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You can't manage salespeople retroactively. Milestone Selling visualizes in real time if your salespeople are generating the short-term progress through the sales process that is needed to reach your budget long-term. Free 300p E-book at www.leadyourleads.com
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milestoneselling.com 1
How do you lead?
milestoneselling.com 2
Long term + results
milestoneselling.com 3
Qualify
CanvasSales call
Contract
Year Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Negotiation
Presentation and offer
Short term + results
milestoneselling.com 4
Short term + activities
Phone calls
Sales calls
Offers
Results?
January February March April May June
Number of activities
Time
milestoneselling.com 5
Short term + progress
Focus
Activities
First cold call Canvas Sales call Presentation or demo Negotiation call What the salesperson does
Progress (outcome)
Interest Sales call appointment Agree next step Buying signals Signs contract Prospect’s reaction
milestoneselling.com 6
Four levels of sales management
Short term + Progress(Measure movement through process in value)
Short term + Activities(Count meetings)
Short term + Results(Divide budget into months or weeks)
Long term + Results(Classic: Fixed salary and annual commission)
milestoneselling.com 7
Long te
rm +
Results
•Challenge:•Confusing•Unclear•No urgency•Why anyway?•Easy•Used to•Safe•Results:•Free agents•Luck
Shor
t te
rm +
Results
•Challenge:•Desperate•Low hanging fruit•No perspective•Why anyway?•Tangible•Direct•Exact•Results:•Narrow minded•No new clients•Low prices
Shor
t te
rm +
Activities
•Challenge:•Many meetings•Urgency•Value creation?•Why anyway?•Real managem.•Measurable•Feels secure•Results:•Hard work•Sense of urgency•Lack motivation
Shor
t te
rm +
Progress
•Challenge:•Don’t know how•Complicated•Need data•Why anyway?•Makes sense•Meaningful•Transparent•Results:•Moving pipeline•Early warning•Gratification now
milestoneselling.com 8
How do you manage sales?We asked more than 300 sales organizations
1 2 3 40%
5%
10%
15%
20%
25%
30%
35%
40%
20%
29%
16%
36% Measure and discuss prospects’ movement and progress through the sales process.
Measure activities – e.g. the number of sales calls.per week.
Salespeople are managed in relation to budget with ongoing follow-up.
Salespeople are managed in relation to budget, responsible for own follow-up.
Survey by Milestone Selling with 300+ responses. Conducted Q4 2012.
milestoneselling.com
6%
28%
44%
22%
How is the management method working for you?
Perfect. It is of great value to us.
It is good. It is working for us.
It could be better.
It needs improvement.
Survey by Milestone Selling with 300+ respondents. Conducted Q4 2012.
milestoneselling.com
For yderligere information
FREE E-book at:www.leadyourleads.com
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