How To Increase Sales Through Real Opportunity Management

1
How To Increase Sales Through Real Opportunity
Management
Tele-Conference Seminar September 8, 2003

• Presented by Joe Ellers
• Paul Clipp

2
Selling as a Process

• The sales process has six sequential steps
• Customer
• DMP
• Opportunity
• Qualification
• Quote
• Close

3
(Self) Management is the key

• Whether you are a salesperson or a sales manager,
  you need to manage your sales pipeline. Start
  with the basics
• Scheduled closes
• Quotes
• Samples
• Opportunities
• For each, do you know the following How many?
  Success ratio?

4
So how much do you need?

• If you have goals and you know your success
  ratios, you can set specific activity goals
• Prospecting calls
• Sales calls to existing customers
• Presentations of specific products/services

5
Opportunity Management is the key

• The sound of money
• Many sales are lost simply because there was no
  sales follow-up. Provide yourself with a tool
  that keeps reality in front of everyone at all
  times.

6
Whats it look like?

• Date In
• Customer Name
• Key contact
• Opportunity
• Value of the opportunity
• Step of the sales process and

7
The Silver Bullet

• Next Scheduled Activity
• Scheduled date/time
• Thats all there is to it.

8
How can you do it?

• A spreadsheet (coupled with the use of a
  calendar)
• An internal database
• An internal program
• An internet application

9
Remember the key points

• Its a process
• You need to know whats in the pipeline
• You need to know the success ratios
• You need a system
• You need to tie it into your calendar
• You need to use it

10
Resource Information

• Here are more tools to help you reach your
  objectives with better
• confidence, more speed, and increased results.
• Ongoing Tele-Seminars ( because of your
  participation, you will automatically be notified
  of upcoming tele-seminars.)
• FREE E-zine-The Sales Managers Insider-
• A twice monthly content-rich electronic
  newsletter designed to give you the necessary
  information, tools and processes to help reach
  your sales goals. Visit http//www.joeellers.com/
  ezine.htm for details and/or to subscribe.
• Additional information, tools, articles
  resources can be found at our website.
• http//www.joeellers.com
• For Questions, Comments Requests Contact Norm
  Reid at
• norm_at_joeellers.com

11
About Joe Ellers

• Hi, its me Joe Ellers You know me as the host
  from our recent
• tele-seminar together and probably as the "sales
  guy
• who's addressed hundreds of association
  conferences
• seminars for many different organizations. My
  work focuses on
• distribution manufacturing industries helping
  improve sales, the
• sales management process business strategy.
• It all started more than 20 years ago, I began
  teaching core
• principals of sales sales management to people
  in the
• distribution manufacturing industries. We
  provide step-by-step
• approaches to every aspect of the sales process.

Joe_at_joeellers.com

• I've been been in this industry for 20 years now,
  creating over 9 billion in added revenue and
  process improvements for more than 900 companies
  around the world.
• Whether you have a sales force of 5 or 500, there
  is a system using these processes so you can have
  them all working for you.
• For more information on how our system can work
  for you visit our website at http//www.joeellers.
  com

12
About Paul Clipp

• Hi, I was happy to be able to help my friend and
  long time business partner, Joe Ellers, with this
  tele-seminar. Joe asked me to help on this
  because I am the operations/manufacturing guy.
  My newest book, Manufacturing Excellence, a
  challenge to implement best practices in
  manufacturing, is coming out this fall.
• I have been a consultant since leaving Colgate 23
  years ago. By working with hundreds of
  organizations, I have continued to learn with my
  clients as world-class manufacturing has become
  ever more sophisticated. I am an industrial
  engineer (GMI now Kettering University) with an
  MBA from The Harvard Business School. My
  clients range from high tech to food processing
  with furniture, chemicals and textiles included.
  My main focus is to help my clients have
  strategic, aggressive manufacturing strategies
  that position manufacturing as a major
  contributor to the profit capability of the
  organization.
• Joe is a man of many talents. He and I wrote
  Implementing Process Improvement and Market
  Driven Manufacturing together. It is a pleasure
  serving you by working with Joe. If I can answer
  any questions or be of any help, you can contact
  me at Paul_at_paulclipp.com. Thanks for being part
  of the tele-seminar.

13
Thank You For Participating

• Our goal was to give you as much content-rich
  information that you can start using in your
  business right now!
• Till next time
• Joe, Paul, Norm