How your sales systems can supercharge your business presentation
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Transcript of How your sales systems can supercharge your business presentation
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Gotcha 1984-1994
Redsand 1989-2000
Rusty 1988-2007
Sanuk 2000-2011
LSpace 2008
My Background
It’s all been about building Great Brands
Great Brands Need• Great Strategic Branding Plan• High Operational Standards• Great Culture & High Quality People• Highly Innovative Product• Tight Financial Management• A True Dedication to Serving Customers
and Consumers • Discipline While Having Fun
And They Need Great Systems;
ERP
Great Brands Need A Solid Information Infrastructure
So we need
PLM
Great Brands Must Have Innovative Products
So we need
WMS
Great Brands Need Efficient Fulfillment Systems
So we need
SUPPLY CHAIN MANAGEMENT
Great Brands Need an Effective Logistics Infrastructure
So we need
EDI
Great Brands Will Do Business with Major Retailers
So we need
SFM
SALES FORCE MANAGEMENT SYSTEMS
Great Brands Need Effective Sales People and Efficient Sales Processes
So we need
C&C Systems
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C&C - ACS - ERP A complete, fully integrated ERP, order
and production processing system. The system is designed for fashion manufacturers, of clothing, accessories, footwear, and other sewn products. With ACS Sanük, has at it’s disposal a full suite of management tools that automate and enhance the brand’s critical operations.
Feed Sales Force Management
The Sales Force is The Tip of the Spear• Primary Seller of the Brand’s Products• First Account Contact Every Season• Primary Account/Brand Information Conduit• Your Primary Brand Advocate
They Need Systems Support • Order Building Tools• Real Time Information• Territory and Account Planning Tools• Order Management Reports• Sales History • Order Status• Item Availability Information• Branding Information
RepSpark’s Sales Force
Management System was the Primary Key To
Sanuk Sales Optimization
RepSpark SFM Benefits to Sanuk UsersSales People
Sales Managers
Customer service
Marketing
Top Management
• Tools to Support and Simplify their Daily Work• All Sales, Product, Order and Customer Data quickly available
in one place• Marketing Information• Full EDI support• Robust Reporting Package – Orders, History, Availability• i Pad Season Pre book Planning – Marketing Interface
• 360 View on Customer Orders and Sales Information• Integrated Tools for Rep, Territory and Account Planning• Tools to Support and Simplify their Daily Work• Robust Reporting Package
• Export Order Entry, RAs, Order Administration• Export Point of Sale EDI Administration• All Order Information Available at the Rep Level• Most Customer Requests Now Handled in the Field
• Ability to Align Marketing and Sales Efforts• Daily Portal for Updates
• Reduced Cost – Smaller Customer Service Staff – Increased Efficiency
Implementation of RepSpark Was an Immediate Key To
Reducing Overhead Growth and Dramatically Improving Order Management Productivity
Customer Service Time
With Out RepSpark
With RepSpark
Order Entry 32% 5% Order Repair 28% 3% Order Maintai.nance 15% 25% Customer Calls 13% 22% Selling 0% 36% Rep Calls 5% 5% Rep Reporting 5% 0% Other 2% 4%
100.00% 100.00%
Volume 10,000,000 75,000,000
Customer Service Reps 4 7
Sales Per Cust Rep 2,500,000 10,714,286
Efficiency In Order Handling
• Order Entry – Accurate, Done Once, Quick, and In The Field• Almost Zero Order Line Errors• Order System Aligned With Company Policies• Special Order Requirements Entered at Order Entry and
follow the Order Through out the Process • Orders are Aligned With Product Availability• Few Calls for Extensions• B2B Customer Order Information Access• B2B Customer Order Entry• Sales People Have Immediate Access to Real-time
Information• Order Confirmations Automatically Emailed From Sales Rep
as Part of The Order Process• Order Tracking Available at the Rep Level or Through B2B• Discount Availability Managed by RepSpark
SaSanu
• Territory• Planning
TerritoryPlanning
TerritoryGoals
AccountGoals
Sanük Selling Tools
Consultive Selling
Retail Performance
Math
Predatory Selling
Sales Planning
Sales Drivers
ContinuousImprovementBest
Practices
Sanük Selling System
Rep Spark Sales Tool Box• 24-7 Real-Time Data Available at Request• Full B2B Support• Territory Dash Board• Robust Order Building Tools• Auto Order Split – Multiple Delivery Windows• Auto Sizing• Easy or Complex Discount Management• Easy Information Access• Robust Standard Reporting Package• Easy to Access Slice and Dice Custom Reports and Inquiries• EDI Catalog SKU Number Access• System Generated Email of Orders• Confirmed and Non-Confirmed• Territory Planning• Order Tracking• Commission Reporting• RA Issuance
Rep Spark Rep Tool Box
Rep Spark Rep Tool Box
Rep Spark Rep Tool Box
SaSanu
• Territory• Planning
TerritoryPlanning
TerritoryGoals
AccountGoals
Sanük Selling Tools
Consultive Selling
Retail Performance
Math
Predatory Selling
Sales Planning
Sales Drivers
ContinuousImprovementBest
Practices
Sanük Selling System
Sales Management Planning Tool Box
• Account History Reports– Sales history – All Styles– Sales History – By Category– Sales History - By Month– Order History– Sales by Style
• Territory Planning Module – Plan Sales By:– Account– Season– Style – future line– Category– Month
• Management Partnership– Review & Negotiation– Lock It In– Measure Performance Against Goals
Rep Spark Rep Tool Box
SaSanu
• Territory• Planning
TerritoryPlanning
TerritoryGoals
AccountGoals
Sanük Selling System
Consultive Selling
Retail Performance
Math
Predatory Selling
Sales Planning
Sales Drivers
ContinuousImprovementBest
Practices
Sanük Selling System
RepSpark Information Was The Key To Consultive Selling
RESEARCH PLAN & PREPARE
CREATE THE CASE
PRESENT THE CASE WITH
CONCLUSIONS
BUILD TRUST AND CONFIDENCE
BUILD THE BUSINESS
THROUGH TRUST
SaSanu
• Territory• Planning
TerritoryPlanning
TerritoryGoals
AccountGoals
Sanük Selling System
Consultive Selling
Retail Performance
Math
Predatory Selling
Sales Planning
Sales Drivers
ContinuousImprovementBest
Practices
Sanük Selling System
Sales Information
Is Power
SaSanu
• Territory• Planning
TerritoryPlanning
TerritoryGoals
AccountGoals
Sanük Selling System
Consultive Selling
Retail Performance
Math
Predatory Selling
Sales Planning
Sales Drivers
ContinuousImprovementBest
Practices
Sanük Selling System
The Future – Retail Performance Tool Box
• Rapid - Fill In Order Processing – Stock Scanning Capability– Auto Order Creation from Basic Stock Levels
• Linkage to Retail Sales Data (Retail Pro, Retail Star)• Linkage to Retail Inventory Data• Purchase and Return Data in RepSpark• Managed Floor Inventories• Stock Turn Over Reports• GMROI – Reports• Floor Space Analysis• GMROI Per Square Foot
RepSpark Systems Sales SupportSystem Gave Sanuk; • The Basis to Develop a Highly Efficient Selling System• Highly Effective Sales Tools• Rep Directed Order Management• Increased Sales Rep Accountability• Comprehensive Order Building Tool Kit• B2B Customer Direct Access• More Time To Sell – Less Time Searching For
Information• Comprehensive Planning Tools for Sales Management• Ultimately: The Tools and the Ability to Outsell the Competition
What are top apparel executives looking for today?
Growth, Growth, Growth
Over 65% of Sales Managers and 45% of CEOs felt that Sales Growth and Product Innovation , respectively were more important in than any other discipline. Source: Accenture Profitable Growth Report
The top priority of Sales Executives called out Top-Line-Sales-Growth as imperative for survival in these tough times. Source: CEO Insights - Sales Performance Optimization – 2010 Survey Research and Analysis
Driving revenue is the top-priority of Sales Executives. Source: CMO Reality Check, CMO, The resource for marketing Executives, June 2011. no614
Accenture Study Asked what are the the top three
imparities of their company.
• 60% - Sales Management• 45% - Customer Service• 30% - Human Resources• 28% Strategic Planning • 25% Finance• 23% Marketing & Branding• 20% R&D• 18% Information Technology• 15% PLM Merchandising & Design• 13% ERP Manufacturing• 11% - Logistics
Sales Force Results Again top the list for the third consecutive year
% of Executives Stating that these categories represent the top three imparities of their company.
• 60% - Sales Management• 45% - CRM Customer Service• 30% - HRM Human Resources• 28% Strategic Planning • 25% Finance• 23% Marketing & Branding• 20% R&D• 18% Information Technology• 15% PLM Merchandising & Design• 13% ERP Manufacturing• 11% - Logistics
Increasing Revenue and Improving Productivity is top of mind for CEOs and
CSOs: 1600 interviews yielded the following:
We are focused onIncreasing Revenue• Increase Market Share• Improve Margins• Improve Customer Loyalty• Increase Channel
Effectiveness
Improving Productivity• Sales Effectiveness• Reducing Cycle Time• Improve Communications• Reduce Admin Burdens
We don’t do these wellSales Force Management• Sales Processes• Sales Systems• Sales Accountability• Order Origination• Territory Planning• Strategic Account
Management• Sales Tools• Customer Analytics• Field Communication• Marketing/Sales Alignment
Sales Force Management is the Key To
SalesOptimization
With RepSpark SFM Systems
The Sky is
The Limit
the end