Hemi SA Premium CoffeeCafé Prestige Increasing Productivity and Shortening the Sale Cycle Retreat Summer 08

Hemi SA Premium CoffeeCafé Prestige Summary :  1. Increasing productivity and quality : Managing the efforts, management tools…  2. Shortening starts on the phone : qualifying before the meeting.  3. Shortening during the meeting : HSA and sales techniques.  4. Shortening after the meeting : managing the proposal/price quote.

Hemi SA Premium CoffeeCafé Prestige Point of departure :  We’ve noticed things were going bad: We observed a lack….  Of efforts – which led to a lack…  Of meetings- which in turn led to a lack…  Of sales..  Considering the more you call; the more you have meetings, and more meetings you have the more you sell, we decided to increase productivity and quality..

Hemi SA Premium CoffeeCafé Prestige Efforts down 26% Meetings down 30% Productivity down 37%

Hemi SA Premium CoffeeCafé Prestige Part 1: Increasing productivity and quality  What we did to increase the efforts : 1.Managing the Salesmen schedule : 3rd calling session Comments : Enforcing management support and animation during each session. MondayTuesdayWendesdayThursdayFriday MeetingCalling session meetingCalling session meeting Calling session meetingMeeting + manager review meetingMeeting + manager review

Hemi SA Premium CoffeeCafé Prestige Part 1: Increasing productivity and quality 2. Creating campaigns : Using campaigns make the salesmen more efficient : because they have a target to reach during the session, It avoids them wasting time, searching which company to call. They can appropriate themselves a systematic and repetitive approach : result = more efforts within the same time unit.

Hemi SA Premium CoffeeCafé Prestige Part 1: Increasing productivity and quality  3. Management tool : green or red light ? 12 machines sold Fiche Individuelle de Performance Mois :FEVRIER 2008 NomBELLE Pr é nom GILLES Nombre d'appels282 Nombre de Rdv54 Ventes / Budget52% Qualit é SC PAS OK MGM0 27 machines sold Fiche Individuelle de Performance 01/04/2008 Nom BELLE Pr é nom GILLES Nombre d'appels364 Nombre de Rdv50 Ventes / Budget117% Qualit é SC PAS OK MGM2 Fiche Individuelle de Performance 01/06/2008 NomBELLE Pr é nom GILLES Nombre d'appels323 Nombre de Rdv52 Ventes / Budget130% Qualit é SC MOYEN MGM0 37 machines sold

Hemi SA Premium CoffeeCafé Prestige Reminder: Where we were in February 2008

Hemi SA Premium CoffeeCafé Prestige

4 months later…

Hemi SA Premium CoffeeCafé Prestige +40% +34% +35%

Hemi SA Premium CoffeeCafé Prestige Year on year comparison now

Hemi SA Premium CoffeeCafé Prestige Part 1: Increasing productivity and quality  Let’s have a look on efforts in 2008 Vs 2007 (Antibes) Average effort/salesman : %

Hemi SA Premium CoffeeCafé Prestige Part 1: Increasing productivity and quality  Let’s have a look on efforts in 2008 Vs 2007 (Gemenos) Average effort/salesman : %

Hemi SA Premium CoffeeCafé Prestige Part 2: Shortening starts on the phone  The first step is to be sure salesmen have a real opportunity to make the deal. That’s the point of departure of this part.  We observed too many salesmen go in to a meeting without the right informations to close the deal. The result is a low conversion rate.  So we’ve defined a list of essential informations to have before booking the meeting :

Hemi SA Premium CoffeeCafé Prestige Part 2: Shortening by the phone Make sure your company profile is correctly filled Just to ensure you know the client needs

Hemi SA Premium CoffeeCafé Prestige  Make sure you’ll meet the decision maker and make sure he will sign the D day Part 2: Shortening by the phone “ Are you the only decision maker ? Will all the decision makers be present at the meeting ?” “ if I propose you the right solution, will you be able to give me an answer the D day ?” “ Which element could lead you to say Yes ?” “ Is there anything essential that could stop us from doing business when we meet if I have the right solution for you?”

Hemi SA Premium CoffeeCafé Prestige Part 3: Shortening during the meeting  In this part we have to make the link with the call made before.  A good introduction is the main part : remind your client that he agreed to give you an answer at the end of the meeting.  Make sure you’re going to lead the meeting by announcing the agenda.  Make the written proposal directly on a contract.  Ask one question at the end and stay quiet : “what do we do now ?”  Then salesmen have to master the technical part of the meeting to lead their prospect to the right decision and the manager has to evaluate them on each item and increase their team’s skills.  Do several meetings and use the evaluation sheet as a way to exchange with the salesman and follow the progress, meeting after meeting.

Hemi SA Premium CoffeeCafé Prestige Part 3: Shortening during the meeting

Hemi SA Premium CoffeeCafé Prestige Part 4: Shortening after the meeting  In this part we’ll try to close the deal as quickly as possible even if the salesmen didn’t have a answer during the meeting (building a special offer, the client wants more time to give the final answer.) Basically - how to close pending cycle. (need more, later, proposal)  The point is : having a no right now is better than a yes in 2 months : salesmen earn time and stay focused on short cycles.  Try to indentify real of false objections.  Be sure a follow up is scheduled in SC.  Give your salesmen a time limit to close the deal : you can use special closing time unit : every 2 weeks salesmen could schedule a time unit to try to close (by a physical follow up) all the proposals pending from 2 weeks ago.  Managing the inbound calls : Sometimes you can’t reach a prospect who made an inbound call. After 48 h try to physically visit the prospect. Caution : make sure it’s not a trap. Verify if the number does exist and the company too..

Hemi SA Premium CoffeeCafé Prestige Conclusion :Excellence will pay  Some goods examples : 30 MACHINES SOLD Fiche Individuelle de Performance Mois :01/06/2008 NomLACROIX Pr é nom GERALDINE Nombre d'appels951 Nombre de Rdv45 Ventes / Budget176% Qualit é SC OK MGM4 23 MACHINES SOLD Fiche Individuelle de Performance Mois :01/06/2008 NomVENEZIA Pr é nom CORINNE Nombre d'appels504 Nombre de Rdv48 Ventes / Budget105% Qualit é SC OK MGM3

Hemi SA Premium CoffeeCafé Prestige END