Presentation for the Sales Peer to Peer for the Innovation Factory on Sales Planning. The Agenda included: Revenue Goals Customer Relationship Management Creating an Objective Funnel Forecasting Moving Business Forward Customer Targets Activity Targets Team Sales Tools

1. Presentation for
Creating a Sales Plan
Sales Peer to Peer
October 17, 2012
@markeelliott melliott@vapartners.ca www.vapartners.ca

2. Agenda
• Introductions
• Innovation Factory Announcements
• Revenue Goals
• Customer Relationship Management
• Creating an Objective Funnel
• Forecasting
• Moving Business Forward
• Customer Targets
• Activity Targets
• Team
• Sales Tools
• Topics for next event
@markeelliott melliott@vapartners.ca www.vapartners.ca

3. Sales gets a bad reputation
@markeelliott melliott@vapartners.ca www.vapartners.ca

4. Revenue Goals
• What type of revenue
do you have?
• Recurring
• Large one-time deals
• Consumer
• From SMB accounts
• How do you predict
future revenue?
@markeelliott melliott@vapartners.ca www.vapartners.ca

5. Sales CRM
• Track revenue and
opportunities
• More focus
• Past and future
activities
@markeelliott melliott@vapartners.ca www.vapartners.ca

6. Create an objective funnel
• Path to Sales Success
• Steps and activities
that lead to a sale
Prospecting • Assign a % based on
history
Qualifying • Understand average
sales cycle length
Proposing
Closing
Roll-out
@markeelliott melliott@vapartners.ca www.vapartners.ca

7. Sales Forecast
• Bottom up is best
• Consistent
• Specific opportunities
• Next steps defined
• Hold reps and
managers accountable
• Follow-up
@markeelliott melliott@vapartners.ca www.vapartners.ca

8. Moving business forward
• Should you do it?
• What opportunities are
most likely?
• Use CRM to identify
• What will motivate
them?
• Price break
• Added services
• What else?
@markeelliott melliott@vapartners.ca www.vapartners.ca

9. Customer Targets and Value Prop
• What are you selling?
• Are you selling
anything new?
• Who are you selling
to?
• What did you learn last
year?
@markeelliott melliott@vapartners.ca www.vapartners.ca

10. Activity Targets
• What activities drive
your sales?
• Meetings
• Demos
• Inbound leads
• Events
• What is it for you?
• Measure, track, and
set goals
@markeelliott melliott@vapartners.ca www.vapartners.ca

11. Sales Team
• Roles are defined
• Expectations
• Support is in place
• Communications plans
• Formal one-on-one
• Team meetings
• Sales meetings
• Management by
walking around
@markeelliott melliott@vapartners.ca www.vapartners.ca

12. What new sales tools do you need?
• Marketing support
• Web
• Content Marketing
• Brochure
• New presentation
• Customer success
stories
• CRM
• Forecast meetings
@markeelliott melliott@vapartners.ca www.vapartners.ca

13. Sales Plan
• Targets
• Revenue
• Activity
• Customers
• Accounts
• Contacts
• Value Prop
• Sales Team
• Tools
@markeelliott melliott@vapartners.ca www.vapartners.ca

14. Future Topics
• Next meeting
December 19th
• Government programs
for export help
• Social Media and
Sales
• Managing a Sales
Team
• Better Sales Meetings
• Anything else?
@markeelliott melliott@vapartners.ca www.vapartners.ca

15. Great Sales Resources
Peer to Peer
Entrepreneurs Tool Kit
Sales 2.0 Book
Linkedin Group
http://yoursalesplaybook.com http://thesalesblog.com/
@markeelliott melliott@vapartners.ca www.vapartners.ca