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

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