Milestone Selling: Proactive Pipeline Leadership
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Transcript of Milestone Selling: Proactive Pipeline Leadership
milestoneselling.com 2
PROACTIVE PIPELINE LEADERSHIP IN B2B SALES ORGANIZATIONS
Drive Business Development
milestoneselling.com
Three Challenges in B2B Sales Management
CRMUser Adoption• SimpleandEasy• MakeSenseforUser• Valuable• EnableLeadership
SalesStrategyExecution• HuntingvsFarming• UrgentvsImportant• Focus• LineofSight
SalesGoalAlignment• Accountability• Motivate• DriveandLead• Urgency
3
milestoneselling.com
Clear& RealTime LeadIndicator Result
Indicative
4
Elements of Motivating and Meaningful Sales Metrics
milestoneselling.com
Clear & Real Time?▪One Target ▪Always Visible ▪Constantly Discussed ▪Easy to Understand
5
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Lead Indicator?
▪Instant Gratification ▪Something to Be Proud Of ▪Drive Urgency ▪Influenceable ▪Long Sales Cycle
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Result Indicative?▪Business Value ▪Amounts ▪Revenue or profit
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A New Perspective on Sales Leadership
LeadIndicato
rResultIndicati
ve
Clear&RealTime
8
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Prospecting
QualificationNeedsAnalysis
Closed&Won
Year Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Proposal
ValueProposition
Sales Quotas
BeingBusyClutter
UrgentStuff!
milestoneselling.com
Sales Quotas are Lag Indicators▪Quotas are easy to measure
▪Delayed gratification ▪Driving looking in rearview mirror ▪Not influenceable
milestoneselling.com
A New Perspective on Sales Leadership
LeadIndicato
rResultIndicati
ve
Clear&RealTime
11
SalesQuotas:• Revenue/Profit• Long/ShortTerm• Individual/Team
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ColdCalls
Visits
Presentations
Results?
January February March April May June
Numberofactivities
Time
Activity Metrics
milestoneselling.com
Activity Metrics are not Result Predictive▪Disconnect between activity and achievement ▪Working hard or wasting time
▪Constant source of discussion and frustration
▪Imprecise definitions
milestoneselling.com
A New Perspective on Sales Leadership
LeadIndicato
rResultIndicati
ve
Clear&RealTime
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ActivityMetrics:• ColdCalls• Visits• Presentations
SalesQuotas:• Revenue/Profit• Long/ShortTerm• Individual/Team
milestoneselling.com
Pipeline/Forecast is neither Clear or LeadCompany Solution Amount Probability Closingdate
WineryCo. Products $150,000 50% 1month
DownTownLaw Services $80,000 80% 8months
SuperSoftware Consulting $210,000 40% 4months
InternationalBrokers Consulting $70,000 90% 4months
UptownMarketing Products $130,000 30% 12months
TechnologyCo. Services $80,000 50% 10months
CleaningSuperfast Services $140,000 80% 18months
AlwaysAccountants Consulting $130,000 40% 5months
ManagementConsultants Services $90,000 60% 9months
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Gonecold–Nodecision–Notdeleted
Alwayspostponed
Whosetsthesepercentages?
milestoneselling.com
Pipeline/Forecast is neither Clear or Lead▪Ferrari 250GTO – no speedometer
▪Size of pipeline is irrelevant ▪Looking at the wrong needle
milestoneselling.com
A New Perspective on Sales Leadership
LeadIndicato
rResultIndicati
ve
Clear&RealTime
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ActivityMetrics:• ColdCalls• Visits• Presentations
SalesQuotas:• Revenue/Profit• Long/ShortTerm• Individual/Team
PipelineMgmt:• Opportunities• WeightedValue• Reporting
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Progress▪Momentum
▪Advancement ▪Milestones
▪Next Step
milestoneselling.com
A New Perspective on Sales Leadership
LeadIndicato
rResultIndicati
ve
Clear&RealTime
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ActivityMetrics:• ColdCalls• Visits• Presentations
SalesQuotas:• Revenue/Profit• Long/ShortTerm• Individual/Team
PipelineMgmt:• Opportunities• WeightedValue• Reporting
ProactivePipeline:• Movement• Milestones• Advancement
milestoneselling.com
Prospe
cting:0%
Qua
lification:6.25%
NeedsAna
lysis:12.5%
ValueProp
o:25%
Prop
osal:50%
Closed
/W
on:
100%
MilestoneSellingslogikProactive Pipeline Leadership
milestoneselling.com
Prospe
cting:0%
Qua
lification:6.25%
NeedsAna
lysis:12,5%
ValuePropo
:25
%
Prop
osal:
50%
Closed
/W
on:
100%
30% 15% 90% 120%25%
100,000400,000800,0001,600,000 200,000
120,00060,000240,000400,000 180,000
Cascading Quota:
Movement:
Interest
Qua
lified
Busine
ssCase
R.F.P.
Signature
Proactive Pipeline Leadership
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30% 15% 90% 120%25%
100,000400,000800,0001,600,000 200,000
120,00060,000240,000400,000 180,000
MilestoneSellingslogik
Interest
Qua
lified
Busine
ssCase
R.F.P.
Signature
Proactive Pipeline LeadershipCascading Quota:
Movement:
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40% 15% 90% 120%25%
100,000400,000800,0001,600,000 200,000
120,00060,000320,000400,000 180,000
+80,000
MilestoneSellingslogik
Interest
Qua
lified
Busine
ssCase
R.F.P.
Signature
Proactive Pipeline LeadershipCascading Quota:
Movement: Management
• Quotas: Lag Indicators
• Activities: Not Result Indicative
• Pipeline: Unclear
Proactive Pipeline Leadership
✓ Lead Indicators
✓ Result Indicative
✓ Clear & Real Time
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milestoneselling.com
Procter & Gamble ▪Reps are now exceeding quotas ▪Enabling sales management ▪Motivates sales reps ▪ ”It really works”
First Hotels▪ +33% Business Development ▪No loss of recurring revenue ▪Could not have been done with out
Milestone Selling. It’s easy and fun!
milestoneselling.com
ENGAGE• Engage
Reps• Reflect• Realize
need• Commit
totheidea
CLARIFY• Set
Quotas• Break
down:• NewBiz• Cross
sales• Win
back• Recurr.
rev
DESIGN• Process• Stages• Conversio
ns• Milestone
s
SETUP• Download• Setup• Follow
guide
TRAIN• Train
users• E-book• Online• Simple
LEAD• Measure
Progress• Discuss
Milestones
• Momentum
• NewCulture
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Roadmap to Proactive Pipeline Leadership
milestoneselling.com
Proactive Pipeline Leadership – How It Works
A New Leadership Perspective▪Keep focus on milestones ▪All milestones are equally
important! ▪Run competitions on early stages ▪Praise and honor improvements on
milestone scores
Periodic Milestone Meetings▪Report on last week/months
commitment. ▪New commitment: ▪What is the one thing you can
do that will have the biggest impact on your milestones this week? ▪How would that help? ▪When have you scheduled time
for that one thing?
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milestoneselling.com
Foryderligereinformation
MilestoneSellingBrianStahlhutChristiansenbsc@milestoneselling.com
FREEE-bookat:www.leadyourleads.com
w w w . d o b l e g r o u p . c o m
Q&A
THANK YOU
w w w . d o b l e g r o u p . c o m
@doblegroup /doblegroup /+doblegroup
Company/doble-group-llc doblegroup /DobleGroup
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Doble Group, LLC
Doble Group, LLC is a boutique consulting firm that focuses on improving commercial business results through CRM solutions and the alignment of the organization, its processes and teams for success. We deliver our services through highly customized consulting, training and coaching programs and the world’s #1 CRM technologies.