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Business Presentation for
©Copy rights and property by
M.O.S.E.
BUSINESS PRESENTATION:
Business Presentation for
©Copy rights and property by
M.O.S.E.
IMPORTANT TO KNOW: YOUR SALES ORGANIZATION
Managing Director
Marketing
Sales
Region East5 Sales Reps
8 Indoor Sales
Region West8 Sales Reps
After Sales Service
5 Indoor7 Service Technician
Structure Sales Organization:
- Organization chart?- No of people with direct customer
contact?
Skills Sales Engineers:
- Difference between the best
and the weakest?
- Training done? ROI?
Busy in:- Benelux? Europe? USA? Worldwide??- Subsidiaries?- Distirbutors?
Business Presentation for
©Copy rights and property by
M.O.S.E.
OUR MISSION ENTREPRENEURSHIP
CEO
CFO
COO
CIO
etc.
Board
Sale
s D
irec
tor
Sales Managem
ent
Out
door
Sal
esm
enIn
door
Sal
es
Pers
onne
lAf
ter
Sale
s Se
rvic
e
etc.
SalesOrganization
New Business
Turn
over
, Mar
ket S
hare
, M
argi
n, P
rofit
, EB
IT
Improve Margin
Generate Extra Turnover
Key Account Management
Business Process
Growth Areas BusinessTargets
2010 - 2012
Structured Process
USP & Added Value
After Sales Service
Strategy
Potentials
Funnel
Special Care
Coaching
Business Presentation for
©Copy rights and property by
M.O.S.E.
PROFESSIONAL & SKILLED SALES ORGANIZATION
Turn
over
, Mar
ket
shar
e,
Mar
gin,
Pr
ofit
, EBI
T 20
10 -
201
2Sk
ills,
Att
itud
e &
Beh
avio
r:Yo
ur T
rain
ing
Nee
ds?
Basic Skills
Selling of Total Solutions
and Added Values
Sales Process
Management Skills
Business Presentation for
©Copy rights and property by
M.O.S.E.
PROFESSIONAL & SKILLED SALES ORGANIZATIONGeneration of
new business/clients (Cold Calling) Price psychology Skills for Junior Sales Visit planning Sales Pitch Etiquette
Turn
over
, Mar
ket
shar
e,
Mar
gin,
Pr
ofit
, EBI
T 20
10 -
201
2Sk
ills,
Att
itud
e &
Beh
avio
r:Yo
ur T
rain
ing
Nee
ds?
Basic Skills
Selling of Total Solutions
and Added Values
Sales Process
Management Skills
Business Presentation for
©Copy rights and property by
M.O.S.E.
PROFESSIONAL & SKILLED SALES ORGANIZATION Total Solutions Advantage & Added Value Arguments Professional Quotes/Follow up Presentation of solutions/benefits Price negotiations Professional objection handling Professional closing the deal
Turn
over
, Mar
ket
shar
e,
Mar
gin,
Pr
ofit
, EBI
T 20
10 -
201
2Sk
ills,
Att
itud
e &
Beh
avio
r:Yo
ur T
rain
ing
Nee
ds?
Basic Skills
Selling of Total Solutions
and Added Values
Sales Process
Management Skills
Business Presentation for
©Copy rights and property by
M.O.S.E.
PROFESSIONAL & SKILLED SALES ORGANIZATION
Potential Utilization: Existing Clients Key Prospects Sales Funnel Pipeline After Sales Service Key Account Management Special Care Manag. PSB Personal Sales Book
Turn
over
, Mar
ket
shar
e,
Mar
gin,
Pr
ofit
, EBI
T 20
10 -
201
2Sk
ills,
Att
itud
e &
Beh
avio
r:Yo
ur T
rain
ing
Nee
ds?
Basic Skills
Selling of Total Solutions
and Added Values
Sales Process
Management Skills
Business Presentation for
©Copy rights and property by
M.O.S.E.
PROFESSIONAL & SKILLED SALES ORGANIZATION
CEO Coaching CPCP
Leadership/Commun.
Sales Management
Business Strategy
MSTool MOSE Salesmanager Tool
Turn
over
, Mar
ket
shar
e,
Mar
gin,
Pr
ofit
, EBI
T 20
10 -
201
2Sk
ills,
Att
itud
e &
Beh
avio
r:Yo
ur T
rain
ing
Nee
ds?
Basic Skills
Selling of Total Solutions
and Added Values
Sales Process
Management Skills
Business Presentation for
©Copy rights and property by
M.O.S.E.
INSPIRATION TRAINING SKILLS ATTITUDE & BEHAV. ROI
PRODUCTS & SERVICES
TopManagement
SalesManagement
SalesOrganization
Key AccountManagement
CPCP Mgt. COACHING
SELF DEVELOPMENT
TIME MANAGEMENT
STRATEGIC KAM
Segmentation:
ABC, S, Stars Potential Existing clients Key Prospects DMU Strategies Farmer Profile Hunter Profile Key
Account Strategic Planning KAM
Meetings
PSB Personal Sales
Book
SCRIPT TELESALES
COACHING PSSP
JUNIOR SALESMSTool
SALES MANAGER
TOOLCHANGE
MANAGEMENT
STRATEGY
MARKETING MANAGEMENT
SUPPLY CHAINMANAGEMENT
SALES MANAGEMENT
PROJECT NEGOTIATIONSSPECIAL CARE MANAGEMENT
s
TEAMBUILDING & MOTIVATION
NEW BUSINESS
VALUE BASED SELLING
PRESENTATION TECHNIQUE
AFTER SALES SERVICE
TELESALES
COMPETENCIES & TOOLS
BPA© QUICK SCAN Business Process Analysis
BPA
©
Business Presentation for
©Copy rights and property by
M.O.S.E.
REFERENCES IN EUROPE
• = Direct customers• = Nationalities trained
Luxemburg
Latvia
The NetherlandsBelgium
UK
N
Germany
CH
RU
RO
HUF
ES
IT
Business Presentation for
©Copy rights and property by
M.O.S.E.
REFERENCES IN EUROPE.
Business Presentation for
©Copy rights and property by
M.O.S.E.
MOSE YOUR ADVANTAGES & BENEFITS Top professional Management & Sales Training
Workshops Bespoke approach, on-site trainings Best Practice oriented, tailor made for your business
and your specific business goals Our consultants have more than 20 years
experience in: International business, Sales Directors positions Positions as CEO
High ROI after training: Protection of your investment!
Every workshop results in ACTION PLANS and a MOSE PSB Personal Sales Book
Business Presentation for
©Copy rights and property by
M.O.S.E.
AS FOLLOWS:
SOME MAJOR SLIDES USED IN DIFFERENT WORKSHOP
Business Presentation for
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M.O.S.E.
SALES FUNNEL (CUSTOMIZED PER CLIENT!)
Pipeline
The chance to close an order or a project:0% 33% 50% 66% 80% 90%
LeadProspect Meeting Quotation
ProposalMeeting
SampleDelivery/Present.
ContractNegoti-ation
…where does the road lead to…?
Microsoft Office Excel-werkblad
Criteria:QualifiedLeads &Prospects
With DMUand/or decisionmaker
We knowwhy we quote
With DMU Solution &added valuearguments
We knowwhere we
stand:close!
Pipeline YTD: Marc 334 Paul 182 John 256 Peter 221
89457351
55213539
18162421
911 513
4247
Business Presentation for
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M.O.S.E.
TOP PERFORMANCE TCM CONCEPT (TOOLS/COACHING/MOTIVATION)
1 / 10
.COACHINGTOOLS
MOTIVATION
TargetsSupportEducationMotivatingSales Manager
CRM PSB (Personal Sales Book)
Qualified LeadsCustomer Base
BonusProvisionProfit shareImage
ColleaguesCarNotebookMobile phone etc.
Business Presentation for
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M.O.S.E.
SALES MANAGEMENT: 3 PILLAR COACHING
Business Plan 2010 - 2012
KPI Hit Rate
Turnover 3.500.000
Margin 38,2%NewProduct X > 250K
Budget
EBIT 10%MarketShare district 27%
Resu
lt: P
er m
onth
/ YT
D
KPI Hit Rate
1. Q.
2. Q.
3. Q. 4. Q. YTD
Turnover
3.500
810 790 1250 2.850
Margin 38,2%
41%
40,5 37% 39,1%
Product X
>250K
15 35 125 175K
EBIT 10% 10,4%
10,2%
Market Share
27% 25%
KPI Hit Rate
Visits existing Customers 6 p. weekVisits newCustomers 4 p. weekQuote’s 5 p. week
Activity
Contract- 3 perMeetings month Cold Calls per week 25
Resu
lt: P
er m
onth
/ YT
D
KPI Hit Rate
Motivation 90%Market Knowledge 100%Customer/DMUKnowledge 70%
Quality
Abilities &Sales Skills 85%Ratio Quote’sto order 60%
Pers
onal
M
eetin
gs
Sales Rep.:Joe Miller
District: NW
2 / 10
Business Presentation for
©Copy rights and property by
M.O.S.E.
INDIVIDUAL BEHAVIOR FINANCIAL RESULT
ROI: AMBITIOUS EMPLOYEES ACT AS ENTREPRENEUR’S
Company
targets
Financial
result
Company
perfor-mance
Individual attitude
& behavior
Human context
9 / 10
Business Presentation for
©Copy rights and property by
M.O.S.E.
SALES PROCESS: GENERATE NEW CUSTOMERS
Qualification:Leads &
Key Prospects
DMU:Name Decision Maker
Phone number
USPReferral
Added Value
Script Cold Calling
Structured PlanningSalesmen: To call
every day!
Agenda’s frequentlyfilled, week by week,
with first visits Targeted growth In turnover
by structured Cold Calling
1 / 3
Business Presentation for
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INITIALIZE NEW BUSINESS STRUCT. COLD CALLING
Microsoft Office Excel-werkblad 2 / 3
New Clients!
Sales Process
KPI’sActivity
Hit RatesQuality6 per day
= 1070 CC per year
(Professional & quality script!)214 talks with DM43 first
Meetings34 Proposal Meetings20 orders(Average 7.500)
150.000
= 20%
= 80%
= 60%
Result!
Business Presentation for
©Copy rights and property by
M.O.S.E.
FFBE ARGUMENTATION ACCEPTATION OF THE SOLUTION
FeaturesTechnical Specifications
EarningsProfit
BenefitsAdvantages
FunctionsQuality
6%Buy based on technical
specifications
39%Buy based on the profit they get out of the total
solution!
34%Buy based on the
advantages they get with the added value
21%Buy based on
functionality or quality
Key Account manager’s Professional Sales Pitch
By only naming technical specifications we leave it up to the client to figure out what
the quality means for him.
With only using quality arguments we leave it up to the client to see the advantages
of the solution he will get.
By only arguing added value, we leave it up to client to calculate his profit & earnings he will
get while buying our solution.
Evidence and references about profit and earnings of the total solution convince the client to buy. It gives him confidence!
Prog
res
s
Business Presentation for
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M.O.S.E.
EXTRA TURNOVER GENERATION WITH CUSTOMERS
Potential:Analyze existing
Customers
Define Scriptsfor Indoor Sales:Cust. Orientation
Telesales
After Sales Service
Professional Management of
Complaints/Inqui.
Special Care Management
Hyp. LinkCustomers arelost because
of lack ofattention!
1 / 3
Business Presentation for
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M.O.S.E.
PROFESSIONAL KEY ACCOUNT MANAGEMENT
1 / 7
Segmentation:ABC Classification
Potential
SWOT AnalysisKey Accounts
Define Strategy:Hunter ProfileFarmer Profile
Definition TargetsPlanning &
Special Care Mgt.
Account Planning:Realization TO &
Visit Planning
Value Based Selling-Meetings at
Key Accounts
Strategic &
Targeted approach of
Key Accounts =Growth!
Business Presentation for
©Copy rights and property by
M.O.S.E.
PARETO PRINCIPLE 20/80 RULE
Number of customers Turnover
20%
80%
2 / 7
A
C
B
C
A
B
S = Stars, Special
Business Presentation for
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M.O.S.E.
DMU ANALYSIS: 3RD DIMENSION RELATION NETWORK
Personal relation, friend etc.
Siemens
Tyco V&C
Wolter Kluver, CEO
Pete MelPurchs. Dir.
Fritz Lange, MD
Han MarsControlling
John McCain BU Manager
7 / 7
Business Presentation for
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MOSE OUR METHOD AND METHODOLOGY
2 / 7
For instance: Workshop Value Based Selling, 2 days
Preparation Workshop day 1 (part 1)
Workshop day 2 (part 2)
Individual Interviews
Best Practice
Profile SalesmenWorkshop material
Acceptation customer
Optional: Come Back Day
Management Tool: Personal Action Plan & PSB (Personal Sales Book)
Theory followed by Group assignments (3
tot 5)Presentation per groupDialog & Exchange
know-howRole-play
Live Coaching
Theory followed by Group assignments(3
tot 5)Presentation per groupDialog & Exchange
know-howRole-play
Live Coaching
ROI: CHANGED ATTITUDE & BEHAVIOR, PLUS TEAMBUILDING!
Business Presentation for
©Copy rights and property by
M.O.S.E.
MARKETING MANAGEMENT
R=AQ(Results = Activity * Quality)
Brand ManagementMarketing Strategy
Product Price Promot
. Place
Market ResearchMarket Segmentation / Potentials
Marketing Control
MarketingMix
MarketingInstru-ments
Business Presentation for
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M.O.S.E.
BPA© QUICK SCAN: BUSINESS PROCESS ANALYSIS
1 / 2
Analyze Business&
Sales Process
Mission, Vision, Values
Strategy
Organization
Personnel &
Resources
Definition StrategicBusiness
Plan
Professionalbusiness plans
and processes =guaranty for
Success & Growth!
Business Presentation for
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M.O.S.E.
BPA© QUICK SCAN: BUSINESS PROCESS ANALYSIS
ROI: FUNDAMENTAL CONCEPT & PROFESSIONAL BUSINESS PLAN
Bespoke Approach: What are your goals?
Analysis of ManagementAnalysis of OrganizationAnalysis of Sales Process
Definition Strategy & Mission/Vision/ValueDefinition Professional Business
Plan
Personnel & Resources
Action Plans: Bespoke Training Program
Advantages for you:
Analysis of your company-internalorganization, business Processes and potentials on the markets and withclients.
Definition of thestrategy and business Plans.
2 / 2
Business Presentation for
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THANK YOU FOR YOUR ATTENTION!