Milestone Selling: Progress and milestones

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The principle of progress and milestones

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Who to honor and reward?

Number of working hours Highest turnover last year Biggest sale last month Most sales activities Largest pipeline


Traditional management vs. sales mgmt

How much you workHow hard you workHow many late hours What management thinks of

you

No sales targets

Early to bed, early to rise.Work like hell, and advertise.Coca Cola

• Lack of focus• Reactive behaviour• Low motivation

• We are used to it• No conflicts• One team


Long term results management

Team sales quotaBreakdown per salesperson Individual yearly quotaBonus

Yearly sales quota

Instant gratification is not soon enough.Meryl Streep

• Horizon too long• Lack of urgency• Low motivation

• It’s easy• Only once per year• Laissez faire mgmt


Short term results management

Orders per quarterSales per monthQuota index per weekEarnings per day

Monthly sales quota

When you have very short-term goals with a high payoff … people will take the low road there. They'll crowd out the longer-term interests of the organization…Daniel H. Pink

• Short-sighted sales• No horizon • When is sale ”made”

• Tangible • 100% measurable• Feels good to mgmt


Activity management

Number of cold callsNumber of sales callsNumber of minutes on the

phone… how hard we work

Activities

Never mistake activity for achievement.John Wooden

• Activity = value?• Cheating• Conflicts

• Measurable• Ensures effort• Hands-on mgmt.


Company Amount Date %

Sigma 100.000 Apr 70

North 250.000 Feb 80

Vision 80.000 Aug 90

Future 70.000 Oct 70

Pipeline

Pipeline management and forecasting

Who are we selling to?What are we selling?When do we expect to

close?What is the probability?

No one can forecast the economy with certainty.Jamie Dimon

• Closing postponed• Subjective• Static

• Perspective• Top mgmt report• That’s how it’s done


Milestone Management

Is pipeline value increasing?Are leads moving? Is what we are doing now

creating success long term?Are we getting closer?

Progress

Don’t judge each day by the harvest you reap, but by the seeds that you plant. Robert Louis Stevenson

• Hard to measure• What to record?• Complicated

• Real objective• Tangible and real-time• Makes sense to salespeople


Funnels - 3D

Placeholder for your own sub headline

Cold leads: 0%

Qualified leads: 6.25%

Meeting: 12.5%

Offer: 25%

Negotiate: 50%

Orders:100%

Milestone Sellings logik

Sales management style


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From a different angle


Cold

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30% 15% 90% 120%25%

100,000400,000800,0001,600,000 200,000

120,00060,000240,000400,000 180,000

Budget:

Realized:

Cascading budget


30% 15% 90% 120%25%

100,000400,000800,0001,600,000 200,000

120,00060,000240,000400,000 180,000

Budget:

Realized:



40% 15% 90% 120%25%

100,000400,000800,0001,600,000 200,000

120,00060,000320,000400,000 180,000

Budget:

Realized:

+80,000



40% 25% 90% 120%25%

100,000400,000800,0001,600,000 200,000

120,000100,000320,000400,000 180,000

Budget:

Realized:

+40,000


40% 25% 110% 120%25%

100,000400,000800,0001,600,000 200,000

120,000100,000320,000400,000 220,000

Budget:

Realized:

+40,000



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