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MultiTrack Sales Consulting presents

MultiTrack Sales Consulting presents. “Building a Sales Team for Your Company”. Sales Dilemma. Revenue Growth New End User and Reseller Accounts Increase Sales to Existing Customers Generate and Qualify Leads Promote Inside/Outside/Partner Teamwork. Getting Started.

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MultiTrack Sales Consulting presents

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  1. MultiTrack Sales Consultingpresents “Building a Sales Team for Your Company”

  2. Sales Dilemma • Revenue Growth • New End User and Reseller Accounts • Increase Sales to Existing Customers • Generate and Qualify Leads • Promote Inside/Outside/Partner Teamwork

  3. Getting Started • Define Mission, Goals, and Objectives • Mission of overall enterprise • Mission and goals for Sales organization • Mission of Outside and Inside Sales

  4. Getting Started • Decide what you want your sales operation to do • Field Sales • Inside Sales

  5. Goals of Sales • Generate revenue • Find new business • Open new distribution channels • Respond to market opportunities in a timely manner • Launch new products

  6. Field Sales Functions • Provide in-person presence in large, complex selling situations • Maintain executive-level contacts in major accounts • Create local presence in areas other than location of company offices • Need to demonstrate product or service in person

  7. Why Inside Sales? • Need to reach a large audience • Average selling price low • Need flexible, opportunistic campaign resource • Need adjunct to Field Sales • Expect large volume of inbound inquiries • Sell to Installed Base • Handle resellers and distributors

  8. Inside Sales Functions • Lead generation • Inbound inquiry and fulfillment • Inbound order-taking • Proactive, outbound selling • Installed base marketing • Reseller management • Opportunistic sales programs

  9. Customers End users Resellers Major accounts Government Markets Vertical segments Horizontal segments Decision-makers Executive Technical User Purchasing Sponsors Understand Your Markets

  10. Create a Business Plan • Goals and objectives • Obstacles to success • Action plans to overcome obstacles • Personnel • Job descriptions and candidate profiles • Recruiting and hiring process • Compensation plans • Base salaries and incentive bonuses • Other rewards and recognition programs

  11. Create a Business Plan • Facilities and Plant • Environment • Furniture and fixtures • Phone equipment • System requirements • Budget • Capital outlays • Revenue projections • Expenses • Return on investment

  12. Obstacles • Budget • Space for facilities • Conflict between inside and outside sales • Resistance from marketing • Personnel availability • Management commitment

  13. Positions Inside Sales Rep Outside Sales Rep Sales Manager Sales Administrator Sales Associate Elements Title To whom individual reports Summary of job responsibilities Specific duties Measurable goals Job Descriptions

  14. Recruiting • Get10-15 resumes for each position • Internal job posting and employee referrals • Newspaper ads • Internet postings • Recruiter • Local search/placement firms • College placement offices • State employment agencies • Professional organizations

  15. Conduct Training • Initial training • Company introduction and expectations • Basic telephone sales skills • Product training • Marketing considerations • Understanding customer business model • Understanding call objectives • Script or call guide development • Role play • Peer to peer coaching

  16. Conduct Training • On-going training • Advanced selling skills • Reseller development • Strategic selling • Major account management • Time and territory management • Forecasting and pipeline management • Supervisory skills

  17. Management and Supervision • Setting goals • Selecting and implementing sales management systems • Establish tracking and measurement

  18. Setting Goals • Revenue • Total revenue • Average order size • Number of orders up-sold or cross-sold • Call parameters • Number of dials • Number of contacts reached • Presentations • Qualified leads • Time to answer and abandoned call rate • New accounts

  19. Select and Implement Sales Management Systems • Standard operating system/network platform • Off-the-shelf relational database • Robust reporting • Inter/intranet enabled • Strategic selling capability • Opportunity manager

  20. Establish Tracking and Measurement • Reports for Sales Rep use • Reports for Management use • Closed-loop lead tracking • Forecasting • Pipeline and opportunity management • Productivity measurements

  21. Thank YouTo find out more about how MultiTrack Sales Consulting can help you build an excellent sales team, contact Herb Fox MultiTrack Sales Consulting www.multitracksales.com (617)232-7780 herbfox@multitracksales.com

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