Masters Of Sales Europe Business Presentation

Business Presentation for

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M.O.S.E.

BUSINESS PRESENTATION:



M.O.S.E.

IMPORTANT TO KNOW: YOUR SALES ORGANIZATION

Managing Director

Marketing

Sales

Region East5 Sales Reps

8 Indoor Sales

Region West8 Sales Reps

After Sales Service

5 Indoor7 Service Technician

Structure Sales Organization:

- Organization chart?- No of people with direct customer

contact?

Skills Sales Engineers:

- Difference between the best

and the weakest?

- Training done? ROI?

Busy in:- Benelux? Europe? USA? Worldwide??- Subsidiaries?- Distirbutors?



M.O.S.E.

OUR MISSION ENTREPRENEURSHIP

CEO

CFO

COO

CIO

etc.

Board

Sale

s D

irec

tor

Sales Managem

ent

Out

door

Sal

esm

enIn

door

Sal

es

Pers

onne

lAf

ter

Sale

s Se

rvic

e

etc.

SalesOrganization

New Business

Turn

over

, Mar

ket S

hare

, M

argi

n, P

rofit

, EB

IT

Improve Margin

Generate Extra Turnover

Key Account Management

Business Process

Growth Areas BusinessTargets

2010 - 2012

Structured Process

USP & Added Value

After Sales Service

Strategy

Potentials

Funnel

Special Care

Coaching



M.O.S.E.

PROFESSIONAL & SKILLED SALES ORGANIZATION

Turn

over

, Mar

ket

shar

e,

Mar

gin,

Pr

ofit

, EBI

T 20

10 -

201

2Sk

ills,

Att

itud

e &

Beh

avio

r:Yo

ur T

rain

ing

Nee

ds?

Basic Skills

Selling of Total Solutions

and Added Values

Sales Process

Management Skills



M.O.S.E.

PROFESSIONAL & SKILLED SALES ORGANIZATIONGeneration of

new business/clients (Cold Calling) Price psychology Skills for Junior Sales Visit planning Sales Pitch Etiquette

Turn

over

, Mar

ket

shar

e,

Mar

gin,

Pr

ofit

, EBI

T 20

10 -

201

2Sk

ills,

Att

itud

e &

Beh

avio

r:Yo

ur T

rain

ing

Nee

ds?

Basic Skills


and Added Values

Sales Process

Management Skills



M.O.S.E.

PROFESSIONAL & SKILLED SALES ORGANIZATION Total Solutions Advantage & Added Value Arguments Professional Quotes/Follow up Presentation of solutions/benefits Price negotiations Professional objection handling Professional closing the deal

Turn

over

, Mar

ket

shar

e,

Mar

gin,

Pr

ofit

, EBI

T 20

10 -

201

2Sk

ills,

Att

itud

e &

Beh

avio

r:Yo

ur T

rain

ing

Nee

ds?

Basic Skills


and Added Values

Sales Process

Management Skills



M.O.S.E.


Potential Utilization: Existing Clients Key Prospects Sales Funnel Pipeline After Sales Service Key Account Management Special Care Manag. PSB Personal Sales Book

Turn

over

, Mar

ket

shar

e,

Mar

gin,

Pr

ofit

, EBI

T 20

10 -

201

2Sk

ills,

Att

itud

e &

Beh

avio

r:Yo

ur T

rain

ing

Nee

ds?

Basic Skills


and Added Values

Sales Process

Management Skills



M.O.S.E.


CEO Coaching CPCP

Leadership/Commun.

Sales Management

Business Strategy

MSTool MOSE Salesmanager Tool

Turn

over

, Mar

ket

shar

e,

Mar

gin,

Pr

ofit

, EBI

T 20

10 -

201

2Sk

ills,

Att

itud

e &

Beh

avio

r:Yo

ur T

rain

ing

Nee

ds?

Basic Skills


and Added Values

Sales Process

Management Skills



M.O.S.E.

INSPIRATION TRAINING SKILLS ATTITUDE & BEHAV. ROI

PRODUCTS & SERVICES

TopManagement

SalesManagement

SalesOrganization

Key AccountManagement

CPCP Mgt. COACHING

SELF DEVELOPMENT

TIME MANAGEMENT

STRATEGIC KAM

Segmentation:

ABC, S, Stars Potential Existing clients Key Prospects DMU Strategies Farmer Profile Hunter Profile Key

Account Strategic Planning KAM

Meetings

PSB Personal Sales

Book

SCRIPT TELESALES

COACHING PSSP

JUNIOR SALESMSTool

SALES MANAGER

TOOLCHANGE

MANAGEMENT

STRATEGY

MARKETING MANAGEMENT

SUPPLY CHAINMANAGEMENT

SALES MANAGEMENT

PROJECT NEGOTIATIONSSPECIAL CARE MANAGEMENT

s

TEAMBUILDING & MOTIVATION

NEW BUSINESS

VALUE BASED SELLING

PRESENTATION TECHNIQUE

AFTER SALES SERVICE

TELESALES

COMPETENCIES & TOOLS

BPA© QUICK SCAN Business Process Analysis

BPA

©



M.O.S.E.

REFERENCES IN EUROPE

• = Direct customers• = Nationalities trained

Luxemburg

Latvia

The NetherlandsBelgium

UK

N

Germany

CH

RU

RO

HUF

ES

IT



M.O.S.E.

REFERENCES IN EUROPE.



M.O.S.E.

MOSE YOUR ADVANTAGES & BENEFITS Top professional Management & Sales Training

Workshops Bespoke approach, on-site trainings Best Practice oriented, tailor made for your business

and your specific business goals Our consultants have more than 20 years

experience in: International business, Sales Directors positions Positions as CEO

High ROI after training: Protection of your investment!

Every workshop results in ACTION PLANS and a MOSE PSB Personal Sales Book



M.O.S.E.

AS FOLLOWS:

SOME MAJOR SLIDES USED IN DIFFERENT WORKSHOP



M.O.S.E.

SALES FUNNEL (CUSTOMIZED PER CLIENT!)

Pipeline

The chance to close an order or a project:0% 33% 50% 66% 80% 90%

LeadProspect Meeting Quotation

ProposalMeeting

SampleDelivery/Present.

ContractNegoti-ation

…where does the road lead to…?

Microsoft Office Excel-werkblad

Criteria:QualifiedLeads &Prospects

With DMUand/or decisionmaker

We knowwhy we quote

With DMU Solution &added valuearguments

We knowwhere we

stand:close!

Pipeline YTD: Marc 334 Paul 182 John 256 Peter 221

89457351

55213539

18162421

911 513

4247



M.O.S.E.

TOP PERFORMANCE TCM CONCEPT (TOOLS/COACHING/MOTIVATION)

1 / 10

.COACHINGTOOLS

MOTIVATION

TargetsSupportEducationMotivatingSales Manager

CRM PSB (Personal Sales Book)

Qualified LeadsCustomer Base

BonusProvisionProfit shareImage

ColleaguesCarNotebookMobile phone etc.



M.O.S.E.

SALES MANAGEMENT: 3 PILLAR COACHING

Business Plan 2010 - 2012

KPI Hit Rate

Turnover 3.500.000

Margin 38,2%NewProduct X > 250K

Budget

EBIT 10%MarketShare district 27%

Resu

lt: P

er m

onth

/ YT

D

KPI Hit Rate

1. Q.

2. Q.

3. Q. 4. Q. YTD

Turnover

3.500

810 790 1250 2.850

Margin 38,2%

41%

40,5 37% 39,1%

Product X

>250K

15 35 125 175K

EBIT 10% 10,4%

10,2%

Market Share

27% 25%

KPI Hit Rate

Visits existing Customers 6 p. weekVisits newCustomers 4 p. weekQuote’s 5 p. week

Activity

Contract- 3 perMeetings month Cold Calls per week 25

Resu

lt: P

er m

onth

/ YT

D

KPI Hit Rate

Motivation 90%Market Knowledge 100%Customer/DMUKnowledge 70%

Quality

Abilities &Sales Skills 85%Ratio Quote’sto order 60%

Pers

onal

M

eetin

gs

Sales Rep.:Joe Miller

District: NW

2 / 10



M.O.S.E.

INDIVIDUAL BEHAVIOR FINANCIAL RESULT

ROI: AMBITIOUS EMPLOYEES ACT AS ENTREPRENEUR’S

Company

targets

Financial

result

Company

perfor-mance

Individual attitude

& behavior

Human context

9 / 10



M.O.S.E.

SALES PROCESS: GENERATE NEW CUSTOMERS

Qualification:Leads &

Key Prospects

DMU:Name Decision Maker

Phone number

USPReferral

Added Value

Script Cold Calling

Structured PlanningSalesmen: To call

every day!

Agenda’s frequentlyfilled, week by week,

with first visits Targeted growth In turnover

by structured Cold Calling

1 / 3



M.O.S.E.

INITIALIZE NEW BUSINESS STRUCT. COLD CALLING

Microsoft Office Excel-werkblad 2 / 3

New Clients!

Sales Process

KPI’sActivity

Hit RatesQuality6 per day

= 1070 CC per year

(Professional & quality script!)214 talks with DM43 first

Meetings34 Proposal Meetings20 orders(Average 7.500)

150.000

= 20%

= 80%

= 60%

Result!



M.O.S.E.

FFBE ARGUMENTATION ACCEPTATION OF THE SOLUTION

FeaturesTechnical Specifications

EarningsProfit

BenefitsAdvantages

FunctionsQuality

6%Buy based on technical

specifications

39%Buy based on the profit they get out of the total

solution!

34%Buy based on the

advantages they get with the added value

21%Buy based on

functionality or quality

Key Account manager’s Professional Sales Pitch

By only naming technical specifications we leave it up to the client to figure out what

the quality means for him.

With only using quality arguments we leave it up to the client to see the advantages

of the solution he will get.

By only arguing added value, we leave it up to client to calculate his profit & earnings he will

get while buying our solution.

Evidence and references about profit and earnings of the total solution convince the client to buy. It gives him confidence!

Prog

res

s



M.O.S.E.

EXTRA TURNOVER GENERATION WITH CUSTOMERS

Potential:Analyze existing

Customers

Define Scriptsfor Indoor Sales:Cust. Orientation

Telesales

After Sales Service

Professional Management of

Complaints/Inqui.

Special Care Management

Hyp. LinkCustomers arelost because

of lack ofattention!

1 / 3



M.O.S.E.

PROFESSIONAL KEY ACCOUNT MANAGEMENT

1 / 7

Segmentation:ABC Classification

Potential

SWOT AnalysisKey Accounts

Define Strategy:Hunter ProfileFarmer Profile

Definition TargetsPlanning &

Special Care Mgt.

Account Planning:Realization TO &

Visit Planning

Value Based Selling-Meetings at

Key Accounts

Strategic &

Targeted approach of

Key Accounts =Growth!



M.O.S.E.

PARETO PRINCIPLE 20/80 RULE

Number of customers Turnover

20%

80%

2 / 7

A

C

B

C

A

B

S = Stars, Special



M.O.S.E.

DMU ANALYSIS: 3RD DIMENSION RELATION NETWORK

Personal relation, friend etc.

Siemens

Tyco V&C

Wolter Kluver, CEO

Pete MelPurchs. Dir.

Fritz Lange, MD

Han MarsControlling

John McCain BU Manager

7 / 7



M.O.S.E.

MOSE OUR METHOD AND METHODOLOGY

2 / 7

For instance: Workshop Value Based Selling, 2 days

Preparation Workshop day 1 (part 1)

Workshop day 2 (part 2)

Individual Interviews

Best Practice

Profile SalesmenWorkshop material

Acceptation customer

Optional: Come Back Day

Management Tool: Personal Action Plan & PSB (Personal Sales Book)

Theory followed by Group assignments (3

tot 5)Presentation per groupDialog & Exchange

know-howRole-play

Live Coaching

Theory followed by Group assignments(3

tot 5)Presentation per groupDialog & Exchange

know-howRole-play

Live Coaching

ROI: CHANGED ATTITUDE & BEHAVIOR, PLUS TEAMBUILDING!



M.O.S.E.

MARKETING MANAGEMENT

R=AQ(Results = Activity * Quality)

Brand ManagementMarketing Strategy

Product Price Promot

. Place

Market ResearchMarket Segmentation / Potentials

Marketing Control

MarketingMix

MarketingInstru-ments



M.O.S.E.

BPA© QUICK SCAN: BUSINESS PROCESS ANALYSIS

1 / 2

Analyze Business&

Sales Process

Mission, Vision, Values

Strategy

Organization

Personnel &

Resources

Definition StrategicBusiness

Plan

Professionalbusiness plans

and processes =guaranty for

Success & Growth!



M.O.S.E.

BPA© QUICK SCAN: BUSINESS PROCESS ANALYSIS

ROI: FUNDAMENTAL CONCEPT & PROFESSIONAL BUSINESS PLAN

Bespoke Approach: What are your goals?

Analysis of ManagementAnalysis of OrganizationAnalysis of Sales Process

Definition Strategy & Mission/Vision/ValueDefinition Professional Business

Plan

Personnel & Resources

Action Plans: Bespoke Training Program

Advantages for you:

Analysis of your company-internalorganization, business Processes and potentials on the markets and withclients.

Definition of thestrategy and business Plans.

2 / 2



M.O.S.E.

THANK YOU FOR YOUR ATTENTION!

Masters Of Sales Europe Business Presentation

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