Built in CorkOctober 8th 2014

What do you think of when people mention salesperson?

Is this what you want for your business?

Sales is a profession

Don’t be afraid to treat sales professionally

1. Know your numbers

Set targets SMART

Breakdown source and allocate ownership channels, teams or individuals

Breakdown timeframe annual, quarterly, monthly, weekly and daily

Input = Output establish your KPIs, understand what drives them

2. Establish a sales process

Show what good looks like, set a bar, give your team a compass

Create a robust, appropriate, sustainable sales process

Don’t over complicate, scaling requires simplicity open leads

fully qualify opportunities

understand requirements

gain commitment/close lose

advance the sale

handle objections

close win/lose

onboard

show your customers you love them, retain & upsell

2. Establish a sales process

Your sales pipeline is your gold!

Invest time to understand your sales pipeline in depth where do your leads come from? Seed, net, spear

what can you do to get more, higher quality, better qualified leads?

marketing and sales are symbiotic, X activity = Y results

but there’s no substitute for shoe leather

qualify your leads FULLY at every stage, its OK to lose fast

growth hack, experiment, use technology & your size to your advantage

advance sales relentlessly (ABC)

but, nobody likes being closed…. earn the right to close!

winning the sale is not the end of the sales process

be an industry expert, thought leader, a business partner

3. Measure and manage

what gets measured gets managed

create clear KPIs based on activity that drives your business

regular review and clear accountability are imperative

use a CRM tool to help

hire appropriately

build appropriate reward plans

train, coach, mentor, review

highlight and celebrate success

don’t be afraid of difficult conversations

zero ambiguity - this is critical to your business and your customers

2. Establish a sales process

1. Know your numbers

3. Measure and manage

4. Enjoy winning!

Thank you!

Fraser HeaslipSay hi!