1. Built in Cork
October 8th 2014

2. What do you think of when people
mention salesperson?

3. Is this what you want for your business?
Sales is a profession
Don’t be afraid to treat sales professionally

4. 1. Know your numbers
 Set targets
 SMART
 Breakdown source and allocate ownership
 channels, teams or individuals
 Breakdown timeframe
 annual, quarterly, monthly, weekly and daily
 Input = Output
 establish your KPIs, understand what drives them

5. 2. Establish a sales process
 Show what good looks like, set a bar, give your team a compass
 Create a robust, appropriate, sustainable sales process
 Don’t over complicate, scaling requires simplicity
 open leads
 fully qualify opportunities
 understand requirements
 gain commitment/close lose
 advance the sale
 handle objections
 close win/lose
 onboard
 show your customers you love them, retain & upsell

6. 2. Establish a sales process
 Your sales pipeline is your gold!
 Invest time to understand your sales pipeline in depth
 where do your leads come from? Seed, net, spear
 what can you do to get more, higher quality, better qualified leads?
 marketing and sales are symbiotic, X activity = Y results
 but there’s no substitute for shoe leather
 qualify your leads FULLY at every stage, its OK to lose fast
 growth hack, experiment, use technology & your size to your advantage
 advance sales relentlessly (ABC)
 but, nobody likes being closed…. earn the right to close!
 winning the sale is not the end of the sales process
 be an industry expert, thought leader, a business partner

7. 3. Measure and manage
 what gets measured gets managed
 create clear KPIs based on activity that drives your business
 regular review and clear accountability are imperative
 use a CRM tool to help
 hire appropriately
 build appropriate reward plans
 train, coach, mentor, review
 highlight and celebrate success
 don’t be afraid of difficult conversations
 zero ambiguity - this is critical to your business and your customers

8. 2. Establish a sales process
1. Know your numbers
3. Measure and manage
4. Enjoy winning!

9. Thank you!
Fraser Heaslip
Say hi!