Title: 3d sales management
1 the Virtual Sales Manager
- 3d sales management
- deploy - VSM
- develop sales skills
- deliver increased profits
2 increasing sales outputs
in the 21st century commercial market there is
an urgent need for effective sales management and
control tools to help meet shareholder
demands generic CEO
3 business in the 21st century
- achieve more with the same or less
- fill the skills gap
- get the most from your market
- inspire sales productivity
- achieve positive board involvement
- forecast for the business
4 achieve more with the same or less
- have all of your sales staff consistently
exceeding quota - identify sales weakness
- allocate precious pre-sales resource
- make the best of management time
5 fill the skills gap
- quickly ramp up new sales staff
- avoid new sales staff failing
- guide new staff from outside your industry
- easily identify the winners
6 get the most from your market
- understand the value of your brand
- have your forecasts reflect the real market
opportunity
7 inspire sales productivity
- have your sales people police themselves
- allow your managers to manage strategy
direction rather than detail - avoid losing sales through basic errors
8 positive board involvement
- involve the whole business in the sales process
- give the board and shareholders visibility of
accurate sales status reporting - have the sales department makes a positive
contribution to product development and pricing
9 forecasting for the business
- sales forecasts
- accurately reflecting the status of all
opportunities - easily available to the board
- understandable without interpretation or
management filtering
10 the Virtual Sales Manager
VSM
11 the sales productivity model
- VSM view
- consistency in forecasting (equal basis for all)
- know in advance when deals may slip and avoid it
- remove the black art by deploying VSM
enterprise wide - use sales management to manage the outcomes and
strategies - target training coaching to the specific areas
of need
- - current view
- -inconsistent forecasting between sales
- people
- - deals always slipping
- - the sales process filled with black art
- - sales management time being spent
- managing the detail rather than the
- outcomes
- - broad brush approach being applied to
- sales training
12 decision making process
- VSM gives you a clear path through the decision
making process - consistently measure your position in the process
- understand how effective your actions are
13 competitors
- understand the competitive threats
- avoid business being lost to competitors with no
understanding of why - are the easy deals where you have no
competition being signed? - recognise do nothing as a real competitor
-
14 value proposition
- have a consistent framework for results that are
good for you and the customer - differentiate yourself based on your unique
strengths - bottle your value proposition
- align your organisation to the interests and
needs of your customers
15 close dates
- assess your lead times to test of your close
dates - understand why deals might miss the forecast
close dates - manage the process without becoming frustrated by
the deals that will always happen tomorrow - understand how real a close date is
-
16 budgets
- understand how well the proposition fits the
budget - know whether the budget has allocation and the
impact if not - can your prospect afford your product
- what happens if they cant?
17 trading position
- target your ideal customers - the ones that
fit your profile - know how your customer is trading and how your
product can help them
18 summary
- strengthen visibility of your pipelines
- improve forecasting
- quickly determine if there is a fit for your
products and services resulting in - more effective sales calls
- more productive sales force
19 VSM reporting cube
by channel / team
by product / service
by sales person
20 summary for VSM
- instant pay back with no capital investment
- 161 direct return on investment
- no infrastructure costs or headaches
21 contact
julian_at_thevirtualsalesmanager.co.uk guy_at_thevirtual
salesmanager.co.uk 44 870 161 4037
7 station road, chipenham, slough, berkshire sl1
6jj
www.thesalesplace.com info_at_thesalesplace.com