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30-60-90 day

Sales Plan - JAS Forwarding Worldwide
by

Mahin de Silva

on 8 May 2014

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Transcript of 30-60-90 day

Vision & Purpose
first 30 days
first 30 days continued...
Industry Focus
Sales process
Sales Campaign
to achieve annual sales and profit objectives through
customized logistics & supply chain solutions by conducting
direct sales activity in all canadian provinces on behalf of JAS Canada

Project cargo
Infrastructure projects
Out-of-gauge cargo
Ocean
Air
Fashion & Retail
GOH
Flat-pack merchandise
Healthcare
Pharmaceuticals
HABA ( health and beauty )
Automotive
Spare parts
Government projects
Consumer Electronics


Meet JAS Management and team ( introductions )
Learn JAS Canada complete service offering
Notify all (previous clients, prospects, colleagues) contacts about new role with JAS
Learn JAS IT systems, in-house processes
Understand JAS Canada short term and long term business objectives
Complete SWOT Analysis
Develop "SALES MESSAGE" & "Sales Presentation"
Develop Elevator pitch, Cold calling script, voice-mail script
Get feedback/input from management & fellow AE's
Meet with manager to establish expectations,forecast, plan and review weekly & bi-weekly sales activity plans/goals
Establish S.M.A.R.T goals

Begin prospecting
Identify tier 1, tier 2 and tier 3 accounts
Identify low -hanging - fruit for immediate sales opportunities
Set up tier 1 and tier 2 client visits
Begin to create account plans for tier 1 prospects:
align executive sponsorship where needed
identify key decision makers, discuss relationship gaps-long term plan
Prepare partner meetings for intro's with management
Learn and understand JAS carrier mix and global competitive landscape
Gather market Intel - identify key competitors
Attend corporate & other training pertaining to sales & business development
Renew necessary carrier/partner relationships, seek to establish new relationships
Sales Plan
presented by
Mahin de Silva
30-60-90 day
60 day activity
90 day activity
Activity Monitoring ( actual vs plan )
Review first 60 days activity level and results and adjust plan if necessary
Meet with my manager to discuss business results; actual vs. plan. Discuss any changes in any of the accounts relating to business opportunities
Continue to close opportunities already in pipeline and continue with new business activities
Continue to increase level of contact within my accounts and better understand areas of dissatisfaction with competitive services in order to better position our services/solutions
Planning
Work efficiently and effectively to ensure optimum time and territory management. reduce downtime between appointments and cold calls, focus on daily production, stay current with all reporting (CRM)
Continue ongoing training to further my product knowledge
Develop strategies with AE’s to defend against competitive threats
Continue bi-weekly partner meetings for networking opportunities
Sales Message
example:
Canadian importers use JAS logistics services to help reduce overall freight costs, resulting in an average ..% decrease, compared to the performance of other freight companies





Elevator Pitch
example:
We help companies lower costs of freight and logistics typically by ..% or more by negotiating directly with major vessel operators and Airlines
Voice mail script
example
: ABC unlimited - they are down the street from you..recently credited JAS forwarding with decreasing their shipping costs by 10%. this resulted in their most profitable quarter. i am curious to know how much money we might be able to save for you.
Cold calling script
example:
May i take a few minutes to tell you why i am calling and then you can tell me if we should continue speaking
Networking script
example
: Our customers achieve a 10 to 1 ROI within one year by using our logistics services and solutions to more precisely improve operational efficiencies
Daily tasks/activities
Ensure all tasks set for 30 days are completed
Review past months activity vs results
Discuss results with management ( revise plan if necessary)
Work with product specialists to gain additional product knowledge
Continue daily/weekly networking/prospecting activities that are needed to achieve desired results
Continue monthly/bi-weekly sales training activities (on-line/in-person)
Relationship building activities
Identify executive sponsors in current prospects list and work on developing necessary relationships
If assigned to house accounts - continue to meet key decision makers and sponsors
Continue to close for commitment for further action in the form of follow up meetings, fact finding efforts, introductory client lunches/meetings
Continue to meet with key influential decision makers
Complete other tasks as assigned by management
Sales revenue

Sales revenue

calling times
8.00 am - 9.00 am
4.00 pm - 5.00 pm

call days
Tuesdays & Thursdays
calls per day/week
10 -12 calls per day
20 -25 calls per week
Prospecting Schedule
Meetings with prospects
Visit days
Mondays, Wednesdays & Fridays
Visits
5 - 10 per week
Daily/weekly minimum activity goals
Reach between 5 - 10 prospects each week
25-40 prospects/month
300 - 360 / year
Determine weekly/monthly revenue targets
Establish sales calls vs close ratio required to meet revenue targets
Review plan every month to see if on target
Revise plan to meet revenue goals
Benchmark against fellow AE's to see if results are on par/or if i need to develop certain skills to meet goals
Activity Schedule
Full transcript