SALES Tools
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Sales Channels
Channel sales is the process of distributing a product to the market, typically by segmenting sales operations to focus on different selling vessels. For instance, a company might implement a channel sales strategy to sell a product via in-house sales teams, dealers, retailers, affiliates, or by direct marketing. Selling your product/service is hard and selecting how to sell your product/service can be challenging all by itself. Make sure you understand all the pros and cons of the sales channels available. This tool will give you a lot of this information.
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Competitive Analysis
Competitive analysis means assessing and analyzing the comparative strengths and weaknesses of competitors; may include their current and potential product and service development and marketing strategies. Making sure you know your competition can really make or break your growth, or even prevent you from getting off the drawing board to begin with. Use this tool to ask yourself some tough questions and if you can’t answer them all, make sure you continue your research!
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External Analysis
External analysis means examining the industry environment of the company, including factors such as any barriers to entry, industry trends, buyer demographics, government impact, technology, and social impact. The primary purpose of external analysis is to determine the viability of a business opportunity or any segment that will drive profitability, growth, and volatility. This tool will give you a good start to asking the right questions.
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Onboarding Sales & Marketing
Onboarding a new employee is a process designed to integrate that employee into the company and its culture. It’s also designed to familiarize them with the information and tools needed to become a productive team member. This tool will give you an example of a 90-day plan to bring on a sales or marketing professional. This is only a guideline and you may need to make several changes but at least you’ll have a starting point!
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Email-VM Campaign
An Email-Voice Mail campaign is a planned, coordinated, and matching set of individual email and voice mail messages that are deployed across a specific period of time with one purpose, such as download a white paper, sign up for a webinar, or make a purchase with a provided coupon. Precisely designed to move the prospect along the sales/marketing process. This can also be used to qualify or disqualify a prospect. This tool gives you an example of one of these programs. Make sure you tailor it to your company!
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Commission Structure Example
Commission is a fee paid based on a percentage of the sale made by an employee or agent, as distinguished from regular payments of wages or salary. This tool gives examples of how to build that commission. Whether to use profit or revenue as the catalyst is not always easy to choose, but we think this might help you figure it out.
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Sales Rep Evaluation
A Sales Rep Evaluation helps you determine which salespeople are performing above or below your standards. This information is not only valuable form a reward perspective, but it can also be used to make sure your quotas are accurate or understand where you need to focus your attention for training and/or coaching opportunities. This download is an example of a basic evaluation but don’t be afraid to amend it to your specific needs…if you need help, just ask!
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SWOT Analysis
SWOT analysis or Strengths (internal factor), Weaknesses (internal factor), Opportunities (external factor) and Threats (external factor) analysis is a framework for identifying and analyzing the internal and external influences that can impact the viability of a company, project, product, place or person. This tool gives you a first step in a possible course correction or whether to even get started in the first place.
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KPI Worksheet
KPI’s or Key Performance Indicators are used to measure values that establish how successful a company is at reaching key business goals. Organizations use KPIs to evaluate their success at reaching their targets. We’ve put together this tool to have a basic KPI guideline for sales. Check it out and let us know if you need some advice!
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Pipeline Calculator
Do you know how many sales calls you need to make on a daily basis? Or how many prospects need to be within striking range of closing? If you want a clearer picture of your sales cycle and what it’s going to take to grow, then this tool is for you. A very simple to use spreadsheet that has all the math built in. And YES - if you need a little help getting started, just send us an email. We’ll give you a hand!
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Lead Scoring Worksheet
Lead scoring can be used to rank prospects against a predetermined scale, which has multiple scoring points on it, that represents the perceived value each lead represents to the organization. This score is then used to determine which leads receive priority. This process is almost always utilized by large companies, so we decided to make a downloadable version to aid smaller companies. Check it out and let us know if you need a walk through with it, we’ll be happy to help!
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Referral Chart
Sales referrals are among the most valuable prospecting methods used by small businesses to generate new leads. A sales referral takes place when an existing customer, established referral partner (someone who will refer business from outside of your direct influence), or an employee (not on the sales team) provides the name and contact information of a prospect to a sales rep. Tracking these resources gives you an opportunity to duplicate your efforts by targeting the most lucrative sources and saying thank you. This tool gives you a simple way to keep note of where your referrals are coming from.
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