Sales force automation tool for managers
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Sales force automation tool for managers
Transcript of Sales force automation tool for managers
#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
#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
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 – [email protected] - @yoko_g
