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milestoneselling.com 1
13 typical problems in B2B sales organizations
… and how we solve them
milestoneselling.com 2
Your Problem: Sales Reps don’t get CRM
Our Solution: Make CRM simple as a board game
milestoneselling.com 3
Your Problem: Our KPI’s are’nt making sense
Our Solution: Measure progress of opportunities
milestoneselling.com 4
Your Problem: Detect poor sales numbers too late
Our Solution: Cascading sales quota as early warning
milestoneselling.com 5
Your Problem: Low motivation in sales department
Our Solution: Reward momentum instantly
milestoneselling.com 6
Your Problem: We celebrate results and neglect effort
Our Solution: Reward momentum in early stages of process
milestoneselling.com 7
Your Problem: Boring sales meetings
Our Solution: Discuss best practice with real data
milestoneselling.com 8
Your Problem: We measure harvest and forget to sow
Our Solution: Measure development of opportunities
milestoneselling.com 9
Your Problem: Sales reps see targets as unrealistic
Our Solution: Break down targets in narrow milestones
milestoneselling.com 10
Your Problem: Pipeline is in excel – not in CRM
Our Solution: Make pipeline in CRM fun and motivating
milestoneselling.com 11
Your Problem: We have a sales process – but reps see sales as an art form
Our Solution: Lead and coach reps on the momentum between process stages
milestoneselling.com 12
Your Problem: Long sales cycle makes gratification delayed
Our Solution: Ignite instant gratification using milestones
milestoneselling.com 13
Your Problem: Performance reviews are based on gut feelings
Our Solution: Use indisputable and realtime data on momentum
milestoneselling.com
Your Problem: Making quota is never urgent until it’s too late
Our Solution: Measure pipeline momentum every month
milestoneselling.com 15
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