5 must dos for sales momentum
Post on 15-Jul-2015
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Michael Hess
Founder/Principal
Core 6 Management Advisors
Gadiel Morantes
Chief Revenue Officer
Early Growth Financial Services
“Startups face a huge burden in today’s
economy, often having to choose
between funneling resources toward
creating their goods and services or
managing the often complex
accounting, tax and financial strategy
planning necessary to run a successful
business.”
~ David Ehrenberg,
Founder and CEO
Early Growth Financial Services
5
DO T HESE T H I NG S R I G HT, YO U ’LL SUCCEED.
1. Create a compelling general presentation (GP)
2. Prioritize and assign accounts
3. Understand obstacles / handling techniques
4. Develop sales process and pipeline management tools
5. Agree on pricing and rules
From 0 to 60 in 5 easy stepsTODAY
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DO W N T HE L I NE…4 MO RE
1. Create a compelling general presentation (GP)2. Prioritize and assign accounts
3. Understand obstacles / handling techniques
4. Develop sales process and pipeline management tools
5. Agree on pricing and rules
From 0 to 60…steps 6-9
6. Fully understand competitive set7. Create defendable unique value proposition
8. Establish recruitment process
9. Create sales support tools /systems
TODAY
7
T HE F ULL ENCHI LADA
1. Create compelling general presentation (GP)
2. Prioritize and assign accounts
3. Understand obstacles / handling techniques
4. Develop sales process and pipeline management tools
5. Agree on pricing and rules
From 0 to 60…Cookin’ With Gas
6. Fully understand competitive set7. Create defendable unique value proposition 8. Establish recruitment process
9. Create sales support tools /systems
10. Install strategic account review system
12. Activate performance review process for each rep
13. Create sales culture ethos and tie to performance reviews
14. Develop skill development curriculum and routine15. Assess executive team collaboration with sales leadership and team
11. Develop sales comp plan that reinforces desired behaviors
TODAY
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• Powerpoint or keynote. Include short vids if possible;
• Somewhat aesthetic and pleasing to the eye;
• To the point, professional (5 mins. max);
• Platform demo (5 mins. max);
• Design strategy for GP presentation over the phone vs. in person;
• PRACTICE to ensure everyone meeting with prospects is ready, able and professional.
1. Create a strong general presentation
TODAY
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• Divide and conquer: take time to develop “the list”;
• Start small and expand when ready; e.g. the “Fortune 500” is not a reasonable starting point;
• Align strengths and knowledge: does your CFO know someone? Your Head of Engineering?
• Tabulate good records per each account, beginning to develop a CRM system. (Google docs works fine to start).
2. Prioritize and assign accounts
TODAY
10
• Start a list of what the prospects say to begin understanding obstacles;
• Define and separate “obstacles” from “questions”. (Prospects ask a lot of questions, not all of them are obstacles.) Understand technique to handle each.
• Share obstacles with all on exec and product teams and lead discussion regarding proposed solutions;
• Learn how to “qualify an obstacle” and apply to sales interactions; “how important is that feature to your decision on contracting with us?”
• Rinse/repeat: learn obstacles, qualify obstacles, present to key internal constituents, discuss solutions, etc.
3. Understand obstacles
TODAY
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• Establish and follow sales process: contact, desire, phone meeting, personal meeting, additional meetings (with other co. ‘sellers’), how to follow-up, qualifying obstacles, closing, negotiating.
• Help the org understand the process and share best practices
• Create baseline marketing collateral to help ‘tell the story’
• Qualify customers and begin establishment of CRM (excel to start?)
• Review excel each week and determine “nexts” per each account
4. Develop process & revenue mgmt tools
TODAY
12
• Research market to understand pricing ‘laws of gravity’ for your service and market;
• Identify power buyers…influencers who will tell you the truth and help you;
• Establish advisory committee?
• Decide pricing strategy: go low, upsell? “What do you think it’s worth?” etc. Also, who gets to decide pricing? (Committee, CEO only?)
• Engage Finance to constantly assess market and internal pressures;
• Resist temptation to charge what your Board thinks you should charge.
5. Determine pricing strategy and rules
TODAY
13
DO T HESE T H I NG S R I G HT, YO U ’LL SUCCEED.
1. Create a compelling general presentation (GP)
2. Prioritize and assign accounts
3. Understand obstacles / handling techniques
4. Develop sales process and pipeline management tools
5. Agree on pricing and rules
From 0 to 60 in 5 easy steps
TODAY
The Core 6 Management Principles
RECRUIT ING/TRAINING
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MANAGEMENT & LEADERSHIP
OFFERING STRATEGY
EXECUTIVE COLLABORATION
OPERATIONS & EXECUTION
CULTURE
SOON!
The Core 6 Explained
R E C R U I T I N G / T R A I N IN G
1. build a scalable recruiting
process
2. create an on-boarding program
for quick rep integration
3. develop an ongoing training
program
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M A N A G E M E N T & L E A D E R S H I P
1. inspire and motivate
2. align people and resources
3. design the company and
product vision - operate as a key
company cheerleader
O F F E R I N G S T R AT E G Y
1. craft a commercially appealing
value proposition (and create
compelling sales materials)
2. synthesize market data and
convert into product/service features
3. observe competition and position
your offering distinctively
E X E C U T I V E C O L L A B O R AT I O N
1. create engagement and cross-
function for all key leaders
2. implement cooperation and support
for sales functions across departments
3. develop communication and sharing
platforms/protocol
O P E R AT I O N S & E X E C U T I O N
1. build scalable process and protocol
inside sales department and amongst
support teams
2. create accountability and
measurement tools to manage
execution
3. maximize communication to ensure
wide adoption of systems
C U LT U R E
1. develop a cultural ethos which drives
and motivates all in sales / company
2. strongly communicate cultural values
and create programs which reinforce
principles
3. tie cultural values to performance
review process
SOON!
The Evolution of Sales LeadershipSTAGES
1. CEO acting as HoS
2. First dedicated head: Nat’l Sales Mgr.
3. First draft pick: National Sales Director
4. Nirvana: VP of Sales (VPS)
5. You’re killing it: CRO (Chief Revenue
Officer)
16
QUALIF ICATIONS/SKILL
S
1. Big cheese, aka #1, etc.
2. Good, strong, traits
3. Manager + refined skills
4. Director + experience
5. VPS + gravitas
SOON!
Core 6 and Leadership
1. Culture activation
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2. Executive collaboration
3. Management & leadership
4. Offering strategy
5. Operations & execution
6. Recruiting & training
CE
O
NSM/
D
SV
P
SOON!
Core 6 and Leadership
1. Culture activation
18
2. Executive collaboration
3. Management & leadership
4. Offering strategy
5. Operations & execution
6. Recruiting & training
CE
O
NSM/
D
SV
P
SOON!
19
EVOLVED SALES PROCESS
1. Mastery of the Sales Call (MSC)
2. Performance Achievement Method – 12 (PAM-12)
3. Strategic Account Management System (SAMS)
MSC
PAM-12SAMS
CORE 6 FOCUS
+
Realities of ScalingSOON!
20
Realities of Scaling
MSC PAM - 12 SAMS
Comprehensive guide to running a face-to-face sales meeting with a prospect including:
Performance review process to assist in the ongoing skill monitoring and development of SEs:
Account review process to ensure proper working of each top account in the company:
1. Preparation best practices;
2. Agenda setting;3. Presenting skills;4. Qualifying skills;5. Obstacle
handling;6. Closing/negotiati
ng;7. Servicing/upsellin
g.
1. Time-based skill measurement process between SM and SE;
2. Formal quarterly reviews;
3. Correlated to compensation;
4. Can be benchmarked against entire team.
1. Time-based skill measurement process between SM and SE;
2. Formal quarterly reviews;
3. Creates priorities and team collaboration (incl. Exec. Team)
SOON!
21
DO T HESE T H I NG S TO SUCCEED.
1. Create a compelling general presentation (GP)
2. Prioritize and assign accounts
3. Understand obstacles / handling techniques
4. Develop sales process and pipeline management tools
5. Agree on pricing and rules
Today + Soon!SUCCESS CO MES FAST.
1. Head of Sales role is key…invest in resources to hire right2. Understand the Core 6 principles and how it applies to your business
3. Create, perfect your approach and systems: selling approach (MSC), performance management (PAM-12), strategic account management (SAMS).
SOON!
22
1. Building and scaling takes time and is incremental
2. Stay involved, yet learn to delegate and let go
3. Friends like Early Growth Financial Services and Core 6 Management Advisors know how to help
In conclusionSOON!
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