deck for ec sell webinar jan 2012

5 Funnel Management Coaching Mistakes

to Avoid in 2012

Presented by Mark Sellers and hosted by EcSell Institute

“A terrific book!” Gerhard Gschwandtner, Publisher Selling Power Magazine

A global client list

Best Practices

• Use funnel to define customer buying process• Creating global processes to manage the funnel • Commit to institutionalizing selling to customer buying

process

“Every salesperson in the company, up the entire chain of management, is accountable for the completeness and accuracy of the pipeline. Incomplete or false data leads to bad business decisions and puts our business at risk.” Andy Mattes, President

Top management has ownership to process

Do you know how your customers buy?

Why the funnel?

funding

alternatives

purchase

Stages

Align your selling with customer buying

Seller actionsCustomer actions

We created the funnel that defines the customer’s buying process

We’re a process solution, not trainingThis is how you institutionalize the right selling behaviors

Mistake 1: Assuming that defined funnel stages drives the right selling behavior

Solution

• Use the intent of the stage definition to drive dialogue

• Do spot ‘deal reviews’ • Train

Mistake 2: Making time for forecasting calls, but not for ‘funnel’ calls

Solution

• Separate forecasting calls from funnel health calls

• Focus Audit on ‘Nonviable’ section of funnel

Questions to ask

• How has your funnel changed over the past 30 days? • For opportunities that moved stages do you know why that

happened? What did the customer commit to for the opportunity to move stages?

• Did you add new Stage 1s? What was the lead source? • How many new customers did you add to the funnel vs new

opportunities from existing customers? • Did you complete 100% of your action items from the last Funnel

Audit?

Mistake 3: Thinking that a CRM solution fixes a sales process problem

Solution

• If you haven’t yet implemented CRM…• If you have implemented CRM…• Don’t let the ‘data’ speak for itself

Questions to ask

• Not yet implemented CRM – How can I help my

salespeople gain insight into their funnel health?

– Where would CRM help then better manage their funnels?

– What can I do to keep the focus on the process, not the CRM when we get it?

• Have implemented CRM– Do my people have the right

funnel reports? – Is CRM giving them insight

or just visibility?– Is CRM making Funnel

Audits (eg inspections) easier to do or harder?

– Am I having funnel health calls or just forecasting calls?

Mistake 4: Managing all of your reps to a 3X expectation

= 11.8M

= 5.4M

Solution

• Know the true win rate of each rep • Use it to create more credible 30 day funnel

action plans • Update regularly

Action Plan

• Each Funnel Audit leads to a specific 30–60 day Action Plan

• Priorities and time management are identified

Action Plan

• Goals – Ex: Find €400,000 of TVR in next 30 days

• Actions– Ex: Convert 3 of my Stage 2s to Stage 3, totalling

€400,000 of funnel value TVR

Mistake 5: Your veterans do not need coaching

Solution

• Veterans want coaching• Be mindful of your approach to coaching

veterans • Going to the driving range

We’re a process solution, not trainingThis is how we institutionalize the right selling behaviors

Learn more – Mark Sellers

Website/Blog

funnelprinciple.com

blog.funnelprinciple.com

mark@breakthrough-sales.com

614.571.8267

Twitter

@funnelprinciple

deck for ec sell webinar jan 2012

mark sellers

sales process problem

funnel calls

funnel auditleads

crm solution

funnel health focus

process solution

nonviable section of

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