1. $ Value Selling BUILDING BLOCKS FOR SALES EFFECTIVENESS & EFFICIENCY
Understanding Value from the Customers’ Perspective
The Buying Process
Needs Analysis
Sales Call Execution
Effective Sales Calls
Sales Best Practices $
Developing the Value Proposition (Delivering the Value)
Features & Benefits
Points of Difference
Monetizing Benefits $
Improving Sales Efficiency
Time & Territory Management
Strategic Account Management
Opportunity Funnel
Pre-Call Planning

2. VS Sales Competencies Time Management Urgent Urgent Not Important
Avoiding Time Wasters
13 General Tips to Manage Time
Specific Tips for Colfax Associates
Urgent
Urgent
Not Important
Urgent
Important
Not Urgent
Not Important
Not Urgent
Important
Important

3. Maximizing Selling Time
Understanding your sales territory
Determining where to focus time
Budgeting sales calls

4. Don’t chase every order!
VS Sales Competencies
Targeting Accounts
Call on the right type of companies.
Don’t chase every order! -4 -3 -2 -1 1 2 3 4
Price Shopper
VA Buyer
VA Unlikely
VA Probable

5. 7 Time Management Essentials
1. Start with your Goals. What is the activity ratio from Target Account to Appointment to Presentation to Proposal to Close? Work the math and ensure success. You’ll discover how many of each you need to succeed.
2. Do important things first. Not the easy things. The most important things. You’ll sell more and sleep better.
3. Focus. Multi-tasking is not efficient. You can’t avoid all distractions, but set aside periods of time where all you do are critical tasks for success.
4. Avoid re-work. Your role involves some repetitive tasks. Don’t reinvent the wheel. Set up systems for the routine. Use internal systems consistently.
5. Deliver on your promises. This is bigger than time management. But you’ll find if you always deliver on your promises you can train everyone around you to deliver on theirs – a huge time saver.
6. Stick to your system. You don’t have to have a good memory to avoid dropping the ball. Anyone can use good systems to stay on top of things.
7. Set time boundaries. When someone wants your time and it’s not your highest priority, ask if you can talk later at a specific time. This can be done with respect for the other person’s time.

6. VS Sales Competencies Territory Management
Understanding the sales territory
Determining where to focus time
Budgeting sales calls
Projecting improvements

7. They need to be higher quality shots!
How Can We Relate Our Sales Call to Shots on Goal?
We want more shots on goal (customer calls)!
Lionel Messi
Salary: €11.8 million (2012)
43 goals
151 shots
29 appearances
€7+ million in salary =
0.9 goals per week
Our goal is to get an additional 0.9 goals per week … how?
Emphasize the law of percentages. The more quantity AND quality of attempts at something leads to improved success.
Lisandro López
Salary: €4.1 million (2012)
9 goals
64 shots
23 appearances
They need to be higher quality shots!

8. How Much Time Do You Spend Selling?
Using the “Time & Territory Management Form”…
Write the number of days you think you sell at the top of the sheet
Complete the top half of the form to determine the amount of days you actually sell
Give each participant a copy of the “Time and Territory Management” form to complete this activity. Allow 5 minutes to complete the top portion of the form.
Inform participants if they are not in a primary selling job, to complete this form for what they think a typical sales person is doing.
Ask for 3 to 4 volunteers to talk about their results.
Ask: “Were there any surprises for you after having done this activity?”
The key take-away should be that they are not spending as much time selling as much as they think.
Emphasize this is the first step in improving a sales associate’s efficiency – the allocation of their time amongst the targets they have to close.

9. Time & Territory Management Form
Define what constitutes a sales call
This is a fact-based method to plan salesforce productivity
The funnel sorter information has fed the bottom portion of efficiency worksheet
Refer to your results
Brainstorm ways to get more selling days
State to the class if they are making calls at one large customer and the people you are meeting with are decision makers then these count as sales calls.
Give the class 15 minutes to review the results and brainstorm ways to get more selling days within their teams. Have them capture these on flip charts to discuss with the rest of the group.
After the groups are finished provide 5 minutes for discussion.

10. Time and Territory Management Calculator
The time and territory management calculator enables you to get a true picture of how you spend your time and to determine how to increase your productive selling time
Estimate the total number of days you spend on sales call of all kinds
Enter the total number of sales calls you have been on in the last 2 weeks and annualize. Don’t guess – go back to your calendar and count them up. These do not include putting out fires or other unplanned service activities. These include only sales calls that drive business.
Complete the rest of the form to calculate the:
Identify actions to close these gaps
Total number of sales calls you need to be successful
Total number of selling days you need to be successful
The current GAP between the number of selling days you have and need
The current GAP between the number of sales calls you need to make and the number you are currently making

11. VS Sales Competencies
FOCUS OF RELATIONSHIPS: STRONG COLLABORATIVE RELATIONSHIPS
Effective Relationships
Understanding why relationships have fundamentally changed
Traditional
Selling
(time)
Value
Selling
(time)
TIME SPENT IN THE SALES STAGES
Developing an understanding of the customer’s needs
Presenting the solution
Closing the sale
Most time is spent understanding needs & developing solutions

12. VS Sales Competencies Effective Relationships Trusted Advisor
Understanding why relationships have fundamentally changed
Relationship goal: The Trusted Advisor
Expert for Hire
Trusted Advisor
Differentiated
Solution Provided
Vendor
Preferred Supplier
Undifferentiated
Transactional
Collaborative
Interaction

13. Time & Territory Management
TAKEAWAYS FROM TIME AND TERRITORY MANAGEMENT
Use this tool to see what minor improvements in selling time and quotation win-rates can do for you
Small changes make a big difference
Measure so we can improve
May need help from management to free up time
Most of improvement comes from sales discipline
Need to think about where we use all sales calls
We get what we inspect (not what we expect)

14. $ Value Selling BUILDING BLOCKS FOR SALES EFFECTIVENESS & EFFICIENCY
Understanding Value from the Customers’ Perspective
The Buying Process
Needs Analysis
Sales Call Execution
Effective Sales Calls
Sales Best Practices $
Developing the Value Proposition
Features & Benefits
Points of Difference
Monetizing Benefits $
Improving Sales Efficiency
Time & Territory Management
Strategic Account Management
Opportunity Funnel
Pre-Call Planning

15. Opportunity Funnel
The VS Process “Opportunity Funnel” toll can be used as-is or amended to your needs.
Purpose:
Opportunity Tracking
Assessment & Prioritization
Planning & Forecasting
Pre-established Countermeasures
Time Allocation

16. ORDERS RECEIVED THIS MONTH
Opportunity Funnel
Sales Funnel – Weighted Values
Green
Pink
Trend is up over prior month
Trend is down over prior month
% of Funnel $
% of Funnel #
100%
20,566,320
149
Total Funnel Weighted Value
Count of Opportunities
SALES STAGE
AVG PROBABILITY $ #
40.5%
41.6%
8,335,876 62
Identifying
45% $ #
5.3%
8.1%
1,088,299 12
Confirming
35% $ #
8.2%
6.0%
1,684,404 9
Value Prop
74%
Identifying - The prospect is in one of our defined markets and is likely to purchase Colfax products
Confirming - The prospect has been contacted and is ready, willing and able to specify and buy Colfax products / systems in the near future
Value Prop - Needs Analysis and Monetizing are complete, and the customer agrees with our calculations
Proposal - The customer has received a written document explaining the Colfax benefits and Monetized value, along with a quotation
Presenting - Face-to-face meeting with Decision Makers to discuss and gain approval of key elements of the Proposal.
Closing - The order is won, lost or abandoned. (Good idea to define these in SFDC, along with "why") $ #
32.5%
28.2%
6,674,660 42
Proposal
64% $ #
7.0%
10.1%
1,445,000 15
Presenting
77%
Closing $ #
40.5%
41.6%
8,335,876 62
73%
8,335,876 62 $ #
ORDERS RECEIVED THIS MONTH

17. Opportunity Funnel What is the Value to: the Sales Team?
the Sales Managers?
Colfax Executives?
Colfax Shareholders?

18. Opportunity Funnel
The VS Process “Opportunity Funnel” tool can be used as-is or amended to your needs
Review Process:
1. How often do you review?
2. How do you review?
3. What do you cover?
4. Who attends?
5. What about closing the loop?
6. Metrics/Dashboard

19. Opportunity Funnel Review Process How often do you review?
Once per month minimum
More frequently, if required

20. Opportunity Funnel
Review Process - Example

21. Opportunity Funnel Review Process How do you review? Conference call
One-on-one
Group

22. Opportunity Funnel Review Process What do you cover?
Help required to close
How much is in the funnel?
Gap analysis
Value process working?

23. Opportunity Funnel Review Process Who attends? Sales team (obviously)
Product managers
Service
Anyone whose help is required

24. Opportunity Funnel Review Process What about closing the loop?
Keep notes (Sales Associate)
Invite people who have committed to help
Start the review with notes from last review

25. Opportunity Funnel Review Process Metrics/Dashboard
Tied to Policy Deployment
Leading indicators
Performance
Process

26. Opportunity Funnel Product Customer Sales Funnel $
New Product/New Customer 3
126
New Product/Existing Customer 1 95
Existing Product/New Customer
Existing Product/Existing Customer
2471
Existing Customer
New Customer
New Product
Existing Product 2 4
126 95
2471 95

27. Opportunity Funnel YTD Won Lost 52 68 Total 62 58 Financial Value 20 5
Outsold 18 15
Product Gap 25
Lead Time/TTM 7 2 10 6 9 8

28. Opportunity Funnel Value in Thousands (‘000) Jan Feb Mar 1 500 400 6002
2000
2200
2400 3
300
250
200 4 5
750
550 6
1000
900
850 7
450

29. Pre-Call Plan Breakout
Pre-Call Plan/Sales Visit
Create a Pre-Call Plan for your sales opportunity and prepare for a sales call to someone playing the role of your customer
This role play will occur in front of the participants in this workshop and may be recorded on a DVD for your review later
Your Sales Call Objective
State targeted benefit (saving amount, savings category, and a request to verify assumptions)
Fill data gaps
Confirm assumptions
Share monetized benefits
Time per Sales Call
10 minute or less sales call and a 5 minute critique
Role Play Objective
Practice Value Selling Process for your sales opportunity
Receive / provide constructive feedback
Learn by observing others