 1 hour: 1. Are 7 times as likely to qualify the lead versus those that waited 1 hour later. 2. And more than 60 times as likely as companies that wait 24 hours Qualify = Having a meaningful conversation with a key decision maker Source: Harvard Business Review March 2011 Measure your sales rep follow-up time
  14. 14. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. 21% of Senior Sales Managers stated that poor sales process execution was a leading reason for losing deals Source: Accenture, Top Five Focus Areas for Improving Sales Effectiveness Initiatives, 2013 The case for defining a strong sales process
  15. 15. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. What A Sales Process Should Look Like
  16. 16. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc.
  17. 17. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. Track and Record Every Stage of Your Sales Process: Stage 1 = 0% - 10% probability to close • Using your CRM you can track which leads are becoming sales opportunities and which are not • Stage 1 progress will inform you about the effectiveness of your Marketing messages + sales team diligence early on Stage 1 – Lead Identified
  18. 18. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. Stage 2 = 10% – 25% probability to close • Your sales team will explore the business issue the customer is trying to solve • Determine customer budget availability • Timeframe for purchase • Decision makers • Determine overall fit with your product Stage 2 – Customer Discovery
  19. 19. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. Stage 3 = 25% - 50% probability to close • Presentation to company decision makers • Business case discussion • Product demo Stage 3 – Sales Presentation and Business Case
  20. 20. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. Stage 4 = 50% - 75% probability to close • Presentation to additional company decision makers including senior executive team • Product fit review – eliminate remaining stumbling blocks • Second Product demo to broader customer group • Ask “What do we have to do to make this happen?” Stage 4 – Product Demonstration
  21. 21. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. Stage 5 = 75% - 95% probability to close • Presentation to additional company decision makers including senior executive team • The pricing proposal is presented in context of a positive business case • Customer champion is fully informed on pricing before formal price is presented- no surprises Stage 5 – Price Proposal
  22. 22. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. Stage 6 = 95% probability to close • Negotiations at this stage • All customer objections, concerns and questions should have been addressed prior to this stage Stage 6 – Sales Close
  23. 23. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. Sales Management Action Plan
  24. 24. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. • Leverage CRM to ensure every sales team member is completing each predefined sales stage • For underperforming sales reps – use the CRM data to determine if the problem is a failure to follow your pre-defined sales process Or… • Lack of training? Other factors? • Support them to learn & get back on track
  25. 25. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. Some Final Thoughts • A clear and detailed view to the sales process data allows you to identify why and how you are successful • By tracking the sales process you may identify other factors beyond your sales teams’ control: • Territory sizing issues • Fundamental product problems • Competitive price undercutting • Lack of marketing support Tracking the Sales Process
  26. 26. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. Sales Performance – Business Predictability
  27. 27. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. Sales Performance – Business Predictability
  28. 28. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. Questions?
  29. 29. WWW.MAXIMIZER.COM © 2015 Maximizer Software Inc. Thank You!

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