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Enterprise Selling Metrics

In this presentation, learn how Challenger reps can pitch audit solutions that uncover hidden costs and drive profitability. Discover the Enterprise Team Selling Process and the key metrics for successful implementation. Take actionable steps to increase profits and achieve sales goals.

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Enterprise Selling Metrics

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  1. Enterprise Selling Metrics In Four Annotated Slides

  2. Challenger Reps*: Pitch an Audit • Buyer: “We need lower prices!” • Rep: “No thanks to just lower prices. But, let my team do an audit...” • We have your buying statistics to detect hidden, unnecessary frictional costs effecting both of us • Let’s seek to consolidate the 20% of – lines, orders, credits, and backorders – that contain only 1% of your dollars spent • We can lower both parties’ total costs • If our costs drop enough, lower prices are possible too • Shall we schedule my (free) Analyst-Audit team? *From The Challenger Sale “Challenger reps” pitch solutions that grow customer profits and outperform nice-guy, “relationship” reps especially during downturns when customers are looking aggressively for cost savings.

  3. The Enterprise* Team Selling Process Process Steps** Specialists • Qualify Criteria • Cultivate/Foothold/Or Not! • Pitch Audit, Tune-Up • Analysis • Proposal; upfront asks. • Install • Measure, improve, adapt • Maintain, expand (Cust. Centric!) • In/Outside Testimonials • Team Analysts • Acct. Cracker/Hunter* (CEO/You) • VP SC Solutions • Team Analysts • VP SC Solutions • CA.-Closet, SWAT Team • Sales Rep (Hunter) • Hunter  Maintainer • VP SC Solutions *Typically, 1%-4% of accounts ** See Ex 59 at Merrifield.com *Most Reps are neither hunters or maintainers. Will they step up or not? Change pay on an account-by-account basis?

  4. New Innovation Input & Output Metrics Controllable Input Metrics • Step 3: Number of pitches to do audits • Step 4: Number of audits done • Step 5: Proposals with specific fixes and terms (from free for most profitable accounts to negotiable) • Steps 6-8: Installs • Testimonials obtained Yield Uncontrollable Outputs • Year-over-year increase in: • Sales • Gross Margin Dollars – Cost To Serve Dollars = Increase in Profit Dollars • For how many target accounts in total that were targeted and pursued Note: Input numbers will funnel down. You won’t score on 100% of pitches

  5. Action Steps? • Get line item profit analytics to enable a profit-customer renewal • Create: criteria screen to pick 40+ most promising accounts to pitch • Start humbly, experimentally with #1 most friendly, progressive customer • Over-invest to learn how to do consultative selling and follow through • Then, keep repeating to go from beginner to great • 40 accounts x $10K+ in profit dollar increases = $400K increased profits • A conservative goal? What are low, likely, and stretch goals? Case successes: 2x+ in sales and profit dollars for key accounts in which reps say they’re “Getting all of the business”; “the lion’s share; or, “our fair share” • Other competing priorities with as big a profit Impact?

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