B2B Sales Managers Handbook
-
Upload
venture-accelerator-partners -
Category
Sales
-
view
680 -
download
0
Transcript of B2B Sales Managers Handbook
www.vapartners.ca @markeelliott @vapartners
Presentation for
Sales Managers Handbook
March 15, 2016
www.vapartners.ca @markeelliott @vapartners
Agenda• Goals and Expectation• Product and Value Prop• Target Accounts and Personas• Path to Sales Success• Creating Scripts• Active Learning and Role Playing• Objections and Competition• CRM• Communication Plan• Onboarding
www.vapartners.ca @markeelliott @vapartners
Goals and Expectations
• Revenue• Activities
• Meetings• Proposals• Demos
• Expectations• CRM• Expenses• Hours• Spending your time
www.vapartners.ca @markeelliott @vapartners
Product and Value-Prop• Product Training
• Benefits• Features• Functions
• Demo
www.vapartners.ca @markeelliott @vapartners
Target Accounts and Personas
• Who are you selling to?
• Horizontal or Vertical?• Partner or end user?• Account list• What contacts within
organizations?• Could be multiple
targets with the same account
• Personas are helpful
www.vapartners.ca @markeelliott @vapartners
Path to Sales Success
• What are the steps in the sales cycle
• How does it align with the buyers journey
• Map out the specific steps• Ensure that the supporting
information is available• What other team members are
there
www.vapartners.ca @markeelliott @vapartners
Active Learning and Role Playing
• Give them parts of activities to do in an interactive manner
• Break apart the sales cycle
• Role play• Calls• Demos• Presentations
• Practice makes perfect
https://www.youtube.com/watch?v=Jexb2Q5lO8U
www.vapartners.ca @markeelliott @vapartners
Creating Scripts
• Make them custom for verticals and form• Call• Email• LinkedIn
• Initial messages and follow-up
www.vapartners.ca @markeelliott @vapartners
Objections and Competition
• What are common objections?
• How do you overcome them?
• Great for role playing• Who are your main
competitors?• What are your
strengths and weaknesses?
www.vapartners.ca @markeelliott @vapartners
CRM
• Expectations• Entering data• Funnel reviews• Account reviews• Analytics and reporting
CRM
www.vapartners.ca @markeelliott @vapartners
Communications
• Management by walking around
• Joint calls and meetings• Coaching opportunity
• Sales Team meetings• Get the team involved
• Individual meetings• Funnel• Personal development
www.vapartners.ca @markeelliott @vapartners
Onboarding
• By prepared• Plan out the first week• Involve team managers• Switch it up• Use active learning• Check in with your reps• Sales enablement
software• Don’t forget the
Managers Handbook
www.vapartners.ca @markeelliott @vapartners
Connect with me
[email protected]@markeelliott
Mark Elliott on Linkedin