Contenu connexe Plus de Landslide Technologies (7) 1. 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
2. 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
3. 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
4. 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
5. 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
6. Sale Produc
s tion System
© Landslide 2009. All Rights Reserved
Building World Class Sales Organizations
7. Sale Produc
s tion System
© Landslide 2009. All Rights Reserved
Building World Class Sales Organizations
8. Sale Produc
s tion System
© Landslide 2009. All Rights Reserved
Building World Class Sales Organizations
9. Sale Produc
s tion System
© Landslide 2009. All Rights Reserved
Building World Class Sales Organizations
10. Sale Produc
s tion System
© Landslide 2009. All Rights Reserved
Building World Class Sales Organizations
13. 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
14. 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
15. 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
16. 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
17. 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
18. 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
19. 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
20. 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
21. 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
