Deliver Sales Objectives in ONE Hour
0 likes150 views
This document outlines a 5-step process for setting sales objectives in one hour. Step 1 involves defining sales responsibilities and priorities. Step 2 is planning how salespeople spend their time. Step 3 segments the customer base among different sales roles. Step 4 chooses and weighs sales goals based on criteria like sales increases and new sales. Step 5 sets numerical objectives for each criteria and salesperson role. Following these 5 steps provides a simple and rapid method for sales managers to analyze performance and set objectives.
Deliver Sales Objectives in ONE Hour
- 1. ONE HOUR Sales Objectives Workshop Sales Objectives in ONE Hour 5 Steps to Set Your Sales Objectives Making Results in ONE Hour RapidKnowHow I www.rapidknowhow.com 1
- 2. Introduction • For Sales Managers from the manufacturing and service industries who want to get insight into their sales performance rapidly. • Here is my simple 5 step process to set your sales objectives. • Step 1 – Define Sales Responsibilities • Step 2 – Plan Sales Time • Step 3 – Segment Sales People • Step 4 – Choose & Weigh Sales Goals • Step 5 – Set Sales Objectives RapidKnowHow I www.rapidknowhow.com 2
- 3. Step 1 – Define Sales Responsibilities First you’ll define sales tasks, next you’ll relate to sales person’s responsibility and set priority. Define your sales people’s prime responsibility by checking off the list . Set priorities form 1-high to 3-low. See example >>> RapidKnowHow I www.rapidknowhow.com 3 Task Sales Person’s Responsibility Priority Sell Products Yes 1 Increase Prices Yes 1 Find Prospects Yes 2 Collect due Payments No Solve Problems Yes 1 Deliver Emergency Orders No Deliver Invoices No Write Quotations Yes 2 Write Reports Yes 2 Competitor Intelligence Yes 1 Others (specify)
- 4. Step 2 – Plan Sales Time You can influence the split up of the working days. Based on the analysis in the sales time workshop, fill in how you would like your sales people utilise their time. Use the tool >>> RapidKnowHow I www.rapidknowhow.com 4 Activity Present Target How to do Working Days 230 230 Training 10 12 Value Sales Internal Meetings 20 15 Use Skype Admin 46 44 Computerise Others 4 3 To be defined
- 5. Step 3 – Segment Sales People Now you need to decide how your customer base is split among your sales people. Split the customer base among different groups of sales people. Mark the appropriate columns for each sales function >>> RapidKnowHow I www.rapidknowhow.com 5 Sales Type Manufacturing Industry Process Industry Health Care Sales Manager Key Account Manager Senior Sales Person Junior Sales Person
- 6. Step 4 – Choose & Weigh Sales Goals It’s important that the sales criteria are in line with and contribute to your company’s overall goals as well as to your specific sales targets. Use 3 default criteria with which you’ll measure sales performance 1) Sales Increase of Existing Customers 2) New Sales Delivered 3) Price Increase Executed see example >>> RapidKnowHow I www.rapidknowhow.com 6 Criteria Weight Present Customer Sales % LY 30 New Sales % B 15 Sales Increase % LY 20 Price Increase % LY 20 Customer Satisfaction Index Delivered 15
- 7. Step 5 – Set Sales Objectives The objectives are the numerical measures for your sales people to achieve. They correspond to a point scale from 0 to 100 0 is the minimum objective 50 is the average objective 100 is the top objective For each criteria, define the numerical measures for the different point levels. See example >>> RapidKnowHow I www.rapidknowhow.com 7 Criteria Weight Min Ave Max Present Customer Sales % LY 30 90 100 120 New Sales % B 15 98 100 110 Sales Increase % LY 20 100 105 115 Price Increase % LY 20 100 105 115 Customer Satisfaction Index Delivered 15 97 98 99
- 8. Summary • You have set your sales objectives. ✓Step 1 – Defined Sales Responsibilities ✓Step 2 – Planned Sales Time ✓Step 3 – Segmented Sales People ✓Step 4 – Chosen & Weighted Sales Goals ✓Step 5 – Set Sales Objectives RapidKnowHow I www.rapidknowhow.com 8
- 9. Making Results in ONE Hour RapidKnowHow I www.rapidknowhow.com 9 www.rapidknowhow.com Josef David – Founder at RapidKnowHow.com