Introducing
Your new presentation assistant.
Refine, enhance, and tailor your content, source relevant images, and edit visuals quicker than ever before.
Trending searches
Allmark Sales Meeting
6
Sales Meeting
December 2019
Today's Agenda
1
8:00 AM - 9:30 AM
Scott Dodgson - Cornell Cookson
2
9:30 AM - 9:45 AM
15 min Break
3
9:45 AM - 12:00 PM
Sales Presentation
4
12:00 PM - 12:30 PM
Lunch
Sales Rep's KPI
- Booked orders - YTD & Nov
- GP from booked Orders - YTD & Nov
- Opportunities created m- YTD & Nov
- Appointments Attended - YTD & Nov
Booked Orders
&
GP
YTD Closed / Won Opportunities
NOV Closed / Won Opportunities
NOV - GP from Booked Orders
YTD GP from Booked Orders
Opportunities &
Appointments
Opportunities Created - YTD
Appointments Attended - YTD
Appointments Attended - NOV
GOAL: $ 85 M
YTD: $73 M
346 - YTD - VISIT'S
58 - NOV VISIT"S
12
Dec
$ 13,100.00
CARLOS
BERNEY
27 - YTD - VISIT'S
27 - NOV VISIT"S
11
Nov
$ 6,364,890.22
46 - YTD - VISIT'S
654 - YTD - VISIT'S
DAN
45 - NOV VISIT"S
JERRY
64 - NOV VISIT"S
10
Oct
$ 6,872,610.41
LAWRENCE
564 - YTD VISIT'S
471 - YTD - VISIT'S
9
LEE
Sept
$ 9,194,373.68
60 - NOV VISIT"S
50 - NOV VISIT"S
538 - YTD - VISIT'S
DONALD
8
Aug
$ 7,517,674.33
74 - NOV VISIT"S
MICHAEL
711 - YTD - VISIT'S
68 - NOV VISIT"S
$ 5,990,936.56
7
July
June
6
$ 6,278,216.94
Remaining To Reach: $12 M
Lets talk about Inside Sales
- How is it going?
- What are our weak points?
- Where/When/How outside might be asked to kick in
- Upcoming plans
VP of HR
Name:
Experience:
VP of Sales
Name:
Experience:
- Where can we improve?
Inside Sales Flow
VISIT
SALES REP
No Opportunity
OUTSIDE
Opportunity for Projects
Opportunity for Service
Send in appointment details and appointment will be recorded
Wording is too difficult
INSIDE
Nazish will record appointments,
create opportunity and send quote details to service
Wording can be done
from template with adjustments
OUTSIDE / INSIDE
Nazish will record the call, create the opportunity in Net Suite. Joseph will call and set a time to discuss and quote
Sales Rep sends in correct proposal wording from template, price info and appointment details
INSIDE
Inside Sales will draft the proposal. Ralph or Joseph check wording and costing and send it to client
OUTSIDE
Quote Follow up / Closing
RESPONSIBILITY OF OUTSIDE SALES TEAM
Assist setting route
&
Sell
Follow up
Pipeline Management
Liaise with Donald
on
key accounts
Make sure top clients and prospects are continually visited
PIPELINE MEETING FORMAT 2020
Activity list
Run by the Sales Rep. Must pre-plan
1
2
Data must be from NetSuite
Activity list
3
Key data points as requested by Stephanie
4
Use Sales Rep Task List agenda on Drive,
so that I can add questions during the week
COMPETITIVE ANALYSIS
Agenda Template for all Sales Rep's
1) Pipeline overview
2) Large project overview
3) Last week visits by:
- Drop ins
- Existing customers
- Needs
- Other
- New CU
4) MTD Opportunities Created
5) MTD Booked Orders
6) Booked Orders
7) Discuss opportunities created over the past 2 weeks
PLAN MAINTENANCE
2020 Growth Plan
PLAN CHART
Hubert will generate into the drive an additional folder for PM quotes
Planned Maintenance Plan
Plan Maintenance team will get notified once a project is sold
PM Team will create quote and will upload directly to folder in drive
Once projected is completed, 2 - 3 days after Sales Rep will stop by site to review job done and with printed quote offer PM Service
Stephanie will create list and review PM job sold and not sold
ROUNDTABLE
TOPICS
ROUNDTABLE TOPICS
- Data related to CU ownership in NetSuite is going to be locked. Contact Stephanie Sanchez and she will change
- Reminder to Corrim is 12 weeks. Tell clients it is 14 weeks
- Reminder that nursing homes are not good payers. Don’t sell except for Genesis with a PO
- Pedestrian Silo Ramp up. What limits sales the most in this category
- Automatic Door service clients - who are they?
- Sales Rep recorded visit's - How to classify between, B Dev, Visit, Drop In ect.
- Preventative Maintenance Silo plan for increase:
How do we sell automatic door PM’s?
Sales rep visit following every install