#GX24

Reverse planning Sales force automation

Toshikazu Yokoi

@yoko_g Yokoi@g-mind.co.jp

#GX24

TOSHIKAZU YOKOI

Contenido

http://g-mind.blogspot.com

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Culture of Japan

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Japanese soul food - RICE

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RICE with RAW EGG

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RICE with NATTO

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RICE with UME-BOSHI

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HINOMARU BENTO

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National flag of Japan

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GUG in Japan

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Working group TEMAS

Requirement

UX Design

WorkWith Plus

Performance

Smart Devices Generator

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One day hackathon

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One day hackathon

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One day hackathon

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One day hackathon

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Sales Force Automation

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What is Sales Force Automation?

for manager

Not continue

to use

Save cost

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What is Sales Force Automation?

for manager

Not continue

to use

Save cost

#GX24

What is Sales Force Automation?

for manager

Not continue

to use

Save cost

#GX24

What is Sales Force Automation?

for manager

Not continue

to use

Save cost

#GX24

Cause of lost sales order

Eliminated in customer

Competitor win

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Now is not the time Was not really necessary Was not to decision

Cause of lost sales order

Eliminated in customer

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Competitor is competitive Unmatched product Not enough sales activity

Cause of lost sales order

Competitor win

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Cause of lost sales order

Competitor win

Not enough sales activity

Competitor is competitive

Unmatched product

Not enough sales activity

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Cause of lost sales order

Not enough sales activity

Approach is too late

Competitor had been approached early

Lose the initiative

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Solution Sales Force Automation

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Concept of Re:define SFA

for Person

Continue

to Use

Increase in Sales

Reverse Planning

tool

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Reverse Planning SFA

Reverse Planning SFA

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Reverse Planning SFA

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DESTACADOS

Cycle ToDo Management

Potential Status Management

Starting Point Management

Three arrows

1st Arrow Starting point management

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1st Arrow Starting point management Step Action Term Schedule

1 First contact One month ?

2 Research stakeholder Two weeks ?

3 Hearing requirement One week ?

4 Presentation One week ?

5 Final presentation One week ?

6 Closing approach One week ?

7 Order Goal(Three month) ?

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1st Arrow Starting point management Step Action Due date Schedule

1 First contact Three month before

2 Research stakeholder Two month before

3 Hearing requirement One month before

4 Presentation Three weeks before

5 Final presentation Two weeks before

6 Closing approach One week before

7 Order Goal 20-Dec

13-Dec

6-Dec

30-Nov

23-Nov

23-Oct

23-Sep

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1st Arrow Starting point management

Sep Oct Nov Dec Jan

Now

Step2 Step1 Step3

Step4

Step5

Step6

Goal

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1st Arrow Starting point management

This month One month later

Two month later Three month later

Four month later

Sep Oct Nov Dec Jan

Now

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1st Arrow Starting point management Month Target Action

September Prospect A Step 2 – Research stakeholder

Prospect B Step 1 – First contact

Prospect C Step 3 - Hearing requirement

Step 4 - Presentation

Prospect D Step 1 – First contact

October Prospect A Step 3 – Hearing requirement

Step 4 - Presentation

Prospect B Step 2 – Research stakeholder

Prospect C Step 5 - Final presentation

2nd Arrow Potential Status Management

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Iceberg

Lead

Opportunity

Potential customers

Lead

Opportunity

Potential customers

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2nd Arrow Potential status management

Potential status Number of visit

A Once / a month

B Once / two months

C Once / three months

D Once / six months

E Once / a year

X Out of target

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Condition of status change

When change counter partner

Up Status When increase chance of the proposal

When increase situation of hearing important things

Down Status When no chance of the proposal

When competitive quotes L

l

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2nd Arrow Target status management

Oct Nov Dec Jan Feb

This month One month later

Two month later Three month later

Four month later Now

Status:A

Status:B Status:A

3rd Arrow Cycle ToDo management

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3rd Arrow Cycle ToDo management

Oct Nov Dec Jan Feb

This month One month later

Two month later Three month later

Four month later

Manage action plan

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Created action plan

Oct Nov Dec Jan Feb

This month One month later

Two month later Three month later

Four month later

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Manage action plan

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Difference of existing SFA Existing SFA Reverse planning SFA

Purpose Reporting and Management

Planning

For whom Manager Sales person

Report A lot of detail For manager

Simple detail For themselves

Schedule Enter fixed schedule not assistance by the tool

Automatic generate and adjustable

Planning Non Assistance by sales process

Toshikazu Yokoi – yokoi@g-mind.co.jp - @yoko_g