A S E L L I N G S Y S T E M F O R B U S I N E S S
 How to Sell a Boeing 747
and other big ticket items.H o w t o M a n u f a c t u r e a S a l e
THIS IS THE OUTLINE OF A SELLING SYSTEM ON WHICH TO BASE YOUR COMPANY’S ENTIRE REVENUE GENERATION PLAN. IT ALSO PROVIDES THE CONTROLS AND KPIS FOR A SALES MANAGER.
The results of a Sales Process Re-engineering system
- Expect to increase your sales by at least 40%. Shift from year over year sales budget planning, and to
market potential.
- Expect the system to deliver predictable monthly revenues, on budget.
- Expect to scale your sales effort. Shift from personality based selling to systems selling. Systems can be
scaled, heroes can not. It allows for average people working within an exceptional system, producing extraordinary
results.
- Expect sales management control over your sales department and it’s results. Sales becomes a series of
repeatable activities. You can’t manage results, but you can manage activities, which in turn produce
results.
- Results rely on doing the work steps and not on selling skills. This system changes sales into controllable
activities that are transparent and reproducible.
- Use sales process engineering for both new and existing accounts. Develop new sales as well as expand
the relationship with your existing customers.
- Increase the effectiveness of your senior sales people by three to four times as they work the system.
- Load the different stages of your pipeline with potential new business, by person, by department, to predictably
deliver new business, on budget every month.
- Re-define your CRM fields so they reflect the sales process and add focused structure for your team’s
sales activities.
The Pipeline Stages
- Begin with your full potential market to base your selling plan on.
- Targeted de-selection leaving only high probability preferred customer profile prospects.
- Sort for generic need with a polarizing questioning campaign.
- Advancing opportunities, move to senior sales executives.
When business makes buying decisions, there’s more at work than interpersonal persuasion skills. Systems cause sales, not personalities.
What kinds of companies use sales process engineering?
- B2B, (business to business, not B2C), with substantial market potential.
- Often over wide geography, the America’s or world.
- Large ticket purchase or annual account value, short or long cycle time.
- For transaction or relationship buying patterns.
- Often multiple decision makers on the client / customer side.
- Products, services, service agreements, distribution, training, resellers, VARs, distributors. Enterprise
software sales, manufacturers, engineering projects, building construction, industrial sales.
Implementing the selling system.
A three month plan to change your company’s sales capability forever.
Month 1—Set it up.
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Understand the legacy sales method and system and your company’s sales objectives.
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Define the target market, product and revenue targets.
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inventory your existing marketing and collatorals.
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Deliver a schematic showing how your selling system will work.
Month 2—Involve the people
- Presentation to sales management re the system and tools target. 2 hr.
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Training seminar for your existing sales team. 2 hours.
- Introduce the sales manager’s handbook method.
- Define territories and account allocation method.
- Individual feedback and performance measures spreadsheet.
Month 3—Take it to market
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Set targets. Activity and outcome targets.
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Coaching seminar to help support people working the system.
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Evaluate the sale talent.
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Define a staffing plan. BDA’s or CAMs.
- Build compensation and incentive packages.
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