GETTING SORTED SME Growth Champions 2016 Planning & Process 1

THE ORGANISED BUSINESS /05/26 2

STRATEGIC PLAN What needs to be done! Consider: Your company’s vision and mission – or at least your core values Different parts of your business: Marketing, HR, Production… Choose one aspect that is causing you to lose sleep 3

BUSINESS FUNCTIONS 4

SUCCESS AND CHALLENGES SalesOur SuccessesOur Challenges I’m the causeI’m good at answering objectionsI don’t like calling people I don’t know The businessWe have a great product that meets market needsWe haven’t decided whose responsibility sales is The economyThere is still a need for our productMoney is tight, leads are reluctant TechnologyThere is a great open source app for tracking leads Regulations Can’t upload non-opt-in leads to marketing app CompetitorsI don’t knowThey have a sales team 5

BUILD ON SUCCESSES Brainstorm ideas. Could you: … give your partner training? … segment your market to better understand it? … implement the CRM? … network more and capture new leads daily? more… 6

EXPLOIT CHALLENGES Brainstorm ideas. Could you: … better allocate responsibilities? … develop suitable answers to the “Money is tight” standard objection … make courtesy calls to leads – add them to mailing list … stop using the sales team argument excuse, be more lean & focussed more… 7

CRITERIA FILTER Is idea Specific, Measurable, Attainable, Relevant and Timely? Does the idea align with the business values? Is it really implementable: Who, How much…? How to measure its success? Will it deliver good value for resources? 8

IMPLEMENTATION PLAN How it will be done! Activities – what needs to be achieved? People – who will task be assigned to? Resources – finance, equipment, apps that are required for success Timelines – by when must each phase be completed? Contingencies – how challenges will be handled Review – how effectiveness of task will be measured and improved 9

STANDARD OPERATING PROCEDURE Sales Procedure: Chasing leads Task Details Who? What? When? Done? Notes Sales trainingAnswering objectionsLebo, Patobjections24 Mar Segment marketGeo, demographicLeboRoots db31 Mar Sign up for CRMwww.insightly.comPatFree trial7 Apr Incl Proj Managem Implement CRMInstall InsightlyPat 14 Apr Capture leads LeboLeads db14 Apr Cold calling10 leads per dayPatInsightly19 Apr Get opt-in OK 10

ACTIVITIES 11

A MORE ORGANISED YOU Do you have coffee each morning? What time do you usually start work? Where do you put your keys, your cell phone? When do you read and answer s? Are you ever late for meetings? Do you ever forget appointments? When do you go to gym? When is pay day? Do you have ‘me’ time, family time? 12

HABITS I’m good at:I suck at: Getting a mailing list of potential leadsCold calling leads Answering objectionsMaking useful follow-up notes after calls Closing salesPaperwork, like invoicing Customer experience calls 13 Choose one facet of the business, say Sales:

STRENGTHS & WEAKNESSES Brainstorm. Can I… analyse these activities to understand why they work for me? flesh out the positive skills by recording their steps to success? … and more positive ideas delegate tasks to someone who is more natural with that than I am? make it a habit to use online tools to make me more organised? … and mere creative solutions 14

TIME MANAGEMENT TOOLS 15

TASK MANAGEMENT TOOLS 16

TASK MANAGEMENT TOOLS 17

BENEFITS OF ORGANISATION more readily achieve goals or targets streamlined production, limiting wastage and increasing profit constantly improving quality financial benefits: meeting budgets, reducing wastage, saving time and money reliability that builds trusting and satisfied clients happy staff who know what to do and what is going on less stress for you, and more time to explore other opportunities meeting compliance requirements (eg paying tax on time) better able to make good business decisions you have a functioning system that can be replicated (branches or franchises) a better functioning business when looking for business or financial partners …and so the benefits continue 18

STRATEGY vs CULTURE “There is only one boss. The customer. And he can fire everybody in the company from the chairman on down, simply by spending his money somewhere else.” -Sam Walton Business culture, common goals: Customer satisfaction comes first today 19

HISTORY OF SALES 20

LEADS AND CUSTOMERS 21

CUSTOMER EXPERIENCE 22

NOW YOU’RE SORTED Thank you 23