Kategorier: Alle - trust - process - performance - industries

av Scott Bruder 11 år siden

427

Sales Mind map 2

The focus is on enhancing sales performance and building strong, trust-based relationships within the team. A significant portion of time is dedicated to coaching, which involves working closely with sales teams to provide them with necessary tools, building their confidence, and ultimately turning around underperformers while retaining top talent.

Sales Mind map 2

Sales

CSO

Build National Account
30% of time doing this
Current

Acquire more locations

Become a better Coach
Why Coach:

Have more fun

Change the culture

No competing with sales reps

Improve Forcast Accuracy

Reduce Work load

Gain Trust & Loyalty

Retain Top Talent

Move Middle performers to top performers

Turn around under performers

Increase Sales Performance

70% of time spent doing this
Work with Sales Team more frequently

Build their confidence

Travel to locations

One on On'e

Give them more tools

Hot Shot/Curier

Build Hot Shot Business
Locate better Prospect lists
Develop Sales Team to sell HS
Concentrate on locations that can provide the service
Set Quartly goals

Sales Team

Sales Team View
Sales Assembly Line

Diagnosing/Closing

Discovery/Presenting

Prospector/qualifyer

Development
Ride-a-longs with BDM's weekly
Location Visits to sell
Sales Tip of the Week
Monthly 1 on 1

Marketeers

BDM's

GM/OM's

Traning
Training Schedule

GM/OM field training

New Hires

Field Training

ride-a-longs

Class Room

Field operations

include Operations

Training Manuel

Update

Send Updates

2x a year

Recruiting
Personality test
Type of candidate
Locations

Dedicated

Re-Develop the A-Z of Sales

Make certain that each manager and BDM understand what Diligent sells and teach them the entire process from prospecting, close, and follow up. Re-create the process if need be. Define each step of the process and have specifc actions for each step.

Worst type of customer
Industries to build
Industrial Supply
Pharmaceutical

Bonded

Certifications

special Ins.

Medical Supply
Business Products

Office Supply

Re-evalute the Big 3

can we make money working for the Big 3:

Office Depot

Office Max

Staples

Office Supply Chains

Automotive

Tire Dist.

Dealer Groups

Wholesalers

Distributors

CRM

Work with Marketing on this

Sales/Marketing Material

email templates
Better Service offerings
Cost saving
Attention getting
Introduction
Sorry I missed you, stopped by
Sorry I missed you, phone call
follow up

Appointment set for...

thank you for talking to me

thank you for meeting me

give-a-ways
Brochures
Trifolds
Dedicated V.P.
Freight V.P.
One-sheet hand outs

Lead Generation

Sales Genie
Email Blasts
Mail Outs
Cold Calls
Telemarketing
PPS

Freight

Sales Process
Best type of customer
Primary Customer Type
Small-Mid Size companies
Smaller O&G companies
Asset based trucking companies
Freight Forwarders