eWomenNetwork

Strategies for Managing Your Sales Activities

Presented By:

Misty Khan

Advena Artemis

Friday, April 9, 2010

Presentation Outline

• Background• Establishing Goals• Sales Process• Outlook Tools• Outlook Add-in Tools

Background

• Native Houstonian• Engineering/Environmental Management• Sales & Business Development Consulting• Artemis – Consulting / Needs

Assessments, HuntressPro software• Aerospace, Petrochemicals, Energy, IT,

Entrepreneurs

Establishing Goals• Have you established annual goals?

• Are they measurable?

• What KPIs do you track to measure goal achievement?

• How do you generate KPIs and where do you store the data?

• How often do you look at KPI data?

• Average monthly revenue of $10,000

• Add 4 new retainer clients (1 per quarter)

• Obtain 90% on time delivery

• Reactive: Monthly Revenue / Proactive: Revenue Forecasting• Reactive: Client report / Proactive: Prospecting activity tracking

• Average monthly projected revenue• Average number of contacts per week

• Pipeline spreadsheet / Excel• Journal entries / Outlook or any CMS

Sales Processes

• Where do you get your leads?– Networking meetings, social media, client

referrals, direct mail, cold calling, etc.

• How do you follow up?– Email, hand written notes, phone call,

LinkedIn invitation, Newsletter addition

• How do you qualify a lead?– Pain with current situation, new goals,

established budget, target market matrix

Basic Software Tools

• Outlook Folders – Inbox, Sent Items, Contacts, Calendar, Tasks, Journal

• Inbox/Sent Items – Activities tab

• Contacts – Follow Up Management

• Calendar – Schedule tasks, Color Code, Billable hours & mileage

• Tasks – Franklin system mapping

• Journal – Activity Tracking

Add-In Tools

• Simply File (organize email)

• HuntressPro (manage follow up activity, forecasting)

• TwinBox (merge Twitter with Outlook)

• NutShell Mail (manage multiple email and social media accounts)

Links: Revenue Forecasting

Links: Prospecting Activity Tracking

Links: Number of Contacts per Week

Links: Today’s Call List

Links: Color Code

Link: Billable Hours

Arrow-Tip #13 Can Outlook Help Me Track Billable Hours? http://arrow-tips.com/archives/130

Link: Mileage

Arrow-Tip #30 Using the Outlook Calendar to Record Mileage http://arrow-tips.com/archives/340

Link: Franklin System Mapping

Arrow-Tip #28 Using Outlook to Help Achieve Your Personal and Business Goals Part III http://arrow-tips.com/archives/305

Links: Activity Tracking

Questions