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3d sales management

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know in advance when deals may slip and avoid it ... target training & coaching to the specific areas of need. thesalesplace.com ... – PowerPoint PPT presentation

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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
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