CallidusCloud Webinar - Sales Muda: The Seven Sales Time Wasters

Sales Muda:The Seven Sales Time Wasters

HOW TO ELIMINATE MUDA FROM YOUR SALES PROCESS

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Nancy NardinSmart Selling Tools

Giles HouseCallidusCloud

Kevin NolanKimberly-ClarkProfessional

FEATURING

Copyright ©2014 Smart Selling Tools

REVENUE MANUFACTURING----------------------------------------------------------

Muda (from Toyota Production System: Wasted effort) Much of our sales effort is Muda.

Lean Manufacturing Applied to the Production of Revenue


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Four out of Five sales organizations closed 60% or less of the deals they

forecasted

29% of Sales Rep’s time is spent on administrative &

Travel and training

49.8% of companies reported conversion of qualified lead to initial discussion at

less 50%CSO Insights CSO Insights CSO Insights

Sales Muda: The Seven Sales Time Wasters

SALES CAPACITY----------------------------------------------------------

Annual sales capacity = 215 selling days x 8 hrs.Capacity utilization = Selling hours x the percentage of time spent selling.

The typical salesperson spends 35% of their time selling, which leaves time spent on non-selling activities at a whopping:

The Importance of Efficiency in the Production of Revenue.

1720Hours

1118hrs


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ELIMINATING MUDA----------------------------------------------------------

What happens to revenue if you can increase time spent selling from 35% to 50%

Impact on Revenue Production


35% time spent selling

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Average salesperson spends less than 35% of their time selling.





= 2.8 hours

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Going from 35 to 50% moves the needle by 15 points.




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= 2.8 hours

50% selling= 4 hrs


It’s a 42.8% increase in time spent selling. (72 min a day)




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50% selling= 4 hrs


It’s a 42.8% increase in time spent selling.

50% selling= 4 hrs

OVER-PROCESSINGDoing more than is truly necessary.

----------------------------------------------------------1/7

Calling on the same clients because they’re easier to talk to.

Too much pre-call research.

Hanging on to deals that will never close.


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WAITINGWaiting for another person or process before you can move forward.

----------------------------------------------------------2/7

Deals on hold for internal pricing approval.

Waiting to give prospect time to review information.

Delaying coaching until salespeople log sales calls or enter activity reports.


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OVER-PRODUCTIONProducing too much, too soon, or too fast.

----------------------------------------------------------3/7

Salespeople book unprofitable business in their quest to hit plan.

A low cold-call-to-appointment close ratio because of a focus on quantity over quality.

Pursuing deals that aren’t likely to close.


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Poll Question

• Do you have a formal process in place for accepting or rejecting a lead from Marketing?a) Yes

b) No

c) A work in progress

REWORKPoor initial quality or through-put.

----------------------------------------------------------4/7

Salespeople going into sales calls unprepared.

Failing to ensure all of the right people will be in attendance at the first sales call.

Presenting wrong pricing or product configuration or discounting needlessly.


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MOTIONUnnecessarily movement during a process or activity.

----------------------------------------------------------5/7

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Salespeople searching for the best or most relevant information.

Cold calls that end with poor results (the number’s game).

Forecasted deals don’t end with closed-won.


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INVENTORYHaving too much, or too few supplies.

----------------------------------------------------------6/7

Not having product to fulfill orders

Saddling salespeople with too much paperwork and administrative tasks.

Salespeople piecing together proposals and sales presentations.


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TRANSPORTATIONUnnecessary movement of materials or supplies

----------------------------------------------------------7/7

Salespeople send contracts via email or fax instead of electronic signing systems.

Sending information to prospects in multiple emails, attachments, and links.

Carrying around loads of product collateral that has to be printed, sent, transported and replenished.


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Q & A

• For more information about CallidusCloud, please contact us at [email protected] or (866) 812-5244

• For more information about Smart Selling Tools, go to www.smartsellingtools.com or follow us on Twitter @sellingtools


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For a downloadable copy

Click here--------------------------------------------

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http://calliduscloud.com/files/The-7-Sales-Time-Wasters-Infographic.pdf

http://calliduscloud.com/files/The-7-Sales-Time-Wasters-Infographic.pdf

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CallidusCloud Webinar - Sales Muda: The Seven Sales Time Wasters