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8/6/2019 Are You Ready for Sell
1/24
AREARE YOUYOU
READY TOREADY TO
SELLSELL??
This information provided byBill Hoopes, Grass Roots Training/Consulting
www.trainandkeeppeople.com
Blog: www.trainingchamp.wordpress.com
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To maximize customer
growth
You need a realistic plan.
Answer these KEY QUESTIONS:-How big?
-How fast?-How will youHow will you
make it happenmake it happen?
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To maximize customer
growth
You need a realistic planrealistic plan.
The point, think, decide, plan.
BEFOREBEFORE you pull theyou pull thetrigger!trigger!
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To maximize customer
growthHow you sell matters.
High pressureHigh pressure selling yields a lesscommitted buyer, higher cancels and
lower lifetime customer values.
Sales based on wants/needsSales based on wants/needs lead to
longer term relations, lower cancels,
higher lifetime customer values.
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First, A MARKETING PLAN
Your marketing plan identifies the
market universe to which you will sell
and size of your campaign.
Details lead generation plans/timing.
Communicates your value proposition.
The Sales staff makes it happen!The Sales staff makes it happen!
Sets customer expectations.
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Sales Management
It takes a processYour choices.
Flip coin
Staffing plan reflects
marketing activity, by week
Hire for attitude
Train for skill Manage daily
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Sales Management
One assumption:
Marketing/Sales plans exist:
-Lead generation plan set
-Staff needs determined
-Sales projections set [close rate, pacing]
If the above assumption is incorrect, lets talkIf the above assumption is incorrect, lets talk
later.later.
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1. PeoplePeople: Who will do your selling?
2. PreparationsPreparations: How will they be
trained? When and by whom?
3. Generating/running leadsGenerating/running leads: DM,TM, Block leading, Cancels, Rejects
[NIs], Referrals, Prayer!
Sales ManagementSales Management With a realistic
plan in placeits allEXECUTION
!
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4. Sales room setSales room set--upup: Is it efficient,
workable?
5. Sales day processSales day process: Organized with
clear priorities/procedures?
6. Sales room managementSales room management: Do youhave a prepared, formal leader who
knows what to do, how and when?
Sales ManagementA multi-part
process addressing six key factors.
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1. PeoplePeople: Building your sales team
Sales ManagementA multi-part
process.
Who will sell most effectively?
High pressure sales? Takes a closer
Needs based, consultative selling? Use
field staff! They understand how to help.
New green sellers - learn OTJ vs. veterans?
Fact: Best plan start with veteran core!
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PeoplePeople: Building your sales team
Sales ManagementA multi-part
process.
Recruiting checklist:
Clear, precise position description
Recruiting plan for the Gen Y seller
Candidate interview setting and plan
Performance based questions that ID potential
Fact: Effective recruiting = beyond classifieds!
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2. PreparationsPreparations: Skill training
Sales ManagementA multi-part
process.
Training checklist:Select a trainer who wants the job!
Start early..its a marathon.
Provide a designated training space & times.
Fact: Small Bite training works best.
Start with a formal script, adlib later!
Focus on benefits with constant RPs!
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3. Running leadsRunning leads: Organization/process
Sales ManagementA multi-part
process.
Lead management checklist:Start with previous cancels/rejects
Ease into the flowfocus on quality/accuracy.
Dont waste expensive DM leads on new folks.
Fact: Quality leads close higher [one exception]
Lead content must provide continuity withmarketing message! [needs vs. discounts]
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4. Sales room setSales room set--up:up:
Sales ManagementA multi-part
process.
Checklist:
Must have designated sales area for calls.
If joint space, field staff moves out early!
Room for essentials [3-4 feet, well lighted].
Fact: Best sales rooms are highly organized.
No clutter! Sales tools/info only at workspace.
Paper flow process [sales, rejects, auditing?]
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Sales Management
Sales room
The physical setting:
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Sales Management
Sales room
The physical setting:1. All open pending leads
in daily file
2. Price sheet/calculator
3. Competitive info4. Sales program sheets
5. What about music/lights?
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Sales Management
Sales room
The physical setting:
What about paper flow?
Daily sales bin
Daily reject bin
Special instructions for
sales reps [notes]
What else?
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Sales Management
All reps leave from office at ?
Daily assignments include ?
Return to office by ?Your turn.what happens now?
Describe the balance of the calling session
Sales meetingRP practiceOn phones by X
Breaks?
Paper flow process
Audits?Next day prep and
end of session
5. Sales day process:Sales day process:
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Sales Management
Listening/coachingTracking/encouraging!
Butis it happening?
Ever use a phone
monitor to train?
6. Sales room management:Sales room management:
What exactly
is this persondoing?
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Sales Management
Balloon pop!
Poker
Card toss [in the hat]
Next one is the big one
Having some fun!!
Lets identify
games/contests!You first.
Negativepeople
not wantednot wanted
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Sales Management
Tracking sales activitySummary:
Assigned leads
Leads run
Contacts
Solds/rejects [day, week, month, YTD]
Average revenue/sale
Average application price
Type programs sold
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1. PeoplePeople: Who will sell?
2. PreparationsPreparations: How will they be trained?
3. Generating/running leadsGenerating/running leads: Source, pacing?
Sales ManagementSales Management With a realistic
plan in placeits allEXECUTION
!
4. Sales room set-up: Organized for effeciency?
5. Daily sales process: Productive plans?
6. Sales room management: Disciplined process?
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AREARE YOUYOU
READY TOREADY TO
SELLSELL??
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This information provided by
Bill Hoopes
Grass Roots Training/Consultingwww.trainandkeeppeople.com
Blog: www.trainingchamp.wordpress.com