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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 Consultingpresents “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 • Define Mission, Goals, and Objectives • Mission of overall enterprise • Mission and goals for Sales organization • Mission of Outside and Inside Sales
Getting Started • Decide what you want your sales operation to do • Field Sales • Inside Sales
Goals of Sales • Generate revenue • Find new business • Open new distribution channels • Respond to market opportunities in a timely manner • Launch new products
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
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
Inside Sales Functions • Lead generation • Inbound inquiry and fulfillment • Inbound order-taking • Proactive, outbound selling • Installed base marketing • Reseller management • Opportunistic sales programs
Customers End users Resellers Major accounts Government Markets Vertical segments Horizontal segments Decision-makers Executive Technical User Purchasing Sponsors Understand Your Markets
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
Create a Business Plan • Facilities and Plant • Environment • Furniture and fixtures • Phone equipment • System requirements • Budget • Capital outlays • Revenue projections • Expenses • Return on investment
Obstacles • Budget • Space for facilities • Conflict between inside and outside sales • Resistance from marketing • Personnel availability • Management commitment
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
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
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
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
Management and Supervision • Setting goals • Selecting and implementing sales management systems • Establish tracking and measurement
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
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
Establish Tracking and Measurement • Reports for Sales Rep use • Reports for Management use • Closed-loop lead tracking • Forecasting • Pipeline and opportunity management • Productivity measurements
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