Virtual Sales Manager (VSM) Program
Gary Beechum President & CEO SPC International Online IT Sales Management and MSP, Cloud and Security Sales Training and Business Development Expert A strategic business executive with 30 years of experience in improving top-line business performance by increasing marketing and lead generation outcomes, accelerating sales velocity and shortening sales cycles. Documented Sales Improvement of over 300% for ITSPs, MSPs and CSPs • John C. Maxwell Certified Coach, Teacher, Trainer and Speaker • DISC Certified Professional Behavioral Analyst – CPBA • PIAV Certified Professional Values Analyst – CPVA • 99+ Strategy • Question Based Selling Methodologies Certified • 99+ Solution Selling • Question Based Selling Advanced Methodologies Certified • 99+ Managed Services • Infantry Captain (Ret.) United States Army •
Channel Experience and Expertise SPC is the largest IT business improvement and IT training resource and independent community for IT Solution, Cloud Services Providers and Managed Services Providers (MSP) that wish to increase their efficiencies, effectiveness and net profits. We provide IT business operations, IT sales and marketing and technical service delivery improvement education, training, fulfillment and consulting services to over 30,000 independent IT Solution Providers worldwide. Staffed by industry experts, SPC works with IT Solution Providers to realize measurable operations, marketing, sales and service delivery improvement in their businesses.
What You’ll Learn On This Webinar • How to Become a Sales Organization, not a Technical Organization • How to Hire, Train, Lead a Sales Manager • How to Manage and Lead Sales Professionals
What You’ll Learn On This Webinar • Why you aren’t realizing peak performance from your sales professionals • What it takes to recruit, onboard and train a successful consultative sales professional • How to manage consultative sales professionals against quota and what that quota should be
If You Stay to the End You’ll Get… • A special link to schedule a call with me for a free strategic sales review of your organization • A special offer for me to hire, train and deliver high performing sales professionals to you • Some Amazing Bonuses!
Why Is This Important To You Now? How much does it cost to manage and pay your existing sales team? Are they • at least paying for themselves? What is it costing you when your sales professionals don’t drive GP • Can you forecast company growth with the existing sales team, can you • count on them? Do you have the right sales professionals on your team? What’s the ideal • sales professionals for your culture? Are your sales professionals generating 4.5 times their compensation in GP? • Are your sales professionals great at closing, but horrible at prospecting? • Can you transition hardware account managers to services based sales • professionals Is your VP, Director of sales the most talented at prospecting and winning • business? What’s your sales leadership track record at hiring sales professionals based • on sales professionals performance?
Your Sales Professionals Strategic Challenges 1. Ineffective Marketing Program 3. Unsuccessful Existing Sales Professionals No Consistent Appointments – – Sales Professionals Can’t Close – No Marketing Collateral Sales No Marketing KPI Visibility – – No Training for Sales – Horizontal - Not Vertically Targeted Professionals – No CMO Leadership and Knowledge on Staff – Ineffective Compensation 2. Poor New Sales Professional Acquisition Plans and Sales Management Processes – Sales Professionals Not held – Inconsistent Recruiting for Key Sales and Accountable for Not Closing Marketing Talent – No Sales Professionals That – No Dedicated Resource to Actively Find Can Lead Talent – No KPI Visibility on Sales – Ineffective On-Boarding for Sales Activities Professionals – CRM Not Being Used for Sales – No Consistent Budget for Acquiring Key & Automation Solution Talent to Grow Organization Sales Professionals Don’t – – Poor Sales Management and Support for Understand Solutions or Target Sales Professionals Verticals
How to Become a Sales Organization Sales Professionals Profile • Sales Professionals Accountability Culture • Sales Professionals Compensation Plan and Incentives • Sales Professionals Written Sales Process • Sales Professionals Personal Development Strategy • Sales Professionals Sales Training • Sales Professionals Sales and Marketing Process • Sales Professionals Management Process • Sales Professionals 60 Day On-Boarding Process •
How to Hire, Train and Lead Sales Managers Sales Professional by Example • Trusted Advisor – Consulting Sales Professionals Skills • Sales Manager Prospecting Skills • Train and Develop Sales Leaders • Written Counseling and Accountability • Structuring Compensation Plans • Passionate about Relationships with Sales Team • Client Retention and Management • KPI Dashboards, Reporting and PSA/CRM • Identify, Recruit and Lead Sales Talent • Sales Management GP Quotas •
Sales Professionals don’t CARE what you THINK, until they know that you CARE.
How to Manage and Lead Sales Professionals Leadership Relationship with Sales Professionals • Required Activities to Achieve Business Outcomes • Achieve 4.5 x Compensation in GP – Min. Goal • Prospecting Philosophy and Strategy • Sales Professionals Passion • Solution Stack Role Plays- What Solutions can they Close? • Sales Professionals 1-2 Year Personal Goals • Sales Professionals 2-3 Year Professionals Goals • KPI Dashboards and PSA/CRM Skills • Sales Professionals Strengths and Weaknesses • Sales Professionals On-Going Training • Sales Professionals Deliberate Marketing Support •
Sales Managers Compensation • VP of Sales : $298,000.00 • Director of Sales: $200,000.00 • Sales Manager: $102,000.00
Virtual Sales Manager Program
Introducing : Virtual Sales Manager Program Lead and Manage ALL Sales Professionals • Lead and Train Sales Managers, VP of Sales and Directors of Sales • Monthly On-site Trainings as Needed • Monthly On-site Sales Visits with Sales Professionals as Needed • Develop Effective Sales Compensation Plans • Recruit and On-Board New Sales Professionals • Review Marketing Tools, Site, Collateral and Process • Develop Personal Marketing Plans for New and Existing Sales Professionals • Train New SPs on Consultative Lead Generation and Appointment Setting Techniques • Train New SPs on Data Security Sales Techniques • Train New SPs on Question Based Selling, 5 Levels of Leadership, 7 Step Consultative Sales Process • Train New SPs on Conducting Effective Sales Webinars and Lunch & Learn Events • Assess and Determine Verticals to Target • Establish Sales Activity KPIs • Review Weekly Sales Professional Meeting Requirements • Train and Transition Sales Team Management to You or New Sales Manager, Director, VP •
Virtual Sales Manager Program Dashboards, Calculators and Documents
5 Levels of Leadership Trainingpon If you want life to improve, you must improve yourself. John C. Maxwell
The DISC Language and Sales Skills Index (SSI) D I S C Dominance Influence Steadiness Compliance
Weekly Sales Meeting Sales Activities Dashboards Weekly Sales Meeting KPI DASHBOARD Total Weekly Sales Won $8,000.00 $8,000.00 $8,000.00 $8,000.00 $8,000.00 6-Mar 13-Mar 20-Mar 27-Mar 3-Apr Sales Support Manager DAILY Sales Activities Mon Tue Wed Thu Fri Sharon Marketing Activities, Calls, Emails, Site Visits Totals 125 100 75 Appointments Scheduled and Conducted 3 2 1 Proposals Presented 2 1 0 Sales Pipeline Totals 100k 75k 50k Hours Spent on Proposal Development 2 3 4 Weekly Gross Sales Won 6900 5000 4000 $ 2,000.00 $ 2,000.00 $ 2,000.00 $ 2,000.00 $ 2,000.00 SPC Sales Support Met Expectations Yes No Paul Marketing Activities, Calls, Emails, Site Visits Totals 125 100 75 Appointments Scheduled and Conducted 3 2 1 Proposals Presented 2 1 0 Sales Pipeline Totals 100k 75k 50k Hours Spent on Proposal Development 2 3 4 Weekly Gross Sales Won 6900 5000 4000 $ 2,000.00 $ 2,000.00 $ 2,000.00 $ 2,000.00 $ 2,000.00 SPC Sales Support Met Expectations Yes No Bob Marketing Activities, Calls, Emails, Site Visits Totals 125 100 75 Appointments Scheduled and Conducted 3 2 1 Proposals Presented 2 1 0 Sales Pipeline Totals 100k 75k 50k Hours Spent on Proposal Development 2 3 4 Weekly Gross Sales Won 6900 5000 4000 $ 2,000.00 $ 2,000.00 $ 2,000.00 $ 2,000.00 $ 2,000.00 SPC Sales Support Met Expectations Yes No John Marketing Activities, Calls, Emails, Site Visits Totals 125 100 75 Appointments Scheduled and Conducted 3 2 1 Proposals Presented 2 1 0 Sales Pipeline Totals 100k 75k 50k Hours Spent on Proposal Development 2 3 4 Weekly Gross Sales Won 6900 5000 4000 $ 2,000.00 $ 2,000.00 $ 2,000.00 $ 2,000.00 $ 2,000.00 SPC Sales Support Met Expectations Yes No 20
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