Sales Funnel

How do successful sales professionals consistently meet and exceed their sales goals? By understanding the Sales Funnel – the number of prospects they need to maintain at each step in their sell cycle.

Our client wanted to help its field sales staff adopt a Sales Funnel approach. But that meant convincing both sales managers and sales staff that it was worth trying to change old habits.

Our approach included these elements:

• Development Team: We worked with the client to identify a set of “super salespeople” from the field. These master performers were using a form of the Sales Funnel already, were sales award winners, and were well-respected by other field sales people. We also identified two Sales Managers who were enthusiastic about sponsoring a Sales Funnel approach in their region.
• Program Elements: We worked with our team of “super salespeople” to tailor the Sales Funnel to the specific needs of this particular client.
  • We developed a series of client-specific case studies of successful sales practices, based on the Sales Funnel approach.
  • We developed a series of Planning Worksheets for sales people to use as they implemented the Sales Funnel theory in their own territories.
  • We created a PowerPoint-based training program that could be taken on the road, with a detailed step-by-step Instructor Guide on how to present each element.
  • We also developed a Mentoring Guide for Sales Mangers to use as they followed up with their sales people to make sure the Sales Funnel techniques were being used.
• Deployment Strategy: We created a phased deployment strategy, starting in the regions managed by our sponsoring Sales Managers. These Sales Managers presented their region’s results at the National Sales Meeting. A training representative was also on hand to explain how the other Sales Managers could sponsor the Sales Funnel program to their regions.

Special Skills/Software

• Front End Analysis
• Team Building
• Instructional Design and Development
• Consulting on Program Deployment and Internal Marketing

Sales Professionals learned an important technique for maintaining consistently high sales numbers. Because of the way it was deployed, they did not dismiss this program as just another “flavor of the week,” but rather something that their Sales Manager would track and follow up.

Sales Managers were pleased to have a new set of metrics that helped them to help their employees make the sale process more predictable.

For more information about this project, please contact us.