3d sales management

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the Virtual Sales Manager
                                              
                                     

• 3d sales management
• deploy - VSM
• develop sales skills
• deliver increased profits

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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
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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

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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

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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

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get the most from your market

• understand the value of your brand
• have your forecasts reflect the real market
  opportunity

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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

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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

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forecasting for the business

• sales forecasts
• accurately reflecting the status of all
  opportunities
• easily available to the board
• understandable without interpretation or
  management filtering

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the Virtual Sales Manager
VSM
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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

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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

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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
•  

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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

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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
•  

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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?

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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

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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

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VSM reporting cube
by channel / team
by product / service
by sales person
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summary for VSM

• instant pay back with no capital investment
• 161 direct return on investment
• no infrastructure costs or headaches

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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