BricConsulting Smart Growth for Small Business

November 20 th Agenda Today Stages of the Sales Function Checklist on a High Performing Sales Team Good Sales Technique Setting Objectives Sales Management BricConsulting Good Referrals

November 20 th Stages of Sales Function Youth Opportunistic Twenties Thriving Thirties Fortunate Forties Fat FiftiesMaturity Owner does sales No formal process No manager ====== More sales needed More focus on other parts of business One Sales Person No formal process No manager ===== More sales needed Need to grow business Two to ten sales team Some rules in place, territories, etc Need manager ======= Toes being stepped on Efficiency and performance are priorities Five to twenty sales team Formal process in place Manager in place ======= Focus on training, retention, performance and techniques Twenty plus team Director & managers in place Sylos in place ======= Focus on retention, reward, performance Fighting for resources Large Team Hierarchy in place Efficiency & Effectiveness Management ======== Focus on de- centralization Performance improvement Results

November 20 th Checklist for Sales Function This is just a simple checklist to see if you have a fully performing sales function regardless of your stage  Sales Targets Set  Canned approach  Canned Proposals  CRM  Sales Processes  Sales tools  Full Funnel  Training  Compensation  Annual targets  Quarterly targets  Monthly targets  Weekly targets  Activity Lists  Objections action plan  Personal Style  Call strategy meetings  Daily Sales huddle  Weekly Sales meeting  Negotiation Strategy  Actions from funnel

November 20 th Good Sales Technique Have sales systems and processes Have detailed plans to the finest detail Sell differently to different personality types Be canned, be planned, be prepared Be different, be unique and be remembered Know your competitive advantage, it’s not price Know the objections, have answers

November 20 th Setting Objectives Plan and Prove, Work Backwards  Annual Targets (fit budget/strategy)  Quarterly Targets (examine cycles historic & future)  Monthly Targets (examine cycles # of weeks /holidays)  Weekly Targets (Do the # add up)  This method or setting targets ensure realism, easy monitoring and the ability to react quickly  Example:

November 20 th Setting Objectives- Example. As Manager you want to see $1 million in sales from this salesperson TargetAmount Annual$1 million Q1Q2Q3Q4 Quarterly$300K$400K$200K$100K JFMAMJJASOND Monthly First Quarter weeks JanFebMarch Weekly VacationNew Years Trade Show

November 20 th Sales Management When do you first need it  salespeople  Stepping on toes What is must cover  Create a culture  Meeting structure  Information systems  Human Resources  Compensation  Coaching  Hiring  Motivating… EffortEfficiency EmpowermentEffectiveness Coaching

November 20 th Help SME increase revenues & quality while decreasing costs through planning and process  Fixed Pricing & Flexible Pricing Plans  Process Oriented Approach  Strategy  Advisor for Start Ups  2 nd set of eyes  New Business Development  QuickSet- Product Launch  Operational Effectiveness  Reduce Costs / Increase Quality Discovery Solution PlanImplement Experienced Growth/Turn-around Business Leader By the Hour Experienced Growth/Turn-around Business Leader By the Hour

November 20 th Who is a Good Referral Small Medium Business Owner  Growing their business  Value oriented – think in terms of ROI  Any Industry New Businesses  Launching a new product  Launching into a new industry  Advisor or leader Sales Leadership  Hiring first sales person  Hiring 5 th sales person, need sales management  Issues with sales team- retention, performance, efficiency, etc

November 20 th Questions & Answers What questions do you have?