1. Sales Strategy Sales Process Sales Execution Organizing and Compensating your Salesforce

2. Identify 3 obstacles that prevent companies from achieving the sales levels that they are capable of reaching?

3. 10 Reasons Why Sales are not Increasing as Planned 10)There are no weekly scheduled sales meetings Conduct individual, not just group meetings Schedule a set time and stick with it Establish a cadence to each meeting Use a weekly report to guide your discussion Focus most of your time on coaching, not reviewing metrics

4. 10 Reasons Why Sales are not Increasing as Planned 9)Deals stall out for “no reason” Important questions were not asked Pipeline based on “feelings” No defined sales process Pipeline is filled with “fluff”

5. 10 Reasons Why Sales are not Increasing as Planned 8)There are no annual performance reviews Forces a manager to sit down and evaluate performance Differences in opinion on performance Opportunity to set goals for the following year Review progress quarterly Sets foundation for performance improvement/PIP/termination

6. 10 Reasons Why Sales are not Increasing as Planned 7)There is no Customer Relationship Management (CRM) system Determine proper application for the team Customize to match terms and structure Single repository for all sales activity Multiple departments can see activities, deal progression Can handle job transition better

7. 10 Reasons Why Sales are not Increasing as Planned 6)There isn’t a short-term and/or long-term sales pipeline and forecasting tool Provides bottom-up strategy Helps align costs with expected revenue Effective sales management tool

8. 10 Reasons Why Sales are not Increasing as Planned 5)The sales team is not staffed properly Sales team must be led by a “sales” manager Don’t assume you only need a business development rep Consider reps from outside of your industry Make sure everyone is “on the right seat of the bus”

9. 10 Reasons Why Sales are not Increasing as Planned 4)Improper use of sales indicators Too much focus on lagging indicators Retrace history of success Make sure everyone understands what is “good” and “bad” Results indicate performance vs. thoughts / opinions Determine future success before it is too late

10. 10 Reasons Why Sales are not Increasing as Planned 3)There is no defined sales process Each step in the sales process must be clearly stated Create common language and understanding Define check points for each part of the sales process Creates better foundation for sales forecasts

11. 10 Reasons Why Sales are not Increasing as Planned 2)The compensation plan doesn’t incent desired behavior Will it be exploited as planned? Is it understood? Need proper balance between salary, commissions, bonuses and perks Must be a win-win for the sales rep and organization Will it help you acquire the appropriate salespeople?

12. 10 Reasons Why Sales are not Increasing as Planned 1)There is no detailed sales business plan that is understood by the entire sales team “The probability of hitting your goal is much greater if you have one” You must know when we/you get “there” List targeted account list with corresponding decision makers Must include deadlines/accountability

13. People + Process = Profit

14. Mark Thacker mthacker@propelisconsulting.com 317.849.7163 Organizing and Compensating your Salesforce