The Practical Challenges Sales Managers Really Need to Solve
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Transcript of The Practical Challenges Sales Managers Really Need to Solve
The Top Sales
Pipeline Challenges.
And ONE
Solution …
1
All over the world,
salespeople face the
same recurring
challenges.
2
Here, we put names on those
challenges so as to
understand them
better.
3
Challenge #1:
Who’s Playing Ball with Us?
4
Which are the true, income-producing Prospects we should be working with?
Challenge #2: What will
it take to move a deal or a prospect
forward?
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Any deal is only as healthy, as the Next Step a Prospect has scheduled with you.
Challenge #3: Which
Pipeline Deals are Critical?
6
Some deals really do need urgent attention. How can they be spotted?
Challenge #4:
Which deals look “OK” but are likely to be stalled?
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Over 85% of deals in the average sales pipeline, are stalled! But it’s where the money is!
Challenge #5: Great Deals (suddenly) go quiet. Then
what?
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More deals suddenly go quiet than ever make it to closed. How do you stop this happening?
Challenge #6: Getting Visibility on
What’s Going to Happen
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Accurate Sales Forecasting is possible. It’s actually not an art form!
Challenge #7: We know
what the buyer said.
Now, what did the buyer
mean?
10
In sales, No often sounds like Yes. Effective salespeople can spot No, without hearing the word!
Challenge #8: How can the manager
and the salesperson talk about the same deal in a
useful way?
11
Challenge #9:
Prospects & Deals go off
the radar and get
forgotten.
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Yet, these prospects are often the most valuable and profitable.
Challenge #10: How do you solve the other 9 challenges – in one go? 13
The answer lies in having
a common language for
Sales
14
Sales needs a common
language that describes
what’s going on
15
What are the stages a deal or opportunity
has to pass through to get
to Closed?
16
What’s the big picture view of the
health of the pipeline?
18
Visualise a Common Language for Sales.
The BoardTM System
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The Board SystemTM is a mindset that’s simple, impactful and accessible to all salespeople
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The Ultimate
benefit of a Common Language
for Sales …
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The salesperson and the direct manager are on the same page, solving relevant problems.
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Over 10,0000
Sales Teams have used
The Board System
TM
23
And it’s worth
mentioning that the tools are getting
better. At least 5 major CRMs can now handle visual pipeline systems such as the BoardTM.
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We provide the
training, the toolkit, tactics and
the know-how
to implement The BoardTM System
25
Contact Michael McGowanwww.visuforce.comp: IRL & EMEA: +353 1 9081298 | U.K. +44 207 1830165 | U.S.A +1 914 265 1260 | Mobile: +353-87-9449521e: [email protected]