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the sales academy |
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Sales Processes & Tools for Sales Teams and their Sales Managers |
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‘Jump through hoops’ - Wiktionary (idiomatic) To put forth effort for the sake of appearance. Etymology: Reminiscent of a circus animal performing tricks by jumping through hoops. - ‘They really made the salesman jump through hoops before buying anything.’ |
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Territory Planning
Use this planning template to produce a detailed plan of a territory, including all of the resources available to the salesperson in developing their territory to its full potential. It provides a qualified and segmented list of all of the organisations that a salesperson may wish to work on and automatically calculates an estimate of the total potential revenue available from all of these organisations.
It allows salespeople to focus their activities on those organisations with the most potential for future business. 90-Day Action Plans are created based on this segmented list utilising all of the resources available to the salesperson.
The completed Territory Plan becomes an invaluable tool for coaching and can be the focus of a Quarterly Review allowing the sales manager to compare Territory Development Plans across the sales team.
Account Qualification
When a full Territory Plan is not appropriate or not required, this tool will allow a sales person to develop a ‘qualified’ list of organisations that they may wish to work on and automatically provides an estimate of the potential revenue available from that list.
The list is automatically segmented so that they can quickly focus their activities on those organisations with the most potential for future business. This list then becomes that most valuable of assets - a Qualified Potential Prospect List
Account Development Planning
Planning Tools and Templates that comprehensively address each critical component of a winning account development plan.
Enterprise - Designed for very large, complex customers and prospects Professional - Ideal for major customers or prospects within a select portfolio of accounts or a small vertical market. Lite - Perfect for key customers or prospects within a large geographic territory or a larger vertical market.
With three options to choose from, Account Managers and Account Directors can select the Account Development Planning Template that most closely fits their needs. The Sales Academy’s 6-Step Planning Process provides real benefits for salespeople by including industry leading analysis methods and tools to highlight critical executive business issues. We have built in five Critical Action Plans to guide them in their day to day sales tasks with their most significant accounts and these Critical Action Plans keep their plan current - and dust free!
The Planning Templates provide your salespeople with simple, effective processes to help them develop value propositions and create activity plans to build meaningful long-term relationships with senior executives and the planning process will help your salespeople find the right answers to their critical account management questions and help them develop winning Sales Campaign Plans for large or significant sales opportunities within their accounts.
Account Profiling & Analysis
When a full Account Development Plan is not appropriate or not required, this tool will allow a sales person to assess and analyse an account to look for ways to add value with their products and services. The tool allows a salesperson to analyse the customers business; identify the customers Critical Success Factors; understand the key individuals’ ‘drivers’; explore new areas for growth and create opportunities to add business value.
The Sales Academy’s Account Profiling and Analysis Process provides industry leading analysis methods and tools to highlight critical executive business issues that your salespeople can use to explore new opportunities and create meaningful Value Propositions.
A Sales Academy Account Profile and Analysis can provide salespeople with the business insight and confidence to engage senior customer executives in discussions about real business issues early in the problem resolution phase, allowing the salesperson to differentiate solutions based on true customer value.
Relationship Management
When a full Account Development Plan is not appropriate or not required, the Sales Academy Relationship Management Process will provide your sales teams with simple and effective tools to identify critical relationship exposures; analyse and understand the key relationships and sell to the Power Players. It will help them develop Value Propositions and create Activity Plans that tackle the tough customer relationship issues that your sales teams face every day.
Many salespeople don’t develop a sensible plan to gain ‘insider status’. To win ‘insider status’ salespeople must first demonstrate a real understanding of the executive’s problem areas and show that they can offer practical ways to help and this takes research and planning to accomplish. The Sales Academy Relationship Management Planning Template is a simple, easy to use tool to help salespeople identify the critical relationships they need to develop and to plan the steps needed to achieve their relationship objectives.
Account Management
When a full Account Development Plan is not appropriate or not required, the Sales Academy’s Account Management Process will help your sales teams find the right answers to the most important questions: What is our 90 Day strategy for the account? How will we protect the current revenue stream? How are we positioned against competition? How will we win the current sales opportunities?
This tool will help your sales teams find the right answers to these and many other critical account management issues. The Sales Academy Account Management Process can enhance your salespeople’s capabilities to sell products and services in the corporate market with a consultative and value based approach that will appeal to today’s sophisticated buyers.
Sales Campaign Planning
Use this planning template to Develop winning Sales Campaign Plans for large or complex sales opportunities.
· Qualify your significant sales opportunities. · Design sales call objectives to create momentum for the sale. · Engineer needs and create value propositions for them. · Design a plan to beat your competition in the sale. · Prepare political sales plans.
Sales Campaign Planning addresses both qualification and planning to beat the competition, as critical components of winning sales strategies. This provides salespeople with simple and straightforward ways to qualify their prospect list and create plans that take into account customer politics and to differentiate their products and services to beat the competition in big sales.
Qualifying Large Sales Opportunities
Top salespeople maximise their strike rates by using a simple process of segmenting their territory and then using a consistent and well structured sales opportunity qualification process for their prospects. It’s not hard, it just takes a little forethought and some planning, so that they are always selling the right product to the right prospect at the right time.
Qualifying Large Sales Opportunities from the Sales Academy addresses the three most important issues that you need to resolve before committing a lot of sales resource to the campaign:
Is it real for us? Although there might be a genuine sales opportunity - it might not be available to your company for a variety of reasons. Do we want to win it? What is the risk involved? Will it take more work and effort than its worth? Can we adequately resource the project? Can we win it? Do we have the right solution? Do we have a good relationship with the customer? How strong is the competition?
Qualifying Large Sales Opportunities from the Sales Academy will help salespeople answer all 27 critical qualification questions to tell them what they have to do to resolve the important issues that could make or break the sale. Then they can create sales call objectives that build real momentum for the sale. Use this planning template whenever a full Sales Campaign Plan is not required or considered appropriate.
Sales Call Effectiveness Review
The Sales Call Effectiveness Review is a simple, easy to use management tool that directs the sales person’s attention to critical sales skills and areas where they could be improved. It rapidly becomes the centrepiece for both salesperson and sales manager to use as a tool to help the salesperson improve the success ratio of their face to face sales calls.
The Sales Call Effectiveness Review should be used every time someone accompanies a salesperson in a face-to-face situation with a customer or prospect. In this way salespeople can build up a long-term record of their critical selling techniques, skills and abilities and demonstrate, to themselves, progress in the areas that they feel could be improved.
Competency Management · Account Development Skills · Sales Skills
The Sales Academy Competency Mapping tools for sales managers and salespeople provide the ideal way to identify potential problem areas or shortfalls in required skill sets and abilities. They then provide opportunities to give focused coaching and up skilling to improve sales performance.
These sales management tools come in two versions to cover all the critical skills and abilities required in most sales roles. Used in conjunction with the Sales Call Effectiveness Review they will quickly become invaluable tools to leverage sales performance and productivity across the sales team.
Sales Team Reporting & Planning
Our Sales Team Activity Reporting & Planning Tool is today’s answer to a very common sales management problem. It’s the easy way to stay in touch, on line, with your sales team and get meaningful information and statistics to help you coach and mentor them in their day to day sales tasks.
The tool serves several very useful functions for salespeople and their managers. It keeps sales management abreast of critical sales activities and plans. It also serves to alert sales managers to situations and problems which may be having an impact on sales so that they can provide help early enough to improve the situation. It also prompts salespeople to ask themselves some key questions: Have they set themselves activity targets that they must meet in order to stand a realistic chance of reaching their sales quotas? Are they meeting those activity targets? When planning the next week's activities, do they need to do anything more in order to meet their activity goals? How much of the week's work is devoted to face-to-face time with customers and prospects? Have they planned enough time for prospecting work so that they can keep their sales funnel full with new prospects?
Throughout the week sales managers can review the planned sales activities and coach or mentor their salespeople where necessary. The template will calculate statistics for both the Sales Team Activity Report and the Sales Team Activity Plan sections. Sales managers can use these to determine the effectiveness and productivity of the whole team or specific salespeople, in various aspects of their sales tasks and they can then focus on those areas where they feel improvements could be made.
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Email: info@SalesAcademy.net.nz Phone: + 64 21 816 372 |
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“I worked very closely with Tony to target and win significant contracts in several large new National Accounts for Wang. His understanding of the dynamics of strategic sales to large-scale organisations and his development and leverage of relationships was key to our success.” David Shaw, Regional Marketing Director, EMEA , Wang Laboratories |