2. Agenda
Business development ( commercial unit )
Sales process
Sales cycle
Sales objectives
Sales KPIs
Sales tools & marketing tools
Sales patterns KPIs
3.
4.
5.
6.
7. sales process
A sales process is a systematic, repeatable series of steps
that map out and track interaction with prospects from their
first point of engagement with your business through to a
close.
8. The sales
cycle process
prospecting Qualifying initial meeting
need analysis
product
demonstration
influencer
approves
Key decision
makers
Purchasing
approves
Product
/service
delivered
9. Prospecting
social media
trade show and conference
Cold calls
Telephone prospecting (data base)
Advertising &publicity
Referrals
Trade publications
Direct mail (1 to many)
Target letters
Networking meeting and social contacts
11. Daily prospecting plane(DPP)
Day date activity Contacted Left message Called back
Monday 8-11 Direct mail 5 4 1
Tuesday 8-12 Target letter 2
Wednesday 8-13 Email broad cast 50
Thursday 8-14 Telephone
prospected
15 5 2
Friday
Week total 72contacts 9To return calls
12. Product Demo :-Give a Great Product
Demo:
1. CUSTOMIZE YOUR
DEMO.
2. TELL THE
CUSTOMER'S STORY.
3. REHEARSE,
REHEARSE,
REHEARSE.
4. TEST EVERYTHING
BEFOREHAND.
5. AFTER THE DEMO,
CLOSE THE DEAL.
13. Sales Skills
Understand what the buyer wants
Sell in a buyer-responsive manner
Use psychology to engage the buyer
Establish trust with the buyer
Communicate succinctly
Act on what the customer is saying
Demonstrate subject matter expertise
Tell really compelling stories
16. Sales objective
Sales objective can be defined as a part of a company’s
marketing plan where common goals are identified by the
company’s marketing team like revenue targets,
distribution partners, profit margins, targeted
demographics and advertising and work on it. The plans are
outlined through a discussion which happens in sales
meetings insuring understanding between the sales teams
and the members of marketing team of a company.
17. 5 Essential Sales Target Types
For Your Sales Success
Sales stage probability of closure – the likelihood
of winning the opportunity for that particular
sales step.
Opportunity ranking – the personal likelihood of
winning the opportunity.
Opportunity pipeline position – the current
position of the opportunity in the sales pipeline.
Opportunity status – the status of the sales
opportunity i.e. either it is an open opportunity
or won opportunity.
18.
19.
20.
21.
22.
23. The 14 KPIs
Every Field
Sales Rep
Should Strive
to Improve
INDIVIDUAL SALES
NUMBERS BY STORE
NUMBER OF NEW
OPPORTUNITIES
OPENED
OPPORTUNITY TO
WIN RATIO
AVERAGE DEAL SIZE
ENGAGEMENT WITH
CURRENT
CUSTOMERS
WHICH MARKETING
MATERIALS YOUR
REPS USE
FOLLOW-UP CONTACT
RATE
SOCIAL MEDIA
ACTIVITY
24. Sales KPIs
Sales Growth: Is your business growing steadily?
Sales Target: Are you on track regarding the sales targets?
Customer Acquisition Cost: How much does a new customer cost?
Average Revenue per Unit: What is your average revenue per user?
Customer Lifetime Value: How much do you expect to earn per customer?
Customer Churn Rate: How many customers do you lose?
Average Sales Cycle Length: How do you shorten your sales cycle?
Lead-to-Opportunity Ratio: How about your lead quality?
Opportunity-to-Win Ratio: How many qualified leads result in closing a deal?
Lead Conversion Ratio: Is your conversion ratio stable?
Revenue per Sales Rep: How much revenue do your sales rep bring?
Profit Margin per Sales Rep: Is your sales team profitable as expected?
Upsell & Cross-Sell Rates: How do you increase your revenue and ROI?
Incremental Sales by Campaign: Which campaign brings you the best results?
