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1. Major Sales
Growth Drivers for
Every Organization & Industry
YOUR COMPANY NAME 1

2. 2
01
TheStartingPoint-ReviewtheSalesPipeline
4WaystoIncreaseSalesThroughaSalesPipeline
02
MapOuttheSalesProcess
04
DriversofSalesGrowth
03
□ Growth Driver #1 - Perfect Your Pitch
□ Growth Driver #2- Include High-Level Business Strategy
□ Growth Driver #3- Improve Your Sales Strategy
□ Growth Driver #1 - Perfect Your Pitch
□ Growth Driver #2- Include High-Level Business Strategy
□ Growth Driver #3- Improve Your Sales Strategy
05
Sales:TheBigPicture
SalesStrategy
06
□ Step 1- Gathering Sales Insights
▪ Sales Trend Analysis
▪ Analyzing Customer Journey Map
▪ Competitive Benchmarking
▪ Sales Performance of Competitors
▪ Analysis of Impact of Business Strategy on Sales Strategy
▪ Sales Team Productivity Assessment
▪ Sales Team Productivity Assessment Template 2
▪ Sales Operations Maturity Assessment
□ Step 2- Developing Best Practices
▪ Implementing Lean for Improved Sales Processes
▪ Sales Operations Maturity – Best Practices
□ Step 3- Prioritizing Deals
▪ Sales Priority Matrix
□ Step 4- Sales Roadmap
07
SalesStrategy-Summary
08
SalesOperationsStrategyScorecard
09
SalesRoadmap
Table of Contents

3. The starting point-review the sales pipeline
3
XXXX Your Text Here
Visitors
(Discovery)
Leads
(Intent)
Promoters
(Loyalty)
Customers
(Purchase)
Strangers
(Awareness)
XXXX Your Text Here
XXXX Your Text Here
XXXX Your Text Here
XXXX Your Text Here
Number Duration
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4. 4 Ways to Increase Sales Through a Sales Pipeline
4
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01
Target More Potential
Customers
02
Reduce Steps for
Potential Customer
03
Aim for Maximum
Conversion of Leads
into Customers
04
Focus on the Big
Deals

5. DriversofSales
Growth
5
More the valuable your product/service, better the
sales
Based on past campaigns and new market realities, create an
unbeatable sales strategy
Incorporate new customers/markets/new geos/new marketing
campaigns in your sales strategy
Perfect Your Pitch
Improve Your Sales Strategy
Include High-
Level Business Strategy
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to your needs and capture your
audience's attention.

6. Growth Driver #1Perfect your Pitch
6
Who is the Target
Customer
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What’s Our Killer Value
Proposition
How Unique is Our
Marketing Message
o Your Text Here
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o Your Text Here
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What is Our
Distribution Strategy
o Your Text Here
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o Your Text Here
o Your Text Here
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7. Growth Driver #2 Include High level Business Strategy
7
Have we targeted any
new markets?
o Your Text Here
o Your Text Here
o Your Text Here
o Your Text Here
o Your Text Here
o Your Text Here
Have we targeted any new
target customers?
o Your Text Here
o Your Text Here
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Have we expanded to any
new geographies?
o Your Text Here
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Have we launched any new
products/services?
o Your Text Here
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Have we made changes in our
Pricing plan?
o Your Text Here
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o Your Text Here
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o Your Text Here
Have we made changes in our
Distribution plan?
o Your Text Here
o Your Text Here
o Your Text Here
o Your Text Here
o Your Text Here
o Your Text Here
Have we launched any
new marketing campaigns?
o Your Text Here
o Your Text Here
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o Your Text Here
o Your Text Here
o Your Text Here
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8. Growth Driver #3 Improve Your Sales Strategy
8
Improve the Sales Process
o Optimize the Customer Purchase
Journey
o Improvise the sales methodology based
on data insights
o Automate the sales processes
Invest Resources in Salespersons
o Increase the salesforce if needed
o Hire competent salespersons
o Invest in their training and growth
o Build a productive work environment for
the team
Invest in Sales Infrastructure
o Invest in a powerful Sales CRM
solution
o Invest in Business Intelligence &
Market Intelligence solutions
o Invest in ERP software
Build Stronger Relations with Partners
o Optimize and/or grow partnerships with
distributors or agents
o Optimize and/or grow partnerships with
marketing agencies
o Optimize and/or grow partnerships with
consultants
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9. Map Out the Sales Process
Activities Process Owner
Sales Activity
Lead
Sales Activity
Support
□ Client Mapping
□ Research
□ Meeting
□ Pro-active selling
□ Sales Team □ Sales Team
□ Executive Team &
Operations
□ Scope Q&A
□ Solution Approach
□ Pricing
□ Program Timetable
□ Proposal
□ Sales
□ Team
□ Operations &
Finance
□ Sales
□ Team
□ Final Presentations
□ Site Visits
□ Inside Channel
Feedback
□ Contract
Negotiations
□ Program Planning
□ Sales
□ Team
□ Executive Team
□ Sales
□ Team
□ Provide Contracted
Services
□ Operations
□ Operations &
Recruitment
□ Finance
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Lead Generation
Solution
Deal Closing
Program
Launch
9

10. Sales the Big Picture
10
Their Needs Text Here Text Here Text Here Text Here
Problems Faced by Them Text Here Text Here Text Here Text Here
Our Solution Text Here Text Here Text Here Text Here
Our Sales Strategies Text Here Text Here Text Here Text Here
1 2 3 4Target Customer
Target Customer Target Customer Target Customer Target Customer
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11. 11
Gathering Sales Insights
o Sales Pipeline
o Customer Journey
o Competitor Analysis
Developing Best Practices
o Sales Automation
o Sales Operations
Prioritizing Deals
o Sales Priority Matrix
Sales Roadmap
o Sales Goals & Roadmap/Timeline
01
02
03
04
Sales
Strategy
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12. 12
Gathering Sales Insights
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1

13. Sales Trend Analysis
13
This graph/chart is linked to excel, and changes automatically based on data. Just left click on it and select “Edit Data”.
Sales Pipeline
2,500
Prospects
1,800
Marketing Qualified Leads
38
Won Deals
130
Sales Qualified Leads
55,000
Visitors
Japan
America
Asia
Pacific
Europe
23%
41%
12%
24%
Revenue by Territory
Software
ConsultingHardware
Services
24%
25%
9%
42%
Sales by Product
Won & Lost Opportunities
35% Won
Opportunities
56% Lost Opportunities
$0K $5K $10K $15K
Jan-20
Feb-20
Mar-20
Apr-20
May-20
Jun-20
Sum of Win Some of Loss
Win/ Lost by Month
$0K $100K $200K $300K
Text Here
Text Here
Text Here
Text Here
Text Here
Text Here
Text Here
Text Here
Text Here
Text Here
SumofPipeline
Pipeline per Employee
$0K $100K $200K $300K
Jan-20
Feb-20
Mar-20
Apr-20
May-20
Jun-20
SumofForecasted
Forecasted
$0K $5K $10K $15K
Jan-20
Feb-20
Mar-20
Apr-20
May-20
Jun-20
Sum of Win Some of Loss
Total Opportunities

14. Sales Trend Analysis
14
45% 35%
24%
65%
5%
10%
15%
20%
50%
Plan1
Plan2
Plan3
Plan4
Plan5
Sales Goal YTD
Top Selling Plans
Top Opportunities
$10111
$12140
$70030
$55410
$2000
$55000
$0 $20000 $40000 $60000 $80000
Company 1
Company 2
Company 3
Company 4
Company 5
Company 6
Value
$10132
$52035
$15432
$55413
$0 $20000 $40000 $60000
Mary
Emma
Michael
John
Revenue
Top Sales Reps
Sales Funnel
100%
26%
13%
6%
Visitors
Leads
Repeat Customer
Customer
0
5
10
15
20
25
30
35
40
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
New Customers
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15. Analyzing Customer Journey Map
15
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Stage Awareness Consideration Decision Delivery & Use Loyalty & Advocacy
Customer
Activities
Hear from friends, see
offline or online ad,
read from newspapers
Compare & evaluate
alternatives
Add groceries to
shopping cart
Make an order
Receive or pick up on
order
Contact customer
service
Enjoy groceries
Order again and/ or
order more
Share experience
Customer Goals Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here
Touchpoints Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here
Experience
Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here
Business Goal Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here
KPIs Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here
Organisational
Activities
Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here
Responsible Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here
Technology
Systems
Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here Your Text Here

16. Competitive Benchmarking
16
Performance – 2019 Competitor 1 Competitor 2 Competitor 3 Competitor 4 Competitor 5
Sales (billions) $36.5 $61.1 $118.4 $103.6 $69.9
Percent Margin 36.0% 17.9% 24.3% 44.1% 25.2%
Marketing & Sales Expenses (% sales) 8.5% 8.7% 8.3% 17.0% 16.3%
Net Marketing Contribution (billions) $10.0 $5.6 $18.9 $28.1 $5.9
Operating Income (billions) $7.7 $3.2 $10.8 $17.1 $6.2
Performance Metrics
Operating Income (% sales) 21.0% 5.2% 9.1% 16.5% 8.9%
Marketing ROS 27.4% 9.2% 16.0% 27.1% 8.4%
Marketing ROI 323% 106% 192% 160% 52%
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17. Sales Performance of Competitors
17
This graph/chart is linked to excel, and changes automatically based on data. Just left click on it and select “Edit Data”.
25
8
10
20
30
26
9 9
22
28
27
12
15
13
31
0
25
50
Own Business Competitor 1 Competitor 2 Competitor 3 Competitor 4
2018 2019 2020€ / $ MIO. / %

18. Analysis of Impact of Business
Strategy on Sales Strategy
18
Business Strategy
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Market Target(s) Strategy
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Product Strategy
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Distribution Strategy
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Pricing Strategy
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Promotion Strategy
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19. Sales Team Productivity Assessment
19
15%
Calls
53/354
18%
Successful Calls
36/200
20%
Planned Meetings
4/20
100%
Tasks
19/0
Top Lost Reasons
Win Ratios
2 : 1
Number of opps required to
win one deal
2.7 : 1
Number of leads required
to win one deal
9
5
3
2
1.8
1.5
3
1
Chose Competitor
Competition
High Price
Authority
You Team Average
Activity Goals vs.
Performance this month
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20. Sales Team Productivity Assessment Template 2
20
Summary Completion Overdue
Progress, Plan &
Problems
Reward
John Smith Finished what he planned 70% 2 Text Here
Anita Smith Doesn't complete his plans 20% 8 Text Here -
Tom Smith Doesn't complete his plans - 11 Text Here -
Mary Smith Shows Initiative 40% 1 Text Here
Peter Smith Didn’t Submit a report - - Text Here -
40%
60%
80%
20%
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21. Sales Operations Maturity Assessment
21
Sales Operations Success Drivers Score Goal State Weight
Recruitment & Retention 1.8 2.3 10%
Consultative Sales Training 3.5 4.0 10%
Sales Process 1.5 2.0 15%
Sales Tools 3.6 4.1 5%
Sales Productivity Management 3.5 4.0 10%
Sales Analysis & Forecasting 2.3 2.8 10%
SFA/CRM 2.4 2.9 15%
Sales Compensation 3.8 4.3 10%
Sales & Marketing Alignment 3.0 3.5 10%
Sales Leadership & Management 3.8 4.3 5%
Sales Operations Score (Out of 100) 55 65 100%
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22. Developing Best Practices
22
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2

23. Implementing Lean For
Improved Sales Processes
23
Before
Administrative Task
Selling Products
20%
80%
A sales representative was
focusing 20% of his time in
administrative tasks & 80% of his
time on selling products
After
Administrative Task
Selling Products
10%
90%
The process improvement allowed the sales
representative to focus only 10% of his time
in administrative tasks & 90% of his time on
selling products

24. Sales Operations Maturity Best Practices
24
Description of Best Practices Score Notes/Comments
New hires usually achieve their sales targets within 3 months of being recruited & trained 1 Your Text Here
We have a solid Sales Compensation Plan to retain top staff with over 50% achieving on-
target-earnings
2 Your Text Here
Sales skills assessments are used to profile our top performers, screen new hires & inform
training needs 1 Your Text Here
We validate each candidates writing skills, presentation skills, education & past employment 4 Your Text Here
At least 2 other team members are part of the evaluation process 1 Your Text Here
We have adopted a consultative sales methodology such as SPIN Selling, Miler Heiman, etc. 4 Your Text Here
Our sales representative are capable of discussing real customer needs & the impact of key
challenges 5 Your Text Here
Key Account Planning, Stakeholder Analysis &/or Territory management tools are in place to
assist reps
3 Your Text Here
A comprehensive Sales training manual with sales tools has been created to document our
methods
2 Your Text Here
Sales training workshops are conducted at least once per year to maintain continuous
Improvement 4 Your Text Here
Recruitment
& Retention
Consultative
Sales Training
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25. Prioritizing Deals
25
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3

26. Sales Priority Matrix
26
Value
Likelihood to Close
High value, still
qualifying
High value, likely
to close
Moderate value,
likely to close
Unknown value, early
qualification
Spend majority of time on high value and most
likely to close deals.
Finally, spend the least amount of time on
moderate deals that are in the early stages of
qualification.
Then, focus on moderate to high value deals
that are likely to close.
Identify the most promising deals and prospects
and that need immediate attention
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27. Sales Roadmap
27
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4

28. Sales Strategy- Summary
Key Metrics Last Year This Year Target
Total Revenue $275.6M $281.7M $300M
Customer Retention
Rate
72% 77% 82%
Sales Pipeline Revenue $150.62M $145.56M $175M
Customer Acquisition
Cost
$10,450 $9,675 $9,000
Team Size 150 172 200
Profit Margin 45% 46% 48%
Pipeline Targets Sales Targets
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Text Here
Text Here
Text Here
Text Here
Text Here
Text Here
28

29. Sales Operations Strategy Scorecard
29
Recruit & Retain Quality Sales Reps Provide Better Consultative Sales Training Improve Analysis & Forecasting Processes
Programs, Initiatives, & Actions
Recruitment Campaign
Sales Training Workshops (SPIN Selling, Miler Heiman,
etc.)
Your Text Here
Sales Skills Assessment Key Account Planning & Stakeholder Analysis Training Your Text Here
Sales Compensation Plan Redesign Sales Training Manual (Policies, Procedures, Tools, etc.) Your Text Here
Key Performance Indicators &
Metrics
# F/T Sales Reps # Workshops/Year Your Text Here
Assessment Results # Key Account Plans Developed Your Text Here
% Reps Achieving On-Target-Earnings Completed Sales Training Manual, # Sales Tools Your Text Here
Target Timeframe to Achieve
Goals
Increase Department to 25 reps by Jan (Q1) Conduct 3 Sales Training Workforce in this year Your Text Here
Set Benchmarks this year, use for hiring this year Create Key Account Plan for 100 accounts in this year Your Text Here
70% of Reps hitting OTE in this year Develop Sales Training Manual with 5 Tools by Q4 Your Text Here
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Objective
1 2 3

30. Sales Roadmap Quarterly Goals Timeline
30
Quarter 1 2020 Quarter 2 2020 Quarter 3 2020 Quarter 4 2020
Milestone
Goal: $650 K Goal: $2M Goal: $2.1m Goal: $1.2m
Strategy
Stack + Workflow
Lead Generation
1 K Gold Calls
Retention + Churn
Administration
Develop Customer Retention Strategy Document Customer Challenges Churn Analysis
Feedback Touchpoints Customer Satisfaction Survey Set Up Customer LoyIdentify Key at Risk Clients
Sales Dashboard and CRM Setup Launch AutomationImplement Live Chat
Implement Bottoms Up Strategy Build Customer/Buyer Personas and Use Cases Competitive Analysis
Global Breakeven AnalysisDefine Competitive Advantage Define Customer Sales Territories
Analyse Operational Costs Hire Customer Success Manager (CSM) Financial Reporting
Hire Global Outbound TeamCreate Department Expenses Budget
Prospecting Sprint Improve On-boarding Process
Cold Calling Lead Lists Weekly Webinars
Localization
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31. Sales Roadmap Global Europe USA Strategy
31
Strategy Lead Generation Retention + Churn Administration Stack + Workflow
USA
Implement Bottoms –Up Strategy
Prospecting Sprint
Develop Customer Retention Strategy
Analyze Operational Cost
Launch Automation
Cold Calling Lead List
Create Department Expenses Budget
Define Important Sales Territories Churn Analysis
Create Department Expenses Budget
Weekly Webinars
Hire Customer Success Manager(CSM)
Define Competitive Advantage Feedback Touchpoints Implement Live ChatImprove on – Boarding Process
Financial Reporting
Europe
Build Customer / Buyer Personas and Use
Cases
European Launch
Document Customer Challenges
Financial Reporting
London Headquarters Opening Customer Satisfaction Surveys
Global Global Breakeven Analysis
Australia + Pacific Rollout
Set Up Customer Loyalty Program Hire Global Outbound Team Localization
Localization
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32. Additional Slides
32
Agenda Company Introduction Our Mission Vision Values Our Goal
Organization Chart Comparison Bar Chart Pie Chart
Dashboard Line Chart Circular Diagram Roadmap
Thank You for WatchingTimeline

33. 33
Agenda
Agenda 1
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Agenda 2
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Agenda 3
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34. 34
Company
Introduction
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Text Here
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Text Here
Text Here
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your audience's attention.

35. 35
Our Mission Vision Values
Vision
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Mission
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Values
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36. Our Goal
36
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Goal 04
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Goal 01
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Goal 02
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Goal 03

37. Organization Chart
37
Annie Spratt
Text Here
Valentin Wallet
Text Here
Martin Sanchez
Text Here
Fernando Reyes
Text Here
Paweł Czerwiński
Text Here
Levi Ventura
Text Here
Irene Kredenets
Text Here
Jonathan Borba
Text Here
Alfred Kenneally
Text Here
01
02 03
2.1
2.2
2.3
3.1
3.2
3.3

38. Comparison
38
PC users in
2020
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50%
Laptop users in
2020
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75%
Mobile users in
2020
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80%

39. Bar Chart
39
0
10
20
30
40
50
60
70
80
90
100
Jan Feb Mar Apr May Jun
Sales(inUSDmillions)
Year 2020
100%
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select “Edit Data”.
Product 01
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Product 02
Sales(inUSDmillions)

40. Pie Chart
40
21.80%
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34.50%
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32.70%
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10.90%
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Text Here

41. Dashboard
41
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Low
30%
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Medium
50%
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High
90%
0
100
50
Low
Medium
High
0
100
50
Low
Medium
High
0
100
50
Low
Medium
High

42. Line Chart
42
0
10
20
30
40
50
60
70
80
90
100
JAN FEB MAR APR MAY JUN JULY AUG SEP OCT NOV DEC
Profit(InThousands)
80%
92%
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Product 01
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Product 02

43. Circular Diagram
43
Text Here
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01
02
03
04
05
06

44. Roadmap
44
04
Text Here
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Text Here
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01
Text Here
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45. Timeline
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46. Thank You for Watching
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