O slideshow foi denunciado.
Utilizamos seu perfil e dados de atividades no LinkedIn para personalizar e exibir anúncios mais relevantes. Altere suas preferências de anúncios quando desejar.
milestoneselling.com 1
The Sales
Manager´s
Milestones
milestoneselling.com
1 2 3 4 5
Who to honor and reward?
 Number of working hours
 Highest turnover last year
 Biggest s...
milestoneselling.com
Traditional management vs. sales mgmt
How much you work
How hard you work
How many late hours
Wha...
milestoneselling.com
Long term results management
Team sales quota
Breakdown per salesperson
Individual yearly quota
B...
milestoneselling.com
Short term results management
Orders per quarter
Sales per month
Quota index per week
Earnings pe...
milestoneselling.com
Activity management
Number of cold calls
Number of sales calls
Number of minutes on the
phone
… h...
milestoneselling.com
Company Amount Date %
Sigma 100.000 Apr 70
North 250.000 Feb 80
Vision 80.000 Aug 90
Future 70.000 Oc...
milestoneselling.com
Milestone Management
Is pipeline value increasing?
Are leads moving?
Is what we are doing now
crea...
milestoneselling.com
Funnels - 3D
Placeholder for your own sub headline
Qualify: 0%
Schedule: 6.25%
Interview: 12.5%
Prese...
milestoneselling.com
Qualify:0%
Schedule:6.25%
Interview:12.5%
Present:25%
Offer:50%
Deliver:
100%
MilestoneSellingslogik
...
milestoneselling.com
Qualify:0%
Schedule:6.25%
Interview:12,5%
Present:25%
Offer:
50%
Deliver:
100%
30% 15% 90% 120%25%
10...
milestoneselling.com
30% 15% 90% 120%25%
100,000400,000800,0001,600,000 200,000
120,00060,000240,000400,000 180,000
Quota:...
milestoneselling.com
40% 15% 90% 120%25%
100,000400,000800,0001,600,000 200,000
120,00060,000320,000400,000 180,000
Quota:...
milestoneselling.com
40% 25% 90% 120%25%
100,000400,000800,0001,600,000 200,000
120,000100,000320,000400,000 180,000
Quota...
milestoneselling.com
40% 25% 110% 120%25%
100,000400,000800,0001,600,000 200,000
120,000100,000320,000400,000 220,000
Quot...
milestoneselling.com
Foryderligereinformation
Milestone Selling
Brian Stahlhut Christiansen
bsc@milestoneselling.dk
FREE E...
Próximos SlideShares
Carregando em…5
×

The Sales Manager's Milestones

591 visualizações

Publicada em

Sales management with milestones generates better results
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 quota long-term.

Free E-book: www.leadyourleads.com

  • Seja o primeiro a comentar

The Sales Manager's Milestones

  1. 1. milestoneselling.com 1 The Sales Manager´s Milestones
  2. 2. milestoneselling.com 1 2 3 4 5 Who to honor and reward?  Number of working hours  Highest turnover last year  Biggest sale this month  Most sales activities  Largest pipeline
  3. 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
  4. 4. milestoneselling.com 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
  5. 5. milestoneselling.com 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
  6. 6. milestoneselling.com 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.
  7. 7. milestoneselling.com 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
  8. 8. milestoneselling.com 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
  9. 9. milestoneselling.com Funnels - 3D Placeholder for your own sub headline Qualify: 0% Schedule: 6.25% Interview: 12.5% Present: 25% Offer: 50% Deliver: 100% MilestoneSellingslogik Sales management style
  10. 10. milestoneselling.com Qualify:0% Schedule:6.25% Interview:12.5% Present:25% Offer:50% Deliver: 100% MilestoneSellingslogik See things differently
  11. 11. milestoneselling.com Qualify:0% Schedule:6.25% Interview:12,5% Present:25% Offer: 50% Deliver: 100% 30% 15% 90% 120%25% 100,000400,000800,0001,600,000 200,000 120,00060,000240,000400,000 180,000 Quota: Realized: The cascading sales quota Interest Welcome Need Want Buy
  12. 12. milestoneselling.com 30% 15% 90% 120%25% 100,000400,000800,0001,600,000 200,000 120,00060,000240,000400,000 180,000 Quota: Realized: MilestoneSellingslogik Interest Welcome Need Want Buy
  13. 13. milestoneselling.com 40% 15% 90% 120%25% 100,000400,000800,0001,600,000 200,000 120,00060,000320,000400,000 180,000 Quota: Realized: +80,000 MilestoneSellingslogik Interest Welcome Need Want Buy
  14. 14. milestoneselling.com 40% 25% 90% 120%25% 100,000400,000800,0001,600,000 200,000 120,000100,000320,000400,000 180,000 Quota: Realized: +40,000 Interest Welcome Need Want Buy
  15. 15. milestoneselling.com 40% 25% 110% 120%25% 100,000400,000800,0001,600,000 200,000 120,000100,000320,000400,000 220,000 Quota: Realized: +40,000 MilestoneSellingslogik Interest Welcome Need Want Buy
  16. 16. milestoneselling.com Foryderligereinformation Milestone Selling Brian Stahlhut Christiansen bsc@milestoneselling.dk FREE E-book at: www.leadyourleads.com

×