Formula for Success In B2B Sales with Activities

• Low high impact activities. (Scheduled call, proposals, demos, assessments)

• Low amount of follow up to customers in current sales cycles

• No planning for the following week, month, quarter, year • Only engages current customers • Does not pre call plan• In the office more than in field • Does not use tools provided • Doesn't strive to learn – knowledge • Works the bare minimum • Sells products not solutions • Does things based on personal need not customer need.

Doesn't solve customer issues • Doesn't contribute to the organization data base. • Does not track results and customer • Focus's on problems not SOLUTIONS! • Keeps doing the same thing over and over!

Unsuccessful B2B Account Manager

Your sales territory is your cheque book

What you write out of account depends on you!

So you think you are coving your territory? What’s usually happens2000 establishments in a average B2B territory 253 selling days per year – 15 holidays - 52 Fridays Admin – 12 days for training, out of the field = 171 selling days per year Account Manager Average Calls = 40 calls per week / 10 calls per day10 calls * 171 days = 1710 face to face calls per year 1710 calls - 2000 establishments = Territory Coverage .855 times per year

You are not even covering your whole territory in one year based off your current activities

What Outside Representatives Should be Completing 2000 establishments in a average B2B territory 253 selling days per year – 15 holidays - 52 Fridays Admin – 12 days for training, out of the field = 171 selling days per year Outside Sales Rep Industry Target 80 customer calls per week / 20 calls per day (4 day week) 20 calls * 171 days = 3420 face to face calls per year 3420 calls - 2000 establishments = Coverage of customers 1.7 times per year Source: TeleNet and Ovation Sales Groups – It takes 8 cold call attempts to reach a prospect

What Are High Impact Activities?

Scheduled

Appointments Proposals & Product Pricing

Product Demos

Need Assessment

s

Successful Rep High Impact Activities Goals

High Impact Activities Weekly Goal Scheduled Meetings – (Needs

Assessment, Proposal Meeting, Assessment Meeting, Training,

Installation – anything physically booked with a customer)

16

Unscheduled Meetings – (Cold calls, drop ins, quick customer care)

64

Proposals or Pricing 8Product Demos 2

Needs Assessments 1

Successful Rep WeekMon – Thurs 8:00 – 9:00 – Administration 9:00 – 9:30 – Scheduled call 9:30 – 11:00 - Unscheduled calls (6 calls)11:00 – 11:30 – Scheduled call11:30 – 12:00 – Unscheduled Calls(2 calls) 12:00 – 1:00 - Lunch/Follow Up Calls 1:00 – 1:30 - Scheduled Call1:30 – 3:00 - Unscheduled calls (6 calls)3:00 – 3:30 - Scheduled Call3:30 – 4:00 – Unscheduled calls (2 calls)4:00 – 5:00 Admin/Follow up Fri 8 am – 5 pm – Customer follow up, Admin, Meet with Manager, Phone calls, Phone Blitz Sales is not an 8-5 position – Reps that spend extra time to prospect, plan,

fine tune proposals earn more $$$ = 100 K per year – This is your business – no entrepreneur works 40 hours per week and expects to earn a better

than average wage.

• High impact activities. (Scheduled call, proposals & pricing, product demos, assessments)

• Follow up to customers in current sales cycles • Plans effectivity following week, month, quarter, year • Engages all customers • Pre call plans with large deals• Out in the field • Utilized tools and support • Constantly learning • Works long hours to be the best• Solution selling • Problem Solving • Logs all contacts and activities • Tracks results • Focus's on SOLUTIONS • Adapts to change

Successful B2B Account Manager