Sales Operations and Management Strategy

Operations and Management Strategy

Objectives

• Maximize profits
• Minimize costs
• Grow revenue
• Taking care of people’s best interests/ quality relationships
  • Customers
  • Partners
  • Employees

What do customers want?

• Quick answers to projects/applications/problems
• Quick RFQ turn-around, Quick PO delivery
• Education on new technology
• 30% better product
• 30% lower cost

Sales Activity

• Disciplined selling processes: Massive Action
  • 50 sales calls per month (Target of 9-12 weekly meetings)
  • 60 applications per month
  • 12 new sales per month* (Target goal)
• Gather Account Information
  • Account Type
    • Industry/Industries
    • Employees
    • Revenues
  • Key Contacts (Org Chart)
    • Decision makers
  • OEM Product Lines
  • Production Process
  • Existing Competitive Opportunities (competitor information)
  • Applications
    • Generate 2+ applications per call
    • Rate application
      • Cost
      • Optimal solution: 10,30,50,70,90,100%
      • Budget
      • Deadline
• Consolidated Sales Force
  • All Divisions share an office, talk
  • Single Database for all accounts all projects
    • Comprehensive Database
  • Referral leads
    • Divisions discuss accounts, projects, contacts
  • Product Demonstrations
    • Scripted Presentations
    • Demo Cases
    • On-site product demos
  • Marketing
    • Full catalog
    • High quality brochures
    • High quality Website
  • Elimination of Channel Partners/ Outside Distribution
    • Pro’s of distributor?
    • Con’s of distributor?
  • In-house distribution/ central warehouse
    • 2-10 day delivery time
    • Reduce costs
    • Speed delivery
  • Outside Sales Team
    • Lead generation
    • RFQ: 24 hour turn-around
    • Product Sales/ Closing
    • Application/ Installation Suppor