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Sales Process Stop Leaving $$$ on the Table
100 leads next week | How do you prioritize?
100 clients | How do you service?
You have a buyer for the business | Will you get full value or be stuck managing?
You step away for 2 weeks unplugged | Will clients still be happy?
Team member drops in the middle of engagement | Can you hire someone else to fulfill within 1 week?
scaletime?
TodayCRM Tools
Workflow
Documents
Pitfalls
QA
Objective
To make that
$$$
Revenue is the access to choice & freedom
Did
you
kno
w?
What do we look for?
Workflow (Pipeline) management |Templates | Email Integration
Price: $25/ $75 + Integration: all salesforce suite Reporting Templates
SalesForce
Price: Free / $50 pro Integration: hubspot marketing ($200) Reporting (pro) Templates (pro)
Hubspot
Price: Starts at $10/ user Integration: gmail & outlook Reporting Templates
Pipedrive
Price: Free / $19 (useless) / $39 (reports) Integration: only gmail on chrome Reporting Templates
Streak
Process
LeadConsult /
PresentationQualify Verbal
agreement
Contract CloseNegotiate Engage
Basic FieldsDeal Size Deal Age (Days) Referral Source Hotness Closing Reason (For review)
Make your CRM do tricksFollowup - boomerang your emails
Nurture closed lost deals
Use CRM to automate onboard ing clients
Report on highest selling services and best profit margins
Did you ALSO know?
CRM are known to improve customer retention, by as much as 27%
TOP 20 PIPELINE PITFALLS
1. Not following up
2. Not Setting up next meeting
3. Not qualifying
4. Chasing the no
5. The over-sale
6. Badmouthing the competition
7. Not doing client research
8. Not Closing
9. Making excuses
10. Being late
11. Incomplete paperwork
12. Leave money on the table
13. Forgetting deals
14. Not guiding communication
15. Not getting client buy-in
16. Poor proposals
17. Letting a proposal slip
18. Not putting expiration on proposal
19. Not managing expectations
20. Poor deal structure
Not using your CRM
Questions/ Answers
30 min session for your #2017Rocks
Appendix
Sales Rep Work Week
Actually Selling!41%!
Other ie. Service Calls, Trainig etc. !
16%!
Administrative! Tasks & Meetings!
19%!
Lead Generation &! Account Research!
24%!
Other!59%!
23.6 hrs/ wk “OTHER”50 days/ yr
What will they do?Think … You hired a Sales rep but you are still doing half of the sale and closing ?
You should have hired a VA to just do research and outreach.
- Outreach.io | toutapp | yesware | close.io -
ScoreCards• Performance Evals
- set up from day one - expectations, positivereinforcement, leadership
• Debrief monthly - what did they learn- new opportunities - iteration
• Bonuses
