Build an Accountable Sales Program in Your Small Business Pam - PowerPoint PPT Presentation

Build an Accountable Sales Program in Your Small Business Pam Watson Korbel

Leading vs. Lagging Indicators  Activity is King  Phone calls  Meetings  Proposals  Wins

RESULTS BEFORE & AFTER MEASUREMENT 60 Cold calls Meetings Proposals Activity Points x 10 Dollars x 100 50 40 30 20 10 0 1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24

Meeting Rhythm  Daily Huddle  Weekly Sales Meeting  Weekly 1:1  Pipeline  Top 3  Role playing

Role Play  Practice, practice, practice  Cold calls  Meetings  Presentations

CRM & Reports  Daily Activities  Pipeline/Opportunity  With stages  Status Against Goal

Work Closest to the Dollar  Daily Priorities  Proposals about to close  Proposals  Meetings  Calls to warm leads  Cold Calls  Still need minimums for activity

Conclusion  Whatever you measure will improve  Management pays for itself  Sales is a discipline; not a natural talent

Want More?  www.smartgrowth.com  Smartgrowth.blog.com  Monthly newsletter – pam@smartgrowth.com Any Questions?

Check out upcoming & past webinars: www.TheAlternativeBoard.com/events Next BOSS webinar: July 8 th 12pm EDT Linking Your Actions to Financial Impact