Symposium Bw Selling 060309 350pm Kh
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Transcript of Symposium Bw Selling 060309 350pm Kh
11
The Most Important Skill – Selling
2
Sales Professionals
• Question: How many of you are sales professionals?
3
Challenges of Maintaining Sales Momentum
► Always selling – customer, staff, financial backers
► Easy to take eye off the ball
► Excuses – unconscious fear
► Work will expand to fill time
► No magic solution
► Sales and delivery together
4
Two Key Tools
• During our remaining time today, we will focus on two key tools for all levels of business:
►Setting Sales Activity Floors►Thin-Slicing Time
5
Setting Sales Activity Floors and Goals
• Set floors and goals – no ceilings!
To your potential – and beyond!
Sales Activity Floor
Goals
6
Thin-Slicing Time
• Why is it important?► Maximizes your productivity► Teaches you to juggle more things
• How to do it?► Set sales activity goals and floors► Plan ahead for calls for the next day► Carry call list and phone with you everywhere► Drive as many as you can► Use the “million dollar reward” strategy
7
Thin-Slicing Time
8
Sales Activity Assignment
• Sales Activity Assignment for Everyone
• 1. Set floors for the following activities:► Dials► Conversations► Meetings► Proposals► Closes
2. Meet or exceed your floors!
9
Dials (floor___, goal ___) Conversations Meetings Proposals Closes
7-8 √
8-9
9-10 √ √ √ √ √ √ √
10-11 √ √ √ √ √ √ √ √ √
11-12 √ √ √
12-1 √ √ √ √ √ √ √
1-2 √
2-3 √ √ √ √ √ √ √
3-4
4-5
5-6
6-7
7-8
8-9
Total 28 5 2 0 0
Sales Activity Tick List
10
Discussion
• Between now and the first teleconference, what are your floors for . . .?► Dials► Conversations► Meetings► Proposals► Closes
11
Advanced Sales Activity Assignment
Color Code Status Week 1 Week 2 YTD NAMEWeek One Date: Week Two Date:
Floor This week Goal % Floor This week Goal % 2 week Goal %80 76 105 72% 80 86 105 82% 162 210 77%15 12 22 55% 15 17 22 77% 29 44 66%6 4 9 44% 6 8 9 89% 12 18 67%
Pipeline Add 0.5 4 3 8 38% 4 4 8 50% 7 16 44%Pipeline Close 2.0 1 0 1 0% 1 0 1 0% 0 2 0%Pipeline to Proposal 1.0 1 3 2 150% 1 3 2 150% 6 4 150%Pipeline NO's 1.0 1 3 1 300% 1 0 1 0% 3 2 150%
7.5 5 12.50.5 0 1 0% 0.5 0 1 0% 0 2 0%0 1 1 100% 0 0 1 0% 1 20 1 1 100% 0 1 1 100% 2 2
Sales so far this week against week -$ 96,153.85$ 0% 96,153.85$ 0% -$ 192,307.69$ 0%Sales so far this month against month 416,666.67$ 0% -$ 416,666.67$ 0% Daily Sales Goal 13,698.63$ DaySales YTD against YTD goal 2,135,954.00$ 3,438,356.16$ 62% 2,135,954.00$ 3,438,356.16$ 62% Current Sales Goal 3,438,356.16$ 251Sales YTD against annual goal 2,135,954.00$ 5,000,000.00$ 43% 2,135,954.00$ 5,000,000.00$ 43% Should be at 69%Pipeline weighted vs. total pipeline 1,024,200.00$ 4,630,600.00$ 22% 1,278,040.00$ 5,143,500.00$ 25% 2,135,954.00$ 5,000,000.00$ Total pipeline vs. goal 4,630,600.00$ 5,000,000.00$ 93% 5,143,500.00$ 5,000,000.00$ 103%Company YTD 3,498,861.50$ 10,000,000.00$ 35% 3,500,111.50$ 10,000,000.00$ 35%
September 7, 2008
Logo AddsContest Totals
Conversations
CategoryTwo Week Total
Network MeetingsPartnership Meetings
August 31, 2008
Meetings
Dials
12
Dials
Color Code Status Week 1 Week 2 YTD NAMEWeek One Date: Week Two Date:
Floor This week Goal % Floor This week Goal % 2 week Goal %80 76 105 72% 80 86 105 82% 162 210 77%15 12 22 55% 15 17 22 77% 29 44 66%6 4 9 44% 6 8 9 89% 12 18 67%
Pipeline Add 0.5 4 3 8 38% 4 4 8 50% 7 16 44%Pipeline Close 2.0 1 0 1 0% 1 0 1 0% 0 2 0%Pipeline to Proposal 1.0 1 3 2 150% 1 3 2 150% 6 4 150%Pipeline NO's 1.0 1 3 1 300% 1 0 1 0% 3 2 150%
7.5 5 12.50.5 0 1 0% 0.5 0 1 0% 0 2 0%0 1 1 100% 0 0 1 0% 1 20 1 1 100% 0 1 1 100% 2 2
Sales so far this week against week -$ 96,153.85$ 0% 96,153.85$ 0% -$ 192,307.69$ 0%Sales so far this month against month 416,666.67$ 0% -$ 416,666.67$ 0% Daily Sales Goal 13,698.63$ DaySales YTD against YTD goal 2,135,954.00$ 3,438,356.16$ 62% 2,135,954.00$ 3,438,356.16$ 62% Current Sales Goal 3,438,356.16$ 251Sales YTD against annual goal 2,135,954.00$ 5,000,000.00$ 43% 2,135,954.00$ 5,000,000.00$ 43% Should be at 69%Pipeline weighted vs. total pipeline 1,024,200.00$ 4,630,600.00$ 22% 1,278,040.00$ 5,143,500.00$ 25% 2,135,954.00$ 5,000,000.00$ Total pipeline vs. goal 4,630,600.00$ 5,000,000.00$ 93% 5,143,500.00$ 5,000,000.00$ 103%Company YTD 3,498,861.50$ 10,000,000.00$ 35% 3,500,111.50$ 10,000,000.00$ 35%
September 7, 2008
Logo AddsContest Totals
Conversations
CategoryTwo Week Total
Network MeetingsPartnership Meetings
August 31, 2008
Meetings
Dials
Week Date: Week Date:Floor This week Goal % Floor This week Goal % 2 week Goal %
80 76 105 72% 80 86 105 82% 162 210 77%Category
Dials
August 31, 2008 September 7, 2008 Two Week Total
13
Conversations
Color Code Status Week 1 Week 2 YTD NAMEWeek One Date: Week Two Date:
Floor This week Goal % Floor This week Goal % 2 week Goal %80 76 105 72% 80 86 105 82% 162 210 77%15 12 22 55% 15 17 22 77% 29 44 66%6 4 9 44% 6 8 9 89% 12 18 67%
Pipeline Add 0.5 4 3 8 38% 4 4 8 50% 7 16 44%Pipeline Close 2.0 1 0 1 0% 1 0 1 0% 0 2 0%Pipeline to Proposal 1.0 1 3 2 150% 1 3 2 150% 6 4 150%Pipeline NO's 1.0 1 3 1 300% 1 0 1 0% 3 2 150%
7.5 5 12.50.5 0 1 0% 0.5 0 1 0% 0 2 0%0 1 1 100% 0 0 1 0% 1 20 1 1 100% 0 1 1 100% 2 2
Sales so far this week against week -$ 96,153.85$ 0% 96,153.85$ 0% -$ 192,307.69$ 0%Sales so far this month against month 416,666.67$ 0% -$ 416,666.67$ 0% Daily Sales Goal 13,698.63$ DaySales YTD against YTD goal 2,135,954.00$ 3,438,356.16$ 62% 2,135,954.00$ 3,438,356.16$ 62% Current Sales Goal 3,438,356.16$ 251Sales YTD against annual goal 2,135,954.00$ 5,000,000.00$ 43% 2,135,954.00$ 5,000,000.00$ 43% Should be at 69%Pipeline weighted vs. total pipeline 1,024,200.00$ 4,630,600.00$ 22% 1,278,040.00$ 5,143,500.00$ 25% 2,135,954.00$ 5,000,000.00$ Total pipeline vs. goal 4,630,600.00$ 5,000,000.00$ 93% 5,143,500.00$ 5,000,000.00$ 103%Company YTD 3,498,861.50$ 10,000,000.00$ 35% 3,500,111.50$ 10,000,000.00$ 35%
September 7, 2008
Logo AddsContest Totals
Conversations
CategoryTwo Week Total
Network MeetingsPartnership Meetings
August 31, 2008
Meetings
Dials
Week Date: Week Date:Floor This week Goal % Floor This week Goal % 2 week Goal %
15 12 22 55% 15 17 22 77% 29 44 66%Category
Conversations
August 31, 2008 September 7, 2008 Two Week Total
14
Meetings
Color Code Status Week 1 Week 2 YTD NAMEWeek One Date: Week Two Date:
Floor This week Goal % Floor This week Goal % 2 week Goal %80 76 105 72% 80 86 105 82% 162 210 77%15 12 22 55% 15 17 22 77% 29 44 66%6 4 9 44% 6 8 9 89% 12 18 67%
Pipeline Add 0.5 4 3 8 38% 4 4 8 50% 7 16 44%Pipeline Close 2.0 1 0 1 0% 1 0 1 0% 0 2 0%Pipeline to Proposal 1.0 1 3 2 150% 1 3 2 150% 6 4 150%Pipeline NO's 1.0 1 3 1 300% 1 0 1 0% 3 2 150%
7.5 5 12.50.5 0 1 0% 0.5 0 1 0% 0 2 0%0 1 1 100% 0 0 1 0% 1 20 1 1 100% 0 1 1 100% 2 2
Sales so far this week against week -$ 96,153.85$ 0% 96,153.85$ 0% -$ 192,307.69$ 0%Sales so far this month against month 416,666.67$ 0% -$ 416,666.67$ 0% Daily Sales Goal 13,698.63$ DaySales YTD against YTD goal 2,135,954.00$ 3,438,356.16$ 62% 2,135,954.00$ 3,438,356.16$ 62% Current Sales Goal 3,438,356.16$ 251Sales YTD against annual goal 2,135,954.00$ 5,000,000.00$ 43% 2,135,954.00$ 5,000,000.00$ 43% Should be at 69%Pipeline weighted vs. total pipeline 1,024,200.00$ 4,630,600.00$ 22% 1,278,040.00$ 5,143,500.00$ 25% 2,135,954.00$ 5,000,000.00$ Total pipeline vs. goal 4,630,600.00$ 5,000,000.00$ 93% 5,143,500.00$ 5,000,000.00$ 103%Company YTD 3,498,861.50$ 10,000,000.00$ 35% 3,500,111.50$ 10,000,000.00$ 35%
September 7, 2008
Logo AddsContest Totals
Conversations
CategoryTwo Week Total
Network MeetingsPartnership Meetings
August 31, 2008
Meetings
Dials
Week Date: Week Date:Floor This week Goal % Floor This week Goal % 2 week Goal %
6 4 9 44% 6 8 9 89% 12 18 67%Category
Meetings
August 31, 2008 September 7, 2008 Two Week Total
15
Looking Forward
What’s Next?
Knowing Where You Stand: Defining the Game• Establishing vital systems and monitors to understand the state of your business• • Getting Down to Business: Selling & Essential Daily Activity• Setting up effective disciplines, intentional networking, and negotiating deals• • Building Relationships• Creating your vision, developing and leveraging your network
• Marketing Tools• Developing your brand and mastering marketing tools• • Systemizing Your Activity for Growth• Anticipating and getting around roadblocks; understanding your business and its sales cycles• • Leading Your Business, Leading Your World• Building a culture, getting work done through others, and getting the most from what you have
16
Ongoing Support and Involvement
• Monthly Teleconferences• Weekly E-Tips• Assignments• Contests• Break Room
► Panel of Experts► Growth Coach Forum**
• Special Offerings
**INTRODUCTORY CONTEST
Participate in the Online Community. Any participant who makes a substantive posting to the Break Room by midnight on Sunday receives a free, electronic
copy of my book, Beyond Time Management: Business With a Purpose.