1. STRATEGY Continuous Sales Improvement Process STRUCTURE STAFF SKILLS
Prospecting - Opening new accounts, Gatekeepers, Voice mail
Closing Skills
Reducing the selling cycle
CEO level selling - high level conversations
Getting to the decision makers and getting decisions
Avoiding unpaid consulting
SKILLS
Right people in the right seats on the bus for next level growth
In comfort zones or pushing the envelope
Trainable - Growth oriented or just “good enough”
Hunter vs. Farmer – They are very different profiles
STAFF
Accountability
Process & structure - Pre call planning post call debriefing
Goal setting – measuring behaviors not just results
Coaching, Mentoring, Training, Supervision
Recruiting – who’s the next best salesperson?
STRUCTURE
This is the Sandler Continuous Sales Improvement Process
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How do we go to market?
Grow new business or mine existing accounts
Face to face, telephone, use of technology
Value sellers or low dollar and high volume
Calling on small, mid size or large companies
STRATEGY

2. Market Matrix Large---------Market Share---------Small
Mature------Market Potential------Growing
Large Market Share Small

3. Allocation of Resources
Low------Current Sales Volume------High
High Growth Potential Low
Primary Growth Accounts
Strong effort to strengthen relationship
Establish added value using additional company resources
Core Accounts
Strong effort to maintain relationship through consistency of contact and service
Reinforce value
Secondary Growth Accounts
Assist in business development
Marginal Accounts
Minimal effort to maintain relationship
Upgrade or replace

4. Structure Hire Onboard Weekly Meetings Manage results
Traditional system
Strategic Sales Management
Team building
Candidate prospecting
Acculturation
Selling process & template
Plan
Cookbook, forecast
Measure
Behavior & results
Development
Attitude, Behavior, Technique
Hire
Onboard
Tech training
Weekly Meetings
Manage results
Corrective action

6. Consultative Sales Unique Value Sales Account Sales Commodity Sales
Demand Creation
Demand Fulfillment
Account
Sales
Commodity
Sales
Long Sales Cycle
Short Sales Cycle

7. Consultative Sales Unique Value Sales Account Sales Commodity Sales
Problem Solving
Demand Creation
Ambition
&
Drive
Process Oriented
Control & Close
Relationships
Demand Fulfillment
Account
Sales
Commodity
Sales
Long Sales Cycle
Short Sales Cycle