1. milestoneselling.com 1
How do you lead?

2. milestoneselling.com 2
Long term + results

3. milestoneselling.com 3
Year Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Short term + results

4. milestoneselling.com
Short term + activities
4
Phone calls
Sales calls
Offers
Results?
Januar
y
February March April May June
Number of
activities
Time

5. milestoneselling.com
Short term + progress
5
Focus
Activities
 First cold call
 Canvas
 Sales call
 Presentation or demo
 Negotiation call
 What the salesperson does
Progress (outcome)
 Interest
 Sales call appointment
 Agree next step
 Buying signals
 Signs contract
 Prospect’s reaction

6. milestoneselling.com
Four levels of sales management
6

7. milestoneselling.com 7
Longterm+Results
• Challenge:
• Confusing
• Unclear
• No urgency
• Why anyway?
• Easy
• Used to
• Safe
• Results:
• Free agents
• Luck
Shortterm+Results
• Challenge:
• Desperate
• Low hanging fruit
• No perspective
• Why anyway?
• Tangible
• Direct
• Exact
• Results:
• Narrow minded
• No new clients
• Low prices
Shortterm+Activities
• Challenge:
• Many meetings
• Urgency
• Value creation?
• Why anyway?
• Real managem.
• Measurable
• Feels secure
• Results:
• Hard work
• Sense of urgency
• Lack motivation
Shortterm+Progress
• Challenge:
• Don’t know how
• Complicated
• Need data
• Why anyway?
• Makes sense
• Meaningful
• Transparent
• Results:
• Moving pipeline
• Early warning
• Gratification now

8. milestoneselling.com
How do you manage sales?
We asked more than 300 sales organizations
0%
5%
10%
15%
20%
25%
30%
35%
40%
1 2 3 4
8
20%
29%
16%
36% Measure and discuss prospects’ movement and
progress through the sales process.
Measure activities – e.g. the number of sales
calls.per week.
Salespeople are managed in relation to budget
with ongoing follow-up.
Salespeople are managed in relation to budget,
responsible for own follow-up.
Survey by Milestone Selling with 300+
responses. Conducted Q4 2012.

9. milestoneselling.com
6%
28%
44%
22%
How is the management method working for you?
Perfect. It is of great value to us.
It is good. It is working for us.
It could be better.
It needs improvement.
Survey by Milestone Selling with 300+
respondents. Conducted Q4 2012.

10. milestoneselling.com
Foryderligereinformation
FREE E-book at:
www.milestoneselling.com