1. Sales Pipeline Management Time Management Personal Goals
Evolution University – August 14-16th, 2013

2. Sales Pipeline Management
“Life all comes down to
A FEW MOMENTS
This is one of them.”
Bud Fox Stock Broker from the film, Wall Street (1987)

3. What is a Sales Pipeline?
Definition
A sales pipeline is a visual framework that illustrates the amount of business you are trying to close over a period of time
Qualified prospects in the sales cycle that come from many sources such as D & B, Web leads, Service leads, Cold Calls, Phone Calls, etc…….
A lead indicator that can predict future results

4. Benefits of Sales Pipeline Management
Visualize your sales pipeline as a funnel thru different sales stages
Get critical insight on when and why we are winning and losing opportunities
All information is in one place (SFA)
Effectively manage your opportunities
Win more deals

5. Sales Pipeline “Moneyball” Management
Define your QBR (Quarterback Rating)
Average deal size
Close ratio
Average days in the pipeline
Average time to close
New opportunities per month
Average monthly pipeline size (3-1)

6. Time Management “Time is the primary asset.”
Gordon Gekko from the Film Wall Street (1987)
“are you rich enough not to waste time?”
Inspired by the film Wall Street (1987)

7. ORGANIZE YOUR TIME
The money hours - time when you should be meeting with prospects
Prospecting hours - Time dedicated phone calls, cold calls. Filling the funnel with new opportunities
Follow up - Queue up and standardize frequently used follow-up s and communications for easy distribution
Professional Development – Schedule non-money hours for sales skill development and industry and product knowledge

8. Time Management (Golden Hours)
Monday
Tuesday
Wednesday
Thursday
Friday
6:30-7:30
Admin Time
Weekly 1 on1
Seeding
SFA Input
Top Account
7:30-8:30
Weekly Sales Meeting
Phone Block
8:30-12:00
Appointments
Cold Calls
12:00-1:00
Lunch
1:00-4:30
4:30-5:30
5:30-7:30
Networking Group

9. Understanding the VALUE of your TIME
Sales Stats
Understand and track your sales stats so you can plan effectively
Dials to contact Qualified leads to proposal Sold dollars
Dials per hour Proposals to contracts Installed dollars
Dials to appointment Cold calls to appointment R4D4 track out
Print and post your calendar in your work space and in your car
Make a habit to make one extra call each day
Use drive time for sales development, practice and hands free phone calls

10. Remember Time Management Basics
Start Early
Not only for the day, but the week, month and quarter
Plan Ahead
Be aware of the prospects sales cycle
Do your homework
Respect Time
Your time and your prospects time
Professionals don’t waste time and prospects respect those who understand this – be punctual
Your most valuable resource is TIME!!!!!!!

11. “ Winning is not a some time thing; it’s an all the time thing. “
Personal Goals
“Always bear in mind that your own resolution to succeed is more important than any one thing.”
Abraham Lincoln
“ Winning is not a some time thing; it’s an all the time thing. “
Vince Lombardi

12. Setting Goals Write down your goals/actions
Identify your top goals /actions
Identify your most important goal/action
Schedule time in your week to focus on that goal
Review the goal/action weekly
Share your goals with someone to insure you stay on track

13. 4 Disciplines Of Execution
Discipline 1 - Focus on the Wildly Important
Discipline 2 - Act on Lead Measures
Discipline 3 - Keep a Compelling Players Scorecard
Discipline 4 – Create a Cadence of Accountability
Focus on 2-3 things and make them a daily goal
WIG

14. Wildly Important Goal Scorecard
Examples
Company Goals
YTD Results
Commitment Rest of Year
Cold Calls 60
Phone Calls
100
Appointments 16
Proposals 4
/ Seeding Letters 10
CSR/CSM Synergy Days
4 per year
Contract Expiration Dates 5
Installed $’s
$135

15. SMART goal setting S)Specific M)Measurable A)Activity Based
R)Realistic
T)Time bound

16. 12 Month Business/Personal Goals
Individual Goal Setting
Take 15 minutes to write out your goals
Try to come up with 5 Business goals
Try to come up with 5 Personal goals
Goal Share
Pick one from each list and share with the group
Take back to your Manager and fine tune the list
Review with Manager during Weekly 1 on 1 to insure we are staying on track