SALES PIPELINE MANAGEMENT

TIME MANAGEMENT

PERSONAL GOALS

Evolution University – August 14-16th, 2013

“Life all comes down toA FEW MOMENTS

This is one of them.”Bud Fox Stock Broker from the film, Wall Street (1987)

Sales Pipeline Management

What is a Sales Pipeline?

Definition A sales pipeline is a visual framework that illustrates

the amount of business you are trying to close over a period of time

Qualified prospects in the sales cycle that come from many sources such as D & B, Web leads, Service leads, Cold Calls, Phone Calls, etc…….

A lead indicator that can predict future results

Benefits of Sales Pipeline Management

Visualize your sales pipeline as a funnel thru different sales stages

Get critical insight on when and why we are winning and losing opportunities

All information is in one place (SFA) Effectively manage your opportunities Win more deals

Sales Pipeline “Moneyball” Management

Define your QBR (Quarterback Rating) Average deal size Close ratio Average days in the pipeline Average time to close New opportunities per month Average monthly pipeline size (3-1)

“Time is the primary asset.”Gordon Gekko from the Film Wall Street (1987)

“are you rich enough not to waste time?”Inspired by the film Wall Street (1987)

Time Management

ORGANIZE YOUR TIME

The money hours - time when you should be meeting with prospects

Prospecting hours - Time dedicated phone calls, cold calls. Filling the funnel with new opportunities

Follow up - Queue up and standardize frequently used follow-up emails and communications for easy distribution

Professional Development – Schedule non-money hours for sales skill development and industry and product knowledge

Time Management (Golden Hours)Monday Tuesday Wednesday Thursday Friday

6:30-7:30 Admin TimeWeekly 1 on1

Admin TimeSeeding

Admin TimeSFA Input

Admin TimeSFA Input

Admin TimeTop Account

7:30-8:30 Weekly Sales Meeting

Phone Block Phone Block Phone Block Phone Block

8:30-12:00 AppointmentsCold Calls

AppointmentsCold Calls

AppointmentsCold Calls

AppointmentsCold Calls

AppointmentsCold Calls

12:00-1:00 LunchSFA Input

LunchSFA Input

LunchSFA Input

LunchSFA Input

LunchSFA Input

1:00-4:30 AppointmentsCold Calls

AppointmentsCold Calls

AppointmentsCold Calls

AppointmentsCold Calls

AppointmentsCold Calls

4:30-5:30 Admin TimeSFA Input

Admin TimeSFA Input

Admin TimeSFA Input

Admin TimeSFA Input

Admin TimeSFA Input

5:30-7:30 Networking Group

Networking Group

Understanding the VALUE of your TIME

Sales Stats Understand and track your sales stats so you can plan

effectivelyDials to contact Qualified leads to proposal Sold

dollarsDials per hour Proposals to contracts Installed

dollarsDials to appointment Cold calls to appointment R4D4 track out

Print and post your calendar in your work space and in your car

Make a habit to make one extra call each day Use drive time for sales development, practice and

hands free phone calls

Remember Time Management Basics

Start Early Not only for the day, but the week, month and quarter

Plan Ahead Be aware of the prospects sales cycle Do your homework

Respect Time Your time and your prospects time Professionals don’t waste time and prospects respect

those who understand this – be punctual Your most valuable resource is TIME!!!!!!!

“Always bear in mind that your own resolution to succeed is more important than any one

thing.”Abraham Lincoln

“ Winning is not a some time thing; it’s an all the time thing. “

Vince Lombardi

Personal Goals

Setting Goals

Write down your goals/actions Identify your top goals /actions Identify your most important goal/action Schedule time in your week to focus on that goal Review the goal/action weekly Share your goals with someone to insure you stay

on track

4 Disciplines Of Execution

Discipline 1 - Focus on the Wildly Important Discipline 2 - Act on Lead Measures Discipline 3 - Keep a Compelling Players Scorecard Discipline 4 – Create a Cadence of Accountability

Focus on 2-3 things and make them a daily goal

WIG

Wildly Important Goal Scorecard

Examples Company Goals YTD Results Commitment Rest of Year

Cold Calls 60

Phone Calls 100

Appointments 16

Proposals 4Email/ Seeding Letters 10

CSR/CSM Synergy Days 4 per year

Contract Expiration Dates 5

Installed $’s $135

SMART goal setting

S)Specific M)Measurable A)Activity Based R)Realistic T)Time bound

12 Month Business/Personal Goals

Individual Goal Setting Take 15 minutes to write out your goals Try to come up with 5 Business goals Try to come up with 5 Personal goals

Goal Share Pick one from each list and share with the group Take back to your Manager and fine tune the list Review with Manager during Weekly 1 on 1 to insure

we are staying on track