This presentation is to highlight if the call activity is there, and their are goals, your sales will increase 10 fold.

1. Formula for Success In
B2B Sales with Activities

2. • Low high impact activities. (Scheduled call, proposals, demos,
assessments)
• Low amount of follow up to customers in current sales cycles
• No planning for the following week, month, quarter, year
• Only engages current customers
• Does not pre call plan
• In the office more than in field
• Does not use tools provided
• Doesn't strive to learn – knowledge
• Works the bare minimum
• Sells products not solutions
• Does things based on personal need not customer need. Doesn't
solve customer issues
• Doesn't contribute to the organization data base.
• Does not track results and customer
• Focus's on problems not SOLUTIONS!
• Keeps doing the same thing over and over!
Unsuccessful B2B Account Manager

3. Your sales territory is your cheque book
What you write out of account
depends on you!

4. So you think you are coving your territory?
What’s usually happens
2000 establishments in a average B2B territory
253 selling days per year – 15 holidays - 52 Fridays Admin – 12 days for training, out of the field = 171 selling days
per year
Account Manager Average Calls = 40 calls per week / 10 calls per day
10 calls * 171 days = 1710 face to face calls per year
1710 calls - 2000 establishments = Territory Coverage .855 times per year
You are not even covering your whole territory in one year based off your current activities
What Outside Representatives Should be Completing
2000 establishments in a average B2B territory
253 selling days per year – 15 holidays - 52 Fridays Admin – 12 days for training, out of the field = 171 selling days
per year
Outside Sales Rep Industry Target 80 customer calls per week / 20 calls per day (4 day week)
20 calls * 171 days = 3420 face to face calls per year
3420 calls - 2000 establishments = Coverage of customers 1.7 times per year
Source: TeleNet and Ovation Sales Groups – It takes 8 cold call attempts to reach a
prospect

5. What Are High Impact Activities?

6. Successful Rep High Impact Activities Goals
High Impact Activities Weekly Goal
Scheduled Meetings – (Needs
Proposal Meeting, Assessment Meeting,
Training, Installation – anything physically
booked with a customer)
16
Unscheduled Meetings – (Cold calls, drop
ins, quick customer care)
64
Proposals or Pricing 8
Product Demos 2
Needs Assessments 1

7. Successful Rep Week
Mon – Thurs
8:00 – 9:00 – Administration
9:00 – 9:30 – Scheduled call
9:30 – 11:00 - Unscheduled calls (6 calls)
11:00 – 11:30 – Scheduled call
11:30 – 12:00 – Unscheduled Calls(2 calls)
12:00 – 1:00 - Lunch/Follow Up Calls
1:00 – 1:30 - Scheduled Call
1:30 – 3:00 - Unscheduled calls (6 calls)
3:00 – 3:30 - Scheduled Call
3:30 – 4:00 – Unscheduled calls (2 calls)
4:00 – 5:00 Admin/Follow up
Fri
8 am – 5 pm – Customer follow up, Admin, Meet
with Manager, Phone calls, Phone Blitz
Sales is not an 8-5 position – Reps that spend extra time to prospect, plan, fine tune proposals earn
more $$$ = 100 K per year – This is your business – no entrepreneur works 40 hours per week and
expects to earn a better than average wage.

8. • High impact activities. (Scheduled call, proposals & pricing, product
demos, assessments)
• Follow up to customers in current sales cycles
• Plans effectivity following week, month, quarter, year
• Engages all customers
• Pre call plans with large deals
• Out in the field
• Utilized tools and support
• Constantly learning
• Works long hours to be the best
• Solution selling
• Problem Solving
• Logs all contacts and activities
• Tracks results
• Focus's on SOLUTIONS
• Adapts to change
Successful B2B Account Manager