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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Who to honor and reward?
Number of working hours
Highest turnover last year
Biggest sale last month
Most sales activities
Largest pipeline
3. milestoneselling.com
Traditional management vs. sales mgmt
How much you work
How hard you work
How many late hours
What management thinks of
you
No sales targets
Early to bed, early to rise.
Work like hell, and advertise.
Coca Cola
• Lack of focus
• Reactive behaviour
• Low motivation
• We are used to it
• No conflicts
• One team
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Long term results management
Team sales quota
Breakdown per salesperson
Individual yearly quota
Bonus
Yearly sales quota
Instant gratification is
not soon enough.
Meryl Streep
• Horizon too long
• Lack of urgency
• Low motivation
• It’s easy
• Only once per year
• Laissez faire mgmt
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Short term results management
Orders per quarter
Sales per month
Quota index per week
Earnings per day
Monthly sales quota
When you have very short-term
goals with a high payoff … people
will take the low road there.
They'll crowd out the longer-term
interests of the organization…
Daniel H. Pink
• Short-sighted sales
• No horizon
• When is sale ”made”
• Tangible
• 100% measurable
• Feels good to mgmt
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Activity management
Number of cold calls
Number of sales calls
Number of minutes on the
phone
… how hard we work
Activities
Never mistake activity
for achievement.
John Wooden
• Activity = value?
• Cheating
• Conflicts
• Measurable
• Ensures effort
• Hands-on mgmt.
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Company Amount Date %
Sigma 100.000 Apr 70
North 250.000 Feb 80
Vision 80.000 Aug 90
Future 70.000 Oct 70
Pipeline
Pipeline management and forecasting
Who are we selling to?
What are we selling?
When do we expect to
close?
What is the probability?
No one can forecast the
economy with certainty.
Jamie Dimon
• Closing postponed
• Subjective
• Static
• Perspective
• Top mgmt report
• That’s how it’s done
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Milestone Management
Is pipeline value increasing?
Are leads moving?
Is what we are doing now
creating success long term?
Are we getting closer?
Progress
Don’t judge each day by the
harvest you reap, but by the
seeds that you plant.
Robert Louis Stevenson
• Hard to measure
• What to record?
• Complicated
• Real objective
• Tangible and real-time
• Makes sense to
salespeople
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Funnels - 3D
Placeholder for your own sub headline
Cold leads: 0%
Qualified leads: 6.25%
Meeting: 12.5%
Offer: 25%
Negotiate: 50%
Orders:
100%
MilestoneSellingslogik
Sales management style