nancy nardin - smart selling tools: how to increase revenue by shifting your use of sales-energy
DESCRIPTION
Sales Acceleration Summit - This session is now available on demand: http://www.insidesales.com/events/2014/sales-acceleration-summit/nancy-nardin Session Overview Twenty years ago, the connection between energy efficiency and business profits was poorly understood. Not so today. However, there is another way that businesses can benefit by improving their use of energy which continues to be overlooked. I’m referring to the use of Sales Energy. Each salesperson has a limited amount of sales energy (or sales capacity) to use throughout the year. The more efficiently that capacity is utilized, the higher your sales. Instead of settling for a quota-based assessment of sales capacity which tells you what you should be selling, a sales-energy assessment tells you what you could be selling. In this session you’ll learn: - How to quantify your available sales capacity - Where to look for ways to improve efficiency in the sales process - How to determine how much you could be selling - What steps you can take today to increase revenue and profits through better use of sales-energyTRANSCRIPT
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Sales-Energy Efficiency
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Should Expectedvs
Possible
vs
Could
=
=
Quota vs Efficiency
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How Much Revenue isPossible?
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Days/yr
Hours/yr
Hours/mo
Calculating Sales
Capacity= 215
= 1720
= 143
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Sales Capacity
= 75
= 602
= 50
35% Selling
12
Not communicating with prospects
Communicating with prospects
Days/yr
Hours/yr
Hours/mo
= 215
= 1720
= 143
Available Capacity
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How Much Revenue is Possible?
35% Selling
50% Selling
1.2 hr
2.8 hr4 hr Effect on $1M Territory$150K increase?
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How Much Revenue is Possible?
35% Selling
50% Selling
1.2 hr
2.8 hr4 hr
Increase of 1.2 hrs= 42.8% more selling time
#SalesSummit | @sellingtools
How Much Revenue is Possible?
35% Selling
50% Selling
1.2 hr
2.8 hr4 hr
Increase of 1.2 hrs= 42.8% more selling time
Effect on $1M Territory$428K increase!
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Freeing up 72 minutes a dayIf reps spend 35% of their time communicating with
prospects…
12
Not communicating with prospects
Communicating with prospects
How is the remaining 65% of their time spent?
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Accounting forthe remaining 65%
Where does it go?
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Converting leads into prospectsDeciding who to call
Making Contact Attempts
Deciding what to say
Preparing post sales-call follow-up
Finding the right contacts
Locating Resources
Prioritizing Lead follow-up
Sales Critical Tasks
Convert prospects into opportunityDeciding what to do next
Scheduling sales calls
Pre-call research
Creating presentations
Creating follow-up information
Creating & Sending emails
Identifying key decision makers
Proving ROI and Value
Finding/sending relevant evidentiary support
Converting Opportunities into closed dealsProposal/quote creation
Proposal follow-up
Proving ROI and Value
Negotiations
Getting internal approvals
Obtaining/chasing signature
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Administrative/OperationalCreating & updating forecasts
Responding to internal email
Submitting Expense Reports
Logging call results
Locating Resources
Getting internal approvals
Building industry knowledge
Less Sales Critical
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Sales-Energy AuditPaying AttentionLook for & Eliminate theleft-turns