Path to Accelerated Sales Growth Fred Wucherpfennig Principal Jacob Schmidt Associates

Who are we? I am an experienced and successful business owner, salesperson, sales manager, and trainer. Over 20 years of sales experience Top salesperson in large retail co Led large sales growth in both B2B & B2C Technology expert 8 different CRM programs implemented 15 years of website design and support Mutual opt-in process, no pressure!

Who hires us and why? Smaller businesses usually cannot afford a top quality sales manager, so they get by - No sales manager - Owner manages sales - Under-skilled sales manager - SBA: “Most small businesses not growing” We provide the required skills & knowledge at a fraction of the cost of a full-time employee Leverage the expertise of an expert Not the typical “sales consultant”

The Proven Path to Growth 1. Audit the current sales process & compare to proven best practices 2. Generate more better quality leads 3. Create and implement a repeatable sales process for all sales reps to follow 4. Leverage the right technology 5. Improve sales management 6. Improve individual salesperson performance 7. Revisit each step: continuous improvement

Step 1. Audit sales staff The most important place to start is by auditing the way the company currently does business Benchmark the current sales process Compare to proven best practices Identify gaps & create action plan to improve Avoid the “shiny object syndrome” with a systematic approach

Step 2. Generate Better Leads Most businesses don’t know where their best customers come from! Most salespeople prospect in the worst category – trying to steal from competitors Most businesses don’t know what a lead costs Reach prospects via multiple channels Identify best customers, and generate more like them!

Sales is not “sales” “Sales” is actually made up of 3 distinct categories with differing needs and skill sets + Lead Generation + Lead Nurturing + Lead Conversion and Closing Very few people are great at all three categories Let the sales staff play to their strengths Automate what you can

Step 3. Process Driven Sales Identify & document all the best practices for the sales organization Implement this process so all salespeople know: The right thing to do The right way to do it The right time to do it Most sales processes are complex Simplify it for your sales staff with a repeatable sales process

Step 4. Leverage technology There is no “one best technology solution” but there is a best solution for each company Start with Utility Select the tool that provides the needed function for the company’s needs Next is UX, the user experience Third is integration into existing systems

Step 5. Improve Sales Management Sales management is a skill position, like the quarterback. Insidesales.com survey: sales mgr making <$75,000 returns $0.58 sales mgr making >$150,000 returns $1.52 Leverage the expertise of the professional Create KPIs, create accountability Coach the right activities at the right time, done the right way

Step 6. Improve Individual Salesperson Performance Having implemented a best-practices sales process, we can now: Coach to specific needs of individuals Manage to specific performance indicators Show average salespeople how they can deliver excellent performance

Step 7. Continuous Improvement Continuously refine processes and systems to keep up with changes in marketplace Consistently review technology to see what new tools can aid results

Affordable! 80-20 rule applies! Get 80% of the return for 20% of the cost Fractional sales management Pay for a fraction of the top quality sales leader Gain tremendous benefits to the company + the company owns the sales process + onboarding new reps is much faster + average salespeople often improve 20-30% Typical engagement only costs $3000 / month ROI over 500% common

Moving Forward 1st step is the sales process audit This takes 60-90 minutes of the President’s time Output is a detailed report comparing to proven best practices Report makes key recommendations on opportunities and risks Cost is only $500, but value is thousands Company chooses how to proceed Any ongoing relationship is month to month jacobschmidtassociates.com