You can't manage salespeople retroactively. Milestone Selling visualizes in real time if your salespeople are generating the short-term progress through the sales process that is needed to reach your budget long-term.
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4. milestoneselling.com
Short term + activities
4
Phone calls
Sales calls
Offers
Results?
Januar
y
February March April May June
Number of
activities
Time
5. milestoneselling.com
Short term + progress
5
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
7. milestoneselling.com 7
Longterm+Results
• Challenge:
• Confusing
• Unclear
• No urgency
• Why anyway?
• Easy
• Used to
• Safe
• Results:
• Free agents
• Luck
Shortterm+Results
• Challenge:
• Desperate
• Low hanging fruit
• No perspective
• Why anyway?
• Tangible
• Direct
• Exact
• Results:
• Narrow minded
• No new clients
• Low prices
Shortterm+Activities
• Challenge:
• Many meetings
• Urgency
• Value creation?
• Why anyway?
• Real managem.
• Measurable
• Feels secure
• Results:
• Hard work
• Sense of urgency
• Lack motivation
Shortterm+Progress
• Challenge:
• Don’t know how
• Complicated
• Need data
• Why anyway?
• Makes sense
• Meaningful
• Transparent
• Results:
• Moving pipeline
• Early warning
• Gratification now
8. milestoneselling.com
How do you manage sales?
We asked more than 300 sales organizations
0%
5%
10%
15%
20%
25%
30%
35%
40%
1 2 3 4
8
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.
9. 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.
På den baggrund – hvordan leder man så et salgsteam og hvordan leder du dig selv…?
Vi ser fire måder at lede sælgere.
Den første måde handler om langsigtede budgetter – fx 12 måneders budget.
Men hvad skal motivere mig som sælger hvis intet haster.
Hvordan ved jeg om jeg er på rette kurs, hvis jeg kun en gang om året ved om jeg har succes?
The Stanford Experiment – Marshmallow – Fire-årige børn – ”Forsinket belønning”
Korsigtet salgsbudget – fx uge eller månedsbaseret.
Silashistorien
Kortsigtet indsatsfokus.
Lad os forestille os I arbejder konstant hver måned:
Lige mange telefonsamtaler
Lige mange møder
Lige mange tilbud
Vil ordretilgangen så også være stabil eller vil den svinge?
Hvorfor vil den svinge?
Hvad tænker man som sælger når ordretilgangen er høj?
Hvad tænker man som sælger når ordretilgangen er lav?
Tager man i virkeligheden fejl i begge scenarier?
Forskellen på aktiviteter og fremdrift.
For eksempel: Hvornår stiger sandsynligheden for at få en ordre:
Venstre: Når man har holdt et møde
Højre: Når man aftaler mødet og igen hvis mødet medfører et næste skridt
Resume af de fire salgsledelsesniveauer
Uddybning og sammenligning af de fire salgsledelsestyper