This is a concept study on how to massively increase sales teams effectiveness by eliminating the friction on the path to sale and by reducing administrative tasks that don't add value.

1. Massively
Increasing
Sales by
Simplifying

2. A Concept
Framework
by Josh Gwin
Senior Dealer Consultant
Find me at @joshgwinMBA
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3. “Customers don’t care at
all whether you close the
deal or not. They care
about improving their
business.”
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4. Raise goals
▪ Goals are based on the average or lowest performers.
▪ Limits efficacy of top performers.
▪ How much should you increase goals?
.
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5. Flat Fee
For every package you sell you get
$xx as a flat fee. Tier this to reward
high-performers.
Simplify bonus
structure
Percentage of sale
You get 25% of each sale. 25% of
the first month of billing. Should be
very clear.
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6. KEY
CONCEPTSalespeople are motivated when they
are clear what the next sale makes
them.
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7. No CAP on
President’s Club
▪ Limit incremental sales by high performers.
▪ Why does someone keep working after CAP?
▪ Throttling back doesn’t work. Top salespeople will save
sales.
.
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8. 80/20
Learn from the top salespeople.
What do they do that the rest don’t?
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9. Speak in monetary
value to buyer
▪ Discuss value in specific monetary terms.
▪ “You will achieve an additional 10 sales a month at
$20,000/sale = $200,000 additional revenue”
▪ Get conceptual agreement.
.
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10. Simplify
package options
for buyers
▪ Confused buyers don’t
purchase.
▪ Three package options of
increasing value and price.
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11. Three options
Each option increases in value and
in price. Middle is the most chosen
option.
Offer choice of
yeses to buyer
Choice of yes
Buyer doesn’t have to decide to buy
or not. Just which option to
choose.
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12. Make it simple to
sign off
▪ Get signature immediately upon acceptance.
▪ Sending follow-up agreement reduces odds of success
by 50%.
.
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13. KEY
CONCEPTIncrease sales by removing friction in the
path to the sale.
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14. Collaboration
tool to share
ideas
▪ A tool to share ideas among
sales team.
▪ Reward top ideas.
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15. 86,400Number of seconds everyone has in a day. Who on your
team uses them best?
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16. Simple, not easy
simplify motivate($) replicate
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17. 1% improvement daily
In 70 days you’re 2x as good.
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18. Thank
you!
Inquiries:
You can find me at
▪ @joshgwinMBA
▪ joshgwin@gmail.com
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19. Credits
Special thanks for the exceptional presentation
resources:
▪ Presentation template by SlidesCarnival
▪ Photographs by Pexels
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