Business development ( commercial unit )
Sales tools & marketing tools
Sales patterns KPIs
A sales process is a systematic, repeatable series of steps
that map out and track interaction with prospects from their
first point of engagement with your business through to a
prospecting Qualifying initial meeting
trade show and conference
Telephone prospecting (data base)
Direct mail (1 to many)
Networking meeting and social contacts
Daily prospecting plane(DPP)
Day date activity Contacted Left message Called back
Monday 8-11 Direct mail 5 4 1
Tuesday 8-12 Target letter 2
Wednesday 8-13 Email broad cast 50
Thursday 8-14 Telephone
15 5 2
Week total 72contacts 9To return calls
Product Demo :-Give a Great Product
1. CUSTOMIZE YOUR
2. TELL THE
4. TEST EVERYTHING
5. AFTER THE DEMO,
CLOSE THE DEAL.
Understand what the buyer wants
Sell in a buyer-responsive manner
Use psychology to engage the buyer
Establish trust with the buyer
Act on what the customer is saying
Demonstrate subject matter expertise
Tell really compelling stories
Sales objective can be defined as a part of a company’s
marketing plan where common goals are identified by the
company’s marketing team like revenue targets,
distribution partners, profit margins, targeted
demographics and advertising and work on it. The plans are
outlined through a discussion which happens in sales
meetings insuring understanding between the sales teams
and the members of marketing team of a company.
5 Essential Sales Target Types
For Your Sales Success
Sales stage probability of closure – the likelihood
of winning the opportunity for that particular
Opportunity ranking – the personal likelihood of
winning the opportunity.
Opportunity pipeline position – the current
position of the opportunity in the sales pipeline.
Opportunity status – the status of the sales
opportunity i.e. either it is an open opportunity
or won opportunity.
The 14 KPIs
NUMBERS BY STORE
NUMBER OF NEW
AVERAGE DEAL SIZE
Sales Growth: Is your business growing steadily?
Sales Target: Are you on track regarding the sales targets?
Customer Acquisition Cost: How much does a new customer cost?
Average Revenue per Unit: What is your average revenue per user?
Customer Lifetime Value: How much do you expect to earn per customer?
Customer Churn Rate: How many customers do you lose?
Average Sales Cycle Length: How do you shorten your sales cycle?
Lead-to-Opportunity Ratio: How about your lead quality?
Opportunity-to-Win Ratio: How many qualified leads result in closing a deal?
Lead Conversion Ratio: Is your conversion ratio stable?
Revenue per Sales Rep: How much revenue do your sales rep bring?
Profit Margin per Sales Rep: Is your sales team profitable as expected?
Upsell & Cross-Sell Rates: How do you increase your revenue and ROI?
Incremental Sales by Campaign: Which campaign brings you the best results?