Purpose: Everyone uses the same process Managing all your Sales Efforts in a Simple Way Analyse your own performance & look for ways to improve
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1 FAST START TRAINING PROGRAMME FOR NEW SALES: SALES MANAGEMENT 1
2 Purpose: Everyone uses the same process Managing all your Sales Efforts in a Simple Way Analyse your own performance & look for ways to improve What/How? 1. Leads/New Contacts Sheet/Form Daily 2. Call Back/Follow Up Sheet/Form Daily 3. Event s Out Report Daily 4. New Contacts Update Web Form Daily 5. Office Sales KPI Update Daily 6. Personal Sales Tracking Weekly 2
3 1. Leads/New Contacts Sheet/Form Personal LEADS SHEET Date Company Name Name / Job Title Contact Details (GL/DID/Mobile) Address Notes 3
4 2. Call Back/Follow Up Sheet/Form Personal CALL BACK SHEET DATE: EVENT: SALES EXEC.: Country: CONTACT DETAILS: Company Name: Contact Name: Job Title: General Line: Direct Line: FAX: MOBILE: Address: Qualifying (must circle) Reports to: Relevancy YES NO Specific issues Authority YES NO concerned: Date YES NO Budget YES NO Referrals: Rate Your Pitch STRONG AVERAGE POOR URGENCY (Discounts/seats/others) Date & Time CALL BACK Remarks What are other training topics or areas you are planning to participate or a priority in next 6 months? 4
5 3. Event s Out Report Team EVENTS S OUT LETTER EVENT NAME: SALES COMPANY CONTACT NAME & WORKSHOP TO DATE PRO JOB TITLE ATTEND ED Expected Date to BOOK 5
6 4. New Contacts Update Web Form center sales people update 6
7 5. Office Sales KPI Update Daily Office Sales KPI Updates WEEK: 28 Nov 2 Dec 2011 PITCH / FAXES OUT CALL BACK DEALS SALES TOTAL TOTAL TOTAL IN AMOUNT REMARKS PRO MON TUE WED THU FRI MON TUE WED THU FRI MON TUE WED THU FRI TOTAL 7
8 6.1. Personal Sales Tracking Sales/Event Weekly Report Sales Weekly cum Event Report IMPORTANT: Pass a copy of this Report to your Supervisor at the end of each Week. Your Name: Event Name & Date: Week Pitches s Del. No Value Total DEALS IN DETAILS Date Company Del No. Total Value Remarks Total 0 0 8
9 6.2. Personal Sales Tracking: Cheques/Collection Status Report Sales Person Event Name Dates Company Cheques/collections Status Full Amount Del. No. Invoice Date Date Expected Date In No Remarks Payment is being prepared and w ill be in by 15 October SAMPLE Cost Reduction 16 & 17 Jan 2012 NEC 13, Oct 10 Oct 15 Oct 15 Oct Payment came in on 15 Oct IMPORTANT: Pass a copy of this Report to your Supervisor at the end of each Week. Your Name: Highlight in yellow all the revenuews/deals that are paid Total 13,450 3 Last Update 9
10 6.3. Personal Sales Tracking: Event Tracking Ratios Sheet Personal Event Tracking Sheet IMPORTANT: Pass a copy of this Report to your Supervisor at the end of each Event Your Name: Event Name SAMPLE TOTAL Dates & Place Oct 2011 Faxes (Prospect/potential Customers) Conversion Rate % Number of deals divided by number of faxes 2.1% #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! 2.1% Number of delegates divided by number of s sent out 3.7% #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! 3.7% How many faxes you sent to get a deal 47 #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! 47 How many faxes you sent to get a delegate 27 #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! 27 How much did you earn for each /fax sent out 17 #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! 17 = Companies/Deals Number of Transactions 1.7 #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! 1.7 (the average number of delegates each company sent for the event) Number of delegates Average Dollar Sale 4,731 #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! 4,731 (the average price of the items you sell per clientl) Total Turnover 89,897 89,897 10
11 Putting it all together? 1. Get your leads written in Leads Sheet ready for pitching 2. You pitch and by filling in the Call Back Sheet ready to call back with all remarks of what happened. 3. You Update the Event s Out Report. 4. Update the WebForm with Full Contact Details 5. Use the Call Back Timing Sheet to write down the time for important call backs. 6. At the end of the day Update the office Sales KPI Report with Pitches, s Out and Deals In. 7. End of the week update your Personal Sales Tracking Report: Personal Weekly Event Report Weekly Cheque Status 8. End of the Event Update your Personal Event Tracking Sheet Ratios 11
12 QUESTIONS? 12
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