WORKSHEET TO DEVELOP A STELLAR

SALES MANAGEMENT PROCESS

For each major area of sales management responsibility, address the following questions and use what you learn to create your sales management process.

1. SALES STRATEGY
A. SALES PIPELINE GOALS
1. How many leads daily/weekly/monthly/quarterly/yearly?
2. How many qualified leads daily/weekly/monthly/quarterly/yearly?
3. Targeted conversion rate
4. How many calls daily/weekly/monthly/quarterly/yearly?
5. How many appointments daily/weekly/monthly/quarterly/yearly?
6. Number of closed sales in units and dollars daily/weekly/monthly/quarterly/yearly?

B. SALES CYCLE
1. Time from lead to qualified lead
ACTUAL	GOAL
2. Time from qualified lead to appointment set
ACTUAL	GOAL
3. Time from first contact to close
ACTUAL	GOAL
4. Average number of contacts required to close
ACTUAL	GOAL
5. Total sales cycle time
ACTUAL	GOAL
C. What are my sales strategies to acquire new customers?
D. How can we improve lead generation?
E. Where are our weaknesses vs. the competition?
F. What are our biggest objections from potential customers and how can we counter them?
G. What are current customers’ major complaints and how can we escalate resolution?

2. SALES ANALYSIS
A. Where are our sales efforts strongest?
B. Where are they weakest?
C. What products perform best?
D. Where are our greatest missed opportunities?
E. What do I forecast our sales will be for the month, quarter, year?
F. What would a stretch goal be?
G. What are our most important KPIs?
H. What are the KPI trends telling us?

3. SALES PEOPLE
A. What should the quotas be for individual sales reps?
B. What is the incentive compensation plan?
C. How often will I meet with each rep one on one?
D. How often will I do individual training?
E. How often will I do full performance reviews?
F. How often will we meet as a team?
G. Develop a plan for ongoing training for reps.
H. What is my plan for dealing with underperforming reps?

I. Are reps making the best use of technology?
J. What am I doing to promote team building?

4. SALES OPERATION
A. What is the budget process?
B. Is our sales administration in order?
C. Do we have the content that we need to demonstrate our value to customers? If not, how will we develop it?
D. What sales model will we use?
E. Will we assign sales reps to specialized roles, such as lead generation, advanced negotiation, major accounts?

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