B2B Sales Management Audit Format

The DNA of a Salesperson

  • Role of a referee vis a vis player
  • The concept of MNOC(Min No of Calls/day)
  • “No” is the best answer for a salesperson
  • NONSENSE™ Salespersons (Networking, Objection Handling, Need Analysis, See Prospects, Educate and Serve, No is a good answer, Soft Skills, Engage customers)
  • Promise Quotient(PQ) Level of a salesperson
  • SWITS Relationship Management
  • Business Networking
  • Probing Skills
  • Communication : Storytelling, Active Listening, Voice Throw and Modulation, Paraphrasing, Johari Window

The Sales Process


  • Action Selling System – Key Account Management & Institutional Sales
  • PEAK Selling System – Direct Selling
  • Impact Selling System – Channel of Distribution Sales
  • Call Opening – Salesperson, Concept, Solution, Product
  • The journey from Objection no 1 to Objection no 4 – The From – To Approach
  • Handling the price objection
  • Facing the discount query
  • Closing Techniques

Lead Generation Models


  • Shivaji Maharaj of your area – Guerrilla warfare ( Beats, Routes, Journey Cycles)
  • SPANCO cycle
  • Mapping Customer Clouds
  • Secondary sources of leads
  • E-commerce leads
  • Telecalling
  • Mapping Customer Behavioral Pattern to generate leads – Psychographics, Demographics, Income graphics, Firmographics
  • Email Broadcast, SMS Blast, Direct Mailing, Business Opportunity Meets(BOM)
  • Member Get Member (MGM) schemes

Sales Funnel Management


  • Elements of Sales Funnel – Leads, Opportunity, Proposals, Negotiation, Close
  • The nature of Sales Funnel
  • Thumb rules of Sales Funnel
  • Moving down the funnel with effective sales management
  • Sales Dashboard Tracking

Channel Management


  • Primary, Secondary , Tertiary Sale
  • Pareto’s Rule – ABC Classification of Channel Partners
  • Channel Recruitment
  • Channel Engagement – A, B and C category channel strategy
  • Channel Profitability

3R (Recruitment, Retention & Results)


  • Number, Type and terms of recruitment
  • Compensation Tool Kit
  • Incentive Schemes and the craft of framing it
  • Team Retention avoiding burnout syndrome
  • Hire, Fry and Fire
  • Sales productivity vs performance metrics
  • Dyads of performance

3M (Monitor, Maintain and Measure) Sales Metrics


  • Monitor productivity
  • Maintain past performance
  • Measure Change metrics
  • 3M as a change driving agent in Sales Performance

Upselling and Cross Selling


  • Conducting the Gap Analysis of customers
  • The Tipping Point
  • Process of upselling
  • When , what and where to do cross selling
  • Process of cross selling

Reference Selling


  • The Reference Tree
  • Process of Reference Selling
  • Demand Forecasting for Reference Selling

The Karma of Sales


  • Seamless convergence from Sales to Service
  • Good breeds Good
  • Correlation coefficient of good work and sales numbers
  • Case Studies

Client Servicing and Account Management


  • Node that conjugates and integrates. Power of synergy
  • Understanding the account more than account holder
  • Solutions approach to account management( Not clerical)
  • Action Selling System : 4 Buying Signals, 9 Acts of Sale
  • Clients classwork is your homework
  • Servicing through relationships and Man Fridays

Do not say “Yes” when you want to say “No”


  • The Problem – Do not bargain over positions
  • Methodology – Separate Profile from Problem, Focus on Interests; not positions, Invent Win-Win, Insist on Objective criteria
  • Yes, but – BATNA, Negotiation Jujitsu, Dirty Tricks sword of Damocles
  • Ten Questions people ask about “Getting to Yes” – Fair play, Dealing with people, Tactics, Power

Sales Negotiations


  • Is it a competitive sport?
  • Pareto’s Optimal Curve – The Bargaining Zone
  • K & R’s Leverage Slope of Negotiation
  • Concepts in Negotiation – BATNA, ZOPA,
  • The Starting Point of Negotiation
  • Preparing for Negotiation – Prepare, Discuss, Propose, Bargain
  • 3 Dimensions of Negotiation
  • Possible outcomes of a Negotiation – Compromise, Collaborate, Compete, Accommodate, Avoid
  • 7 immutable laws of Negotiation – You must be buyers first choice, Your solution creates, Anticipate getting squeezed on prices, Be proactive on budget, Expand pie with set of non-monetary trade – ups, Never give without getting (Negotiators Tool Kit), Know your walk away price and conditions
  • Closing the Sale – 7 steps guide to execute negotiation plan
  • Use of closing time “Quick Sheet”

Work Experience


Chief Knowledge Resource (2002 – Present) Strategic Concepts (I) Pvt. Ltd
Sales Management Consulting Business Growth & Strategic Planning
Sales Training Sales Audit Proprietor (1998 – 2002) Concept Consulting Direct Sales Associate for ICICI Bank Ltd,
Airtel and Tata Indicom Knowledge Resource (1992 – 1998)
PH Management Consultants Place Advisory services for Textile Industry Vertical in spinning, knitting and weaving processes Area Manager (1988 – 1992)
Hindustan Office Products Limited Dolphin, Palmtops SE (1985 – 1987)
Eureka Forbes Limited Member of first direct selling team of Eureka Forbes


Dear user,

Please fill this questionnaire to enable us understand the sales management system at your end as on date. On receipt of this, we will raise other questions related to your replies. Once we finish this, we can meet across the table to take the discussion to the next level.

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1. Who is your customer?

2. What are the market segments where probability of finding your customer is high?

3. How do you propose to outreach to the market segments defined above?

4. What is the manpower planning for the sales team?

5. How does the compensation tool kit for the sales team look like?

6. What is the performance and productivity index of the proposed sales team?

7. What is the demand forecasting in terms of targets?

8. What hit ratio do you have in mind for each member of the sales team?

9. What is the M.N.O.C. (Min no of Calls) / day to achieve the monthly targets set by you?

10. What is the time management schedule to achieve this MNOC/day?

11. Have you factored the M.T.B.C.(Mean Time Between Calls) while doing the time allotment schedule above?

12. What is the competition matrix for your product/ service?

13. Conduct a SWOT analysis for your product/service.

14. What is the business model for your B2B partner?

15. How do you intend to scale up the B2B model in terms of wider footprint?

16. What is the customer satisfaction index that you are looking forward to in your B2B network?

17. What is the Training and Need Analysis in the B2B network? How will you roll out your L&D initiatives, if any? What cost? What periodicity? Why?

18. What is the digital marketing strategy and plan of implementation with budgets and time lines?

19. What is the lead generation model?

20. How do you intend to interface and engage the lead? What is the sales process that will be followed?

21. What are the selling aids , sales kit , typical objections and their handling and sales MIS?

22. How will you manage the funnel of leads generated?

23. How will we ensure that there is a robust software in place which will store all data generated with no loss?

24. e-commerce has a lot to do with relationship management in general and CRM in particular. What is the CRM (Customer Relationship Management ) in place with you? If yes/no , how will you manage?

25. What are the legal implications for you when your principals do not follow the rule of the land?

26. What is the budget for BTL and ATL marketing communications before 31st July?

27. What are the defined sales milestones in the next 3 years?

29. What is the cost of acquiring a sale in your system?

31. What is the cost of servicing a customer?

32. What is the opportunity loss to the school when a teacher leaves?

 

Thank you very much for your valuable time.

Good salespersons listen to Facts, not Emotions.

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