Milestone Selling: Lead your leads

milestoneselling.com 1

How do you lead?


Long term + results


Qualify

CanvasSales call

Contract

Year Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec

Negotiation

Presentation and offer

Short term + results


Short term + activities

Phone calls

Sales calls

Offers

Results?

January February March April May June

Number of activities

Time


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


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)


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


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

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