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This information provided by Bill Hoopes, Grass Roots Training/Consulting www.trainandkeeppeople.com Blog: www.trainingchamp.wordpress.com. ARE YOU READY TO SELL ?. To maximize customer growth…. Answer these KEY QUESTIONS :. You need a realistic plan.
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This information provided by Bill Hoopes, Grass Roots Training/Consulting www.trainandkeeppeople.com Blog: www.trainingchamp.wordpress.com AREYOU READY TO SELL?
To maximize customer growth… Answer these KEY QUESTIONS: You need a realistic plan. -How big?-How fast?-How will you make it happen?
BEFORE you pull the trigger! To maximize customer growth… The point, think, decide, plan…. You need a realistic plan.
How you sell matters…. To maximize customer growth… High pressure selling yields a less committed buyer, higher cancels and lower lifetime customer values. Sales based on wants/needs lead to longer term relations, lower cancels, higher lifetime customer values.
Your marketing plan identifies the market universe to which you will sell and size of your campaign. First, A MARKETING PLAN • Details lead generation plans/timing. • Communicates your value proposition. • Sets customer expectations. The Sales staff makes it happen!
Staffing plan reflects marketing activity, by week • Hire for attitude • Train for skill • Manage daily Flip coin Sales Management – It takes a process Your choices….
If the above assumption is incorrect, let’s talk later. Sales Management One assumption: Marketing/Sales plans exist: -Lead generation plan set -Staff needs determined -Sales projections set [close rate, pacing]
Sales Management – With a realistic plan in place…it’s all EXECUTION! 1. People: Who will do your selling? 2. Preparations: How will they be trained? When and by whom? 3. Generating/running leads: DM, TM, Block leading, Cancels, Rejects [NI’s], Referrals, Prayer!
Sales Management – A multi-part process addressing six key factors. 4. Sales room set-up: Is it efficient, workable? 5. Sales day process:Organized with clear priorities/procedures? 6. Sales room management:Do you have a prepared, formal leader who knows what to do, how and when?
Sales Management – A multi-part process. 1. People: Building your sales team Who will sell most effectively? • High pressure sales? Takes a “closer” • Needs based, consultative selling? Use field staff! They understand how to help. • New ‘green’ sellers - learn OTJ vs. veterans? • Fact: Best plan – start with veteran core!
Sales Management – A multi-part process. People: Building your sales team Recruiting checklist: • Clear, precise position description • Recruiting plan for the “Gen Y” seller • Candidate interview setting and plan • Performance based questions that ID potential • Fact: Effective recruiting = beyond classifieds!
Sales Management – A multi-part process. 2. Preparations: Skill training Training checklist: • Select a trainer who wants the job! • Start early..it’s a marathon. • Provide a designated training space & times. • Start with a formal script, adlib later! • Focus on “benefits” with constant RPs! • Fact: “Small Bite” training works best.
Sales Management – A multi-part process. 3. Running leads: Organization/process Lead management checklist: • Start with previous cancels/rejects • Ease into the flow…focus on quality/accuracy. • Lead content must provide continuity with marketing message! [needs vs. discounts] • Don’t waste expensive DM leads on new folks. • Fact: Quality leads close higher [one exception]
Sales Management – A multi-part process. 4. Sales room set-up: Checklist: • Must have designated sales area for calls. • If joint space, field staff moves out early! • Room for essentials [3-4 feet, well lighted]. • No clutter! Sales tools/info only at workspace. • Paper flow process [sales, rejects, auditing?] • Fact: Best sales rooms are highly organized.
Sales Management Sales room – The physical setting:
All open ‘pending’ leads in daily file • Price sheet/calculator • Competitive info • Sales program sheets • What about music/lights? Sales Management Sales room – The physical setting:
What about paper flow? • Daily sales bin • Daily reject bin • Special instructions for sales reps [notes] • What else? Sales Management Sales room – The physical setting:
Your turn….what happens now? Sales Management 5. Sales day process: • All reps leave from office at ? • Sales meeting • Daily assignments include ? • RP practice • Return to office by ? • On phones by X • Breaks? • Paper flow process • Audits? • Next day prep andend of session Describe the balance of the calling session
What exactly is this person doing? Ever use a phone monitor to train? Sales Management 6. Sales room management: • Listening/coaching • Tracking/encouraging! • But…is it happening?
Having some fun!! Let’s identify games/contests! You first…. Negative people not wanted Sales Management • Balloon pop! • Poker • Card toss [in the hat] • “Next one is the big one”
Summary: • Assigned leads • Leads run • Contacts • Solds/rejects [day, week, month, YTD] • Average revenue/sale • Average application price • Type programs sold Sales Management Tracking sales activity
Sales Management – With a realistic plan in place…it’s all EXECUTION! 1. People: Who will sell? 2. Preparations: How will they be trained? 3. Generating/running leads: Source, pacing? 4. Sales room set-up:Organized for effeciency? 5. Daily sales process:Productive plans? 6. Sales room management:Disciplined process?
AREYOU READY TO SELL?
This information provided by Bill Hoopes Grass Roots Training/Consulting www.trainandkeeppeople.com Blog: www.trainingchamp.wordpress.com