Sales Process - Proposed

Sadiya Naseem

Objective

Tools / Technology

To achieve sales targets by penetrating in to the market via right route and with effective strategies.

Tools / Technology

Web Services

The core services offered to the clients will be focused on their IT needs and will include :

• Website DevelopmentStatic Websites, CMS Driven Dynamic Websites, Interactive Websites , Ecommerce Stores and Marketplace on any platform (PHP or .NET)

• Mobile AppsInformative Apps, Transactional Apps, Action Oriented Apps, Feedbacks and Ratings Apps and Engagement Focused Apps on any mobile platform (Android or Windows)

• Other IT ServicesSolutions for their small IT needs. Such as LMS, CRM, HRM, Payroll and API integration etc.

Services to Sell

Tools / Technology

Web Services

Considering the price range of the services (6 – 12 Lacs per deal) , following are the proposed targets for Q3:

• Website Development – 25 Lacs

• Mobile Apps – 24 Lacs

• Other IT Services – 11 Lacs

The total target for Q3 for all the mentioned services will be 60 Lacs

Target

Approach to Achieve - Process

Tools / Technology

Target Customers S.P.A.N.C.O Implementation

Suspect Prospect Approach Negotiation Closure Order

Funnel Management Monitoring Mechanism Sales Support System Resources and Training

Target Customers/Industries

Tools / Technology

With 243 million internet users, India has widely opened the market for IT Companies for any industry right from retail, media, manufacturing, logistics, finance, education, fashion to hospitality etc. However there are still some key areas where the potential is even higher.

Startups/ EntrepreneursEcommerce Ventures without Mobile AppsOffline Retail Chains Strategic Alliances with IT companiesBarter opportunities

S.P.A.N.C.O Implementation

Tools / Technology

There are different steps in the sales process and each step has clear cut deliverables. SPANCO implementation breaks downs sales process into components for a clear monitoring and gap identification at each stage, the client goes through. It gives a number driven approach and end to end visibility

Suspect

Tools / Technology

Identification of the Suspects

Researching and creating the database of the suspected clients using various tools:

Online Directories Search Engines Social Media Platforms Startup Platforms References Self contacts list

Filtration of the suspects basis on the industry type, contact details, authority level, pocket size and need.

Prospect

Tools / Technology

Prospecting the Suspects

Validating the suspects, identifying the prospects out of the list and reach to the right contact via various communication methods applied after proper research

Cold Calling Mailing Recommendation from a common contact or existing client Conducting webinars Active presence on the platforms where target customers are active

Note : Number of clients dropped out from suspect stage to be reported with reason

Approach

Tools / Technology

Handle with care – stage of get or let go

By this stage both customer requirement and interest in the services offered are identified. A customer has to be approached very calculatedly from here. Interest can be maintained via the following actions

Taking the client requirements correctly Sending proposals and offerings along with testimonials Let the client know the company profile along with the awards and

recognitions Strong relationship to be maintained to get the lead qualified for the

next stage

Note : Number of clients dropped out from prospect stage to be reported with reason

Negotiation

Tools / Technology

The quotes decide – remember profits

If the customer has liked the proposal and validated the company profile, will move to negotiate on the quotes.

Show competitors pricing Divert the negotiation on the number of dedicated resources, project

delivery time, tenure of the agreement, AMC etc As a last option offer bearable discounts to close

Note : Number of clients dropped out from Approach stage to be

reported with reason

Closure

Tools / Technology

At the edge – Sign the agreement

Proposal passed on mutually decided quotes and now and agreement has to be drafted and signed

Draft a very clear scope document Get a crisp and clear agreement drafted Get it validated from the client to avoid confusions Be fast in locking the deal as the PO is not yet released

Note : Number of clients dropped out from negotiation stage to be

reported with reason

Order

Tools / Technology

Its Done– PO Released

Agreement signed and forwarded to the finance. The job is all the more difficult and requires rigorous follow-ups

Set a timeline for the agreement or proposed quote to create urgency for PO

Follow up and fox the gap if any Get the PO released

Note : Number of clients dropped out from closure stage to be

reported with reason.- Number of clients from Order Stage are to be reported to the

post sales team

Funnel ManagementFunnel plays a critical role in sales process. It gives clear insights of the activities

and helps projecting the right numbers

•Suspect

•Prospect

•Approach

•Negotiation

•Closure

•Order

Funnel Management

Tools / Technology

Are their enough leads and opportunities Is the rep producing enough activity Are all opportunities in the funnel Are the opportunities real Are their enough opportunities to meet future goals Identify issues Ask the right questions

Is it understood how to define a qualified opportunity Are we speaking to the decision maker/s (people in the know) Is their a need/problem Is their a solution you can provide Who else is trying to meet the need or fix the problem Is their a desire to fix the problem

Monitoring Mechanism

Tools / Technology

There has to be strong monitoring mechanism and MIS structure for daily weekly and monthly basis.

Stage wise spanco report with numbers Sales report Scheduled /Done follow-ups report Rep wise performance report Sales projection report

Quality audits are to be conducted time to time Pitch monitoring Documents auditing Funnel auditing Mock calls

Sales Support System

Tools / Technology

Pre-sales Appropriate marketing initiatives to be planned in order to increase brand

awareness and generate leads. Such as mailers, campaigns, CSR campaigns, paid media, PR , events participations and online presence etc.

Collateral support for service briefs, company profiling, presentations, agreement drafts etc.

Post-salesPost sales or client on boarding process can be a key component in getting

repeat customers and references. The same has to be very clearly defined and executed aptly. Accounts managers to maintain healthy rapport with the clients and ensure the time delivery of the projects. Progress reports to be shared with clients time to time

Resources

Tools / Technology

Resource Required – 03

For Presales (01) Suspect identifications (data research) and collateral support Leads Generation (01)Creating a roadmap to reach out the suspect directly, prospecting the suspects assigned and bring them on approach level through

cold calling, mailing and using other communications tools Meetings and Presentations (01) Managing the generated leads from pitch to closures. Ensuring

maximum conversions and achieve the targets assigned. Front facing the client till the end of the onboarding process.

Resource Planning and Training

Tools / Technology

Resource Required – 03 For Presales (01) Suspect identifications (data research) and collateral support Leads Generation (01)Creating a roadmap to reach out the suspect directly, prospecting the suspects assigned and bring them on approach level through cold

calling, mailing and using other communications tools Meetings and Presentations (01) Managing the generated leads from pitch to closures. Ensuring maximum

conversions and achieve the targets assigned. Front facing the client till the end of the onboarding process.

Trainings to be organized for complete pitch process and KRAs

Important Points

Tools / Technology

• Only domestic market has been considered• Have only talked about direct sales process. We can also introduce

other channels (such as resellers, online sales, cross selling, up selling, B2B sales etc.)

• Have not talked about leads division basis on deal size• Have only considered self generated leads• The numbers(target) are indicative only and might vary upon

discussion

Thank you!

Contact for consulting.Happy Selling!

Sadiya Naseem