The Sales Experience

Module 5 Workbook

Part 3

Foundation Course Module 5 – Part 3 1 © FUSION RECRUITMENT TRAINING

Module 5 – The Sales Experience Part 3

Contents

Task Title Page

Gaining Referrals 2

Inbound Marketing 3

Content Marketing 4-5

Task 16 Create a Multi-Stage Sales Approach 6

Practical Exercise 5 Create a Sales Strategy 7-15

Foundation Course Module 5 – Part 3 2 © FUSION RECRUITMENT TRAINING

Gaining Referrals

Notes

Foundation Course Module 5 – Part 3 3 © FUSION RECRUITMENT TRAINING

Inbound Marketing

Notes

Foundation Course Module 5 – Part 3 4 © FUSION RECRUITMENT TRAINING

Content Marketing

Notes

Foundation Course Module 5 – Part 3 5 © FUSION RECRUITMENT TRAINING

Infographics Resources Infographic: Why infographics make great marketing tools:

http://neomam.com/blog/infographics-make-great-marketing-tools/

Infographic: How to create good infographics

http://visual.ly/how-create-good-infographic

Infographic: Excellent example of an effective online infographic:

http://neomam.com/interactive/13reasons/

Slideshare Resources

SlideShare: Tips and tricks for creating a SlideShare:

http://www.slideshare.net/ss/creators/tips-and-tricks

SlideShare: Content marketing tips for using SildeShare

http://www.slideshare.net/CMI/how-to-get-more-from-slideshare-supersimple-tips-for-content-marketing

SlideShare: Tips for using Slideshare with maximum effectiveness for business:

http://www.slideshare.net/Oneupweb/slideshare-optimization-oneupweb

Video Marketing Resources

YouTubeVideo: How to create video marketing with PowerPoint

https://www.youtube.com/watch?v=Hz4vedBR-oY

YouTube Video: Tips and reasons for marketing with YouTube

https://www.youtube.com/watch?v=qbSGpTvYkSg

Foundation Course Module 5 – Part 3 6 © FUSION RECRUITMENT TRAINING

Create a Multi-Stage Sales Approach

Task 16: Using the ideas in Modules 4 and 5, create your own multi-stage approach for connecting with prospects. Your approach may possibly include Networking, Referrals, Advertising. Mail Campaigns, Offering Free Services, Social Media, Content Marketing etc TIP – ask your manager and colleagues what strategies they use and have the most success with.

Activity (type and details/action) Eg. Advertising – sponsor

careers fair

How it will connect with Prospects (what I will do/how it will create a point of contact) Eg. I will talk to many prospects, get their details and

raise their awareness of me and my company. 1.

What I will do / how this will create a point of contact

2.

What I will do / how this will create a point of contact

3.

What I will do / how this will create a point of contact

4.

What I will do / how this will create a point of contact

5.

What I will do / how this will create a point of contact

Foundation Course Module 5 – Part 3 7 © FUSION RECRUITMENT TRAINING

Practical Exercise 5 – Create a Sales Strategy

Objective of the exercise Once the exercise is completed, you will: ▪ Have a plan for the upcoming year that will serve as a planning and monitoring tool for

your sales. Timing This exercise will vary – from half an hour to a number of hours spread over a few days, weeks or months (depending on the availability of your manager and the stage you are at in your role). Your manager can lead you through the steps which he/she deems to be appropriate. You will need: A quiet space This module Access to your sales data A pen and paper The Exercise 1. Sit down with your manager and using the templates that follow, complete the steps as

listed below 1. Identify your sales objectives 2. Set activity levels 3. Create a target list 4. Create a new business growth action plan

• Increase awareness in the market place

• Obtain referrals from ALL contacts

• Work collaboratively to leverage business 5. Create an existing business growth action plan

• Prospect within existing customer base

• Create a touch point program

• Reignite lost relationships

Foundation Course Module 5 – Part 3 8 © FUSION RECRUITMENT TRAINING

Step 1: Identify Your Sales Objectives This introductory section of your Sales Plan requires you to identify your specific overall sales objectives as reflected in the overall business plan and targets of the business.

Category Q1 Q2 Q3 Q4 Total

Total Sales $ $ $ $ $

Perm Revenue

Temp Revenue

Contractor Revenue

Part Recruitment Services Revenue

Other Revenue

Market Share of _________________

% % % % %

Market Share of _________________

% % % % %

Market Share of _________________

% % % % %

Describe briefly any additional sales objectives that rely directly on the successful performance of your desk during this year. Other Sales-directed Objectives

Objective:

Objective:

Objective:

Objective:

Foundation Course Module 5 – Part 3 9 © FUSION RECRUITMENT TRAINING

Step 2: Set your activity targets Whether given KPI’s or not, top performers always know in their own minds what activities directly impact on reaching their targets. Let’s call these critical numbers.

Set your activity goals

New Business Target

Period

(Monthly,Quarterly)

Average Perm Fee or Contractor Revenue

Number of Placements Required

$

Number of sales activities for this period

Activity Type

Quantity

Note: Plan this time as non-negotiable in your diary

Foundation Course Module 5 – Part 3 10 © FUSION RECRUITMENT TRAINING

Step 3: Create a target list

Notes:

Who:

When: How:

Foundation Course Module 5 – Part 3 11 © FUSION RECRUITMENT TRAINING

Step 4: Create a new business growth action plan

Include the following strategies in your ‘new business acquisition’ sales plan. Remember, these strategies are all designed to capture new customers and new market share.

Strategy 1: Increase awareness in the marketplace Tick when complete

What is specifically of interest to clients in your market segment?

Who are the key influencers or spokespeople that have high profiles in the market?

What associations, groups, networking or educational events operate within this segment?

What on-line community, blogs, subscriptions, LinkedIn groups etc. exist for this segment?

Foundation Course Module 5 – Part 3 12 © FUSION RECRUITMENT TRAINING

Strategy 2: Work collaboratively to leverage business from within your business

Actions:

Foundation Course Module 5 – Part 3 13 © FUSION RECRUITMENT TRAINING

Strategy 3: Obtain referrals from All contacts

Identify your centre of influence Create a relationship map that includes all of your connections in your market segment. Begin the process of name gathering by tapping into your immediate centre of influence.

Market Segment:

Foundation Course Module 5 – Part 3 14 © FUSION RECRUITMENT TRAINING

Step 5: Create an existing business growth action plan

Include the following strategies in your sales plan. Remember, these strategies are designed to capture repeat business from your existing customers.

Strategy 1: Prospect within existing customer base

Actions:

Strategy 2: Create a touch-point program

Foundation Course Module 5 – Part 3 15 © FUSION RECRUITMENT TRAINING

Strategy 3: Reignite lost relationships

Notes:

Who:

When: How:

Foundation Course Module 5 – Part 3 16 © FUSION RECRUITMENT TRAINING

Module 5 Part 3 Checklist

Scan and email the following pages for assessment to trainer@fusiontraining.com.au

Item Title Page

Task 16 Create a Multi-Stage Sales Approach 6

Well done! You have completed the third part of this module. In your final catch up with the trainer, you will further discuss the learnings from this section of the module, and from the entire course. In particular, your trainer will talk you through your Sales Strategy (Practical Exercise 5)