2. The Six Components to Successful
Sales Management
• Loyalty
– Quarterly Business Reviews & Planning
– Deal Registration & Rebates
• Capacity
– Joint Account Planning
– Sales Plans & Targets
• Competencies
– Rhythmic Training (Breakfast, Lunch & Learns etc)
– One to Many Events
– Practice Development (Product & Services)
• Demand
– JMF Allocation & Accountability
– Promos, Bundles and Plays
• Collaboration
– Field Alignment
– Communication
– Partner to Partner (1+1=3)
• Resource Development
– Advisory Services
– Business Acumen
3. 30, 60, 90 Day PLAN at Each
Accounts/ OEM Partners/ Systems Integrators/
Value Added Resellers/ Distributors
• 30 Day
– Identify Principals/Establish Relationships
– Clarify Business Models & Drivers
– Baseline Current Performance
– Understand Competencies & Available Resources
– Identify GAPs & Possible Closure
– Attain the Demo Competency
– Identify Matrixed Internal Stakeholders
(Communication Plan)
– Find and Establish the Champion Lead in every Firm
4. 30, 60, 90 Day PLAN at Each
Accounts/ OEM Partners/ Systems Integrators/
Value Added Resellers/ Distributors
• 60 Day
– Create Business Plans
• Sales Targets •Training
• Marketing •Value Proposition
• Capacity Planning
• Establish Sales Metrics
• Rhythmic Training Events
• Pipeline Validation
– Create Possibilities (Services & Other Adds)
– Partner to Partner Peering/Collaboration
– Clone each & every success
5. 30, 60, 90 Day PLAN at Each
Accounts/ OEM Partners/ Systems Integrators/
Value Added Resellers/ Distributors
• 90 Day
– Quarterly Reviews
– Inspect Sales Metrics (Pipeline, Close Rates, etc)
– Recruitment and Retention Strategies
– Measure Loyalty
– Validate Robust & Unique Offers
– Modify Business Plans as Appropriate
– Repetitively Execute the Clone Cookie Cutter success
Technic at similar Targets
