Google apps Smittys business plan ppt

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    20-Dec-2014

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  • 1. A Successful Sales Management Planby Smitty Smith

2. The Six Components to SuccessfulSales Management Loyalty Quarterly Business Reviews & Planning Deal Registration & Rebates Capacity Joint Account Planning Sales Plans & Targets Competencies Rhythmic Training (Breakfast, Lunch & Learns etc) One to Many Events Practice Development (Product & Services) Demand JMF Allocation & Accountability Promos, Bundles and Plays Collaboration Field Alignment Communication Partner to Partner (1+1=3) Resource Development Advisory Services Business Acumen 3. 30, 60, 90 Day PLAN at EachAccounts/ OEM Partners/ Systems Integrators/ Value Added Resellers/ Distributors 30 Day Identify Principals/Establish RelationshipsClarify Business Models & DriversBaseline Current Performance Understand Competencies & Available Resources Identify GAPs & Possible ClosureAttain the Demo CompetencyIdentify Matrixed Internal Stakeholders (Communication Plan) Find and Establish the Champion Lead in every Firm 4. 30, 60, 90 Day PLAN at Each Accounts/ OEM Partners/ Systems Integrators/Value Added Resellers/ Distributors 60 Day Create Business Plans Sales Targets Training Marketing Value Proposition Capacity Planning Establish Sales Metrics Rhythmic Training Events Pipeline Validation Create Possibilities (Services & Other Adds) Partner to Partner Peering/Collaboration Clone each & every success 5. 30, 60, 90 Day PLAN at EachAccounts/ OEM Partners/ Systems Integrators/ Value Added Resellers/ Distributors 90 Day Quarterly Reviews Inspect Sales Metrics (Pipeline, Close Rates, etc) Recruitment and Retention Strategies Measure Loyalty Validate Robust & Unique Offers Modify Business Plans as Appropriate Repetitively Execute the Clone Cookie Cutter successTechnic at similar Targets