Using Sales Process To Build Sales Production System

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Information about Using Sales Process To Build Sales Production System
Business & Mgmt

Published on July 6, 2009

Author: LandslideTechnologies

Source: slideshare.net

Description

In this slideshow, Landslide Technologies presents strategies for using sales process to build a sales production system.

Sales Production Systems are examined for their ability to bring mass production capability to sales organizations for delivering higher volumes of deals.

How to Use Sales Process to Build a Sales Production System Landslide Technologies www.landslide.com © Landslide 2009. All Rights Reserved www.landslide.com Building World Class Sales Organizations

Why is it Critical to Create a Sales Production System? • The 80/20 rule in sales is alive and well • The debate about sales – art vs. science continues • Need to streamline sales and selling processes • Research shows process-centric sales teams perform better © Landslide 2009. All Rights Reserved Building World Class Sales Organizations

Sales Production System Sales Production System Brings Mass Production Capability To Sales Organizations Delivering Higher Volume of Deals © Landslide 2009. All Rights Reserved Building World Class Sales Organizations

V12 Group – A Sales Production Case Study • In 10 months, they doubled the value of their pipeline and tripled the capacity of their individual salesperson • March Pipeline - $24M – 277 opportunities – 23 salespeople • June Pipeline - $35M – 312 opportunities – 17 salespeople • October Pipeline - $50M – 295 opportunities – 14 salespeople • 108% increase in Pipeline from March to October with 39% less sales expense • 96% increase in average deal size attributed to qualifying the right opportunities © Landslide 2009. All Rights Reserved Building World Class Sales Organizations

Results – Sales Production System Customers saw the following increase in sales volume, value and velocity METRIC Q1 after Baseline Q2 after Baseline Sales Volume - New Opportunities Created 59% 136% Sales Volume - Number of Wins 64% 152% Sales Velocity - Reduction in Average Days to Close (14%) (7%) Sales Value - Average Dollar Value of Wins 24% 60% Sales Volume - Close Ratio 3% 7% Average Close Ratio of Landslide Customers is 30% © Landslide 2009. All Rights Reserved Building World Class Sales Organizations

Sale Produc s tion System © Landslide 2009. All Rights Reserved Building World Class Sales Organizations

Sale Produc s tion System © Landslide 2009. All Rights Reserved Building World Class Sales Organizations

Sale Produc s tion System © Landslide 2009. All Rights Reserved Building World Class Sales Organizations

Sale Produc s tion System © Landslide 2009. All Rights Reserved Building World Class Sales Organizations

Sale Produc s tion System © Landslide 2009. All Rights Reserved Building World Class Sales Organizations

Sales Production System © Landslide 2009. All Rights Reserved Building World Class Sales Organizations

Sales Production System © Landslide 2009. All Rights Reserved Building World Class Sales Organizations

Building the Sales Production Process • Do not try to build the perfect sales process • Build different sales processes for direct sales versus channel sales • Have a clear understanding of the start of the sales cycle and the end of the sales cycle • Identify three or four “must have” activities for closing a deal • Be customer centric… Integrate buyer’s buying process in your selling process • Always define micro closes • Get feed back and improve the process © Landslide 2009. All Rights Reserved Building World Class Sales Organizations

Four Elements of a Sales Production System 1 – Four-tiered Selling Process Tier 1 - Developing an end-to-end sales cycle Tier 2 – Identifying goals for each phase Tier 3- Identifying activities to achieve each goal Tier 4 – Identifying tools need to complete the activity © Landslide 2009. All Rights Reserved © Landslide 2008. All Rights Reserved Building World Class Sales Organizations

Four Elements of a Sales Production System 2 - Sales Performance Tools - Research Tools, Conversation Tools, ROI Tools, Negotiation Tools, Competitive Assessment Tools © Landslide 2009. All Rights Reserved © Landslide 2008. All Rights Reserved Building World Class Sales Organizations

Four Elements of a Sales Production System 3 – Buyer Management Tools – Know when the buyer is engaged and integrate the buying process in the selling process © Landslide 2009. All Rights Reserved © Landslide 2008. All Rights Reserved Building World Class Sales Organizations

Four Elements of a Sales Production System 4 – Monitoring Tools • Volume of deals flowing through the production line • Velocity of deal flow • Effectiveness of the sales tools • Effectiveness of salespeople © Landslide 2009. All Rights Reserved © Landslide 2008. All Rights Reserved Building World Class Sales Organizations

Challenges of Adoption • Organic best practices • Educate • Collaborate • Present – always available 24/7 • Get feed back and improve the process • Measuring performance based on Sales Production Process © Landslide 2009. All Rights Reserved Building World Class Sales Organizations

Landslide Sales P3 System – Sales Production System  Customizable Sales Process by Industry, Sales Culture, Product and Mode  Identifies the best selling practices for your organization  Make process central to the everyday sales activities of your team  Selling and Conversation Tools  Outsource Data Entry to a Sales Assistant  Monitoring and Research Tools  Expert Guidance during the Sales Cycle  Buyer Management Tools  Pipeline Management Support © Landslide 2009. All Rights Reserved Building World Class Sales Organizations

Landslide Industry Recognition • Gartner Group • “Magic Quadrant 2008 - Visionary Position” • “Magic Quadrant 2007 - Visionary Position” • “Cool Vendor of the Year 2007” • Frost and Sullivan • “Innovation of the Year 2007” • Small Business Technology Magazine • “Product of the Year 2007” • CRM Magazine Award • “One to Watch 2008” • “One to Watch 2007” © Landslide 2009. All Rights Reserved Building World Class Sales Organizations

Thank You! • Want to start building your own Sales Production System? Use ProvenPath, our free Sales Process Builder tool that helps you build your own comprehensive sales process Go to www.provenpath.com now to register! • Contact us: Phone: 1-866-450-8522 Email: inquiries@landslide.com Web: www.landslide.com • Download Today’s Slides www.landslide.com/webinar © Landslide 2009. All Rights Reserved Building World Class Sales Organizations

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