Sales Strategy Presentation.pptx sales gwt set go

sales

1. MARKET SALES MAPPING Market Analysis Acquire data and evaluate potential Conduct competitive analysis Marketing Craft brand message and dialogue Determine target group(s) Sales Sales planning and budgeting Strategic sales control CRM Customer data management Analysis of improvement areas FIND ACQUIRE RETAIN CUSTOMERS

2. MARKETING MIX 6P’S Main features Additional / side usage Quality and usability Branding and packaging Conditions Rebates Discounts Sweepstakes and prizes Customer interactions (how, when) Customer journey Marketing structure Employees Management Culture Customer service Advertisement Sponsors and partnerships Customer referrals Events and pop-up experiences Distributions Sales Logistics Locations PRODUCT PROMOTION PLACE PRICE PROCESS PEOPLE

3. SWOT ANALYSIS What do you do particularly well? What’s do you do that is unique in the “marketplace”? What do your customers/clients/patrons ask you to do over over again? STRENGTHS Are there new situations, current or incoming, that you can take advantage of? How do new trends, regulations, talents, technology, investments, or tools give your business a big step up? OPPORTUNITIES What do you not feel comfortable doing? What necessary or essential resources, staff or skills do you lack? WEAKNESSES What are the main competitors and what do they offer that you can’t do as well or at all? Are there environmental or other macro-level situations outside of your control that could affect how businesses are conducted? THREATS SWOT

4. PRE-SALES VS. POST-SALES STRATEGY Cold leads Potential leads Qualified leads Buying opportunities Close Implementation Service Acquire leads Internal sales Account manager Account manager Account manager Account manager Account manager External sales External sales Sales engineer Sales engineer Sales engineer Account mgmt. Account manager Sales operation Account mgmt. Customer success. PRE-SALES POST-SALES ROLES

5. SALES CYCLE 08 09 01 02 03 04 05 06 07 SALES CYCLE 09. Win back customers or seek referrals 01. Search for leads 02. Make contact with leads 03. Gather information on customer interest 04. Determine sales opportunities 05. Persuade customer with convincing offer 06. Deliver to the customer 07. Follow up to generate customer loyalty 08. Continue to develop customer relationship

6. SALES CONTROL TOOL : ABC ( Clients) ANALYSIS 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% 0% 100% 10% 20% 30% 40% 50% 60% 70% 80% 90% CUMULATED REVENUE PROPORTION OF CUSTOMER A B C A = Most valuable products or customers. They contribute heavily to overall profit without taking up much resources B = Middle-of-the-road products or customers. With some push, can be developed into category A items C = Tiny transactions that are necessary but don’t contribute much value. Where most products or customers live. Aim to automate as much as possible to reduce overhead.

7. SALES PERFORMANCE SUMMARY Customer visits by sales representative - cost calculation TASKS AND ACTIVITIES PER Month Total travel amount for sales representative 48 K Travel time up to 36,000 km 40 Hrs. Breaks up to 1.5 hrs./travel day 45 Hrs. Set-up time. Wait time, downtime 300 Hrs. Active selling time 500 Hrs. Active selling time Annual personnel and material costs Of a sales representative 850Hrs Customer visits (CV) at 1.0 hr./customer 500 Cost per customer visit 220 K