1. The 4 Sales Processes You Need Making Sense of how to Automate Sales

2. Agenda Discuss how data & tech can affect selling
Have robust account information
C.O.A.T.
Pipeline – Sales Funnel
Determine Sales Processes
Demo of 2017 NAV CRM

3. Tech & Data has outpaced sales management
90% of salespeople have never read a book or attended a seminar on selling. Many sales people just wing it
Companies generate lots of data & reports, but struggle translating that into action. 83% of sales metrics are not actionable. (Vantage Point)
Sales Managers want to be good coaches, but largely haven’t been shown how. 73% of managers received little or no training on how to coach. (Sales Readiness Group)

4. Salespeople need to own it
Salesperson needs to be the CEO of their Territory
CRM is a software based filing system.
It should be the most important tool for a salesperson
They will treat it as a Gold Mine or Trash Can
Mindset of doing it for the company vs themselves

5. Selling Principles Understand the Human Nature of Selling
Law of Reciprocity
Pain vs. Pleasure
Understand the numbers of Selling
Half of Salespeople don’t ask for the sale
Half of Salespeople don’t follow up
Good Sales People are hard to find and even harder to keep.
80/20 rule
Trust is #1

6. Where do we start?
It is about winnings sales and improving the customer experience?
Understand without executive buy in and sales managers being champions, it will fail.
We need to define sales processes before we automate.

7. We need to have updated account info
Contacts, phone numbers, titles, addresses, address
Bill to, ship to info. Link to website. Key contact info.
Ways to attach activities (to-dos), opportunities, notes, service, projects, and other documents
Account manager, CSO, Credit department, contracts, account rating

8. The Funnel aka Sales Pipeline
You need to define the stages of the opportunity
ie; initial contact %, discussion/demo%, quote%,
proposal%, signed contract%
Set up requirements such as can a step be skipped,
is it a required step?

9. COAT Call Management Opportunity Management Account Management
Territory Management
These are the 4 Sales Processes

10. Call Management Pre-Call Planning Executing the call
Debrief and document the call.
Goal: Improve the quality of individual
customer interactions

11. Opportunity Management
More than one type of sales activities in an account
Initiate, qualify, advance, and win multi-stage deals
Looking at several Call Management plans with multiple sales cycles

12. Account Management Maximize the long term value of the customer
Planning on executing opportunities and call management
Creating a Account Plan for the account

13. Territory Management
Allocating selling efforts effectively across accounts
Determining how much time and effort goes into each account so territory is covered effectively
Tier I, II, III.. A. B. C. ratings of
customers

14. Determine Sales Process
What is the best sales process to measure and manage each of the selling roles?
New vs. existing customers, large vs small, high priority vs low targets
Many decision makers vs low level buyers
High tech products vs low tech
Long vs short sales cycles

15. Thank You You coach and control the process, not the result.
Thank you and Questions?