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©Intentional Seller Program / Cippel Consulting

Cold Calls
Proposals

Report

Campaign
Iteration

Needs
Analysis
Prospect

Referral
s

Retain

INTENTIONAL
BUSINESS DEVELOPMENT

©Intentional Seller Program / Cippel Consulting

Sales Activity
• Consistent
• Deliberate
• Urgent
• Focused
• Persistent

INTENTIONAL

©Intentional Seller Program / Cippel Consulting

Critical Sales Activities
New Business
Development
• In-person/Telephone
Prospecting
• Pre-call Planning
• Needs Analysis
Meetings
• Idea Generation &
Strategizing
• Presentations to
Prospects

Account Development Account Management
• Current Client Calls
• Contact Management
• Reporting/ follow up • Procuring
Testimonials
• Campaign Iteration
• Presentation
• Creative Redesign,
Development
Swaps and
Promotional Creative • Business/Industry
Strategy
Trends
• Presentations to Grow • Networking
Revenue
• Referrals

Top sellers make every minute of every day count.

©Intentional Seller Program / Cippel Consulting

Sales Activity Everyday
Monday
8:00
In office
8-8:15
Sales training
8:15-9:30
Email
Voice mail
CRM input
9:30-4:30
Field Calls
- 3 sales calls
- 2 current client calls
- 10 cold calls

Tuesday
8:00
In office
8-8:15
Sales training
8:15-9:30
Email
Voice mail
CRM input
9:30-11:00
Power Hour
11:00-4:30
Field Calls
- 3 sales calls
- 2 current client calls
- 10 cold calls

Wednesday

Thursday

8:00
In office
8-8:15
Sales training
8:15-9:30
Email
Voice mail
CRM input
9:30-4:30
Field Calls

8:00
In office
8-8:15
Sales training
8:15-9:30
Email
Voice mail
CRM input
9:30-3:30
Field Calls

- 3 sales calls
- 2 current client calls
- 10 cold calls

- 3 sales calls
- 2 current client calls
- 10 cold calls

3:30-5:00
Power Hour

Friday
8:00
In office
8-8:15
Sales training
8:15-9:30
Email, VM, CRM
9:30-3:30
Field Calls
- 3 sales calls
- 2 current client calls
- 10 cold calls

3:30-5:00
Sales Meeting
- Cover the numbers
- Monthly projections
- Celebrate weekly wins
-Address any issues

10,3,2 = 10 Cold Calls, 3 Sales Calls , 2 Current Client Calls

©Intentional Seller Program / Cippel Consulting

Simple Sales Activity Summary
10 cold call door knocks. Used to gather info, build your database
makes the phone calls warm.
3 Sales calls per day in pursuit of business, needs analysis and
proposal appointments

2 Current client calls a day (10 per week) quick follow up to report,
iterate, check in on results and measure/manage expectations
3 Referrals per month

3 Testimonials per month
180 Dials a week - Selling the appointment

©Intentional Seller Program / Cippel Consulting

Work the Activity Numbers
• 15 sales calls per week (3 a day)
• 20% average close rate

• 3 contracts/deals per week
• 4 weeks in a month
• 12 contracts a month
• Average or minimum contract amount of X$
• The result = High Impact Revenue Growth

©Intentional Seller Program / Cippel Consulting

The Numbers
• 15 sales calls w/ 20% close rate
• 3 deals a week = 12 deals per month
• An average sale of $250 per month annualized = $3000 per year
• 12 deals per month at $3000 per yr. = $36,000 in gross contract value
• 12 months of consistent sales activity = $36,000 x 12 = $432,000 in

gross contract sales
• What does this really mean?

• Year 2 = $36,000 per month in actual recognized revenue!

©Intentional Seller Program / Cippel Consulting

Reverse Engineer Commission Earnings
With Your Reps
• Help them see the path to earning $
• Ask them to determine their personal earnings goal for the

next 12 months
• Reverse engineer the number back based on commission
paid each month to determine what they have to sell to
get there
• Have them design their 100 day plan to take action and
get there

©Intentional Seller Program / Cippel Consulting

Consistent Sales Activities
YOU - Set the expectation with sellers for full throttle sales

activity
YOU - Provide the structure and measurement for success
from the start
YOU - Set the structure for:
o Power Hour
o Cold calls
o Sales calls
o Client calls
o Admin work
o Training and Team time
Manage the numbers, Mange the numbers, Manage the
numbers!

©Intentional Seller Program / Cippel Consulting

Track Interactions and Contacts
Customer relationship management is an approach to
managing a company’s interactions with current and future
customers

• Every contact matters
• Every touch point matters

©Intentional Seller Program / Cippel Consulting

Tracking Interactions
• With customers, potential customers and contacts
• What happened on the call?
• When should you follow up?
• What are the action steps?
• Activity/history
• Appointments
• Proposals
• Meaningful phone calls
• Emails with sales intent
• Key notes, follow up actions, business relevant insight

©Intentional Seller Program / Cippel Consulting

Without A system To Track
• When sales reps are asked how they manage business

contacts and revenue accounts for follow up, tracking and
renewal without a system the responses sound like:
• The info is in my notebook
• I just try and remember
• I put post it notes on my desk and my wall
• Sometimes I write it down, sometimes I remember it, sometimes I

set a reminder
• If I don’t call them they call me

©Intentional Seller Program / Cippel Consulting

Insight Into Account Opportunities
• Account details
• Opportunity created date
• Projected close date
• Last activity/modified
• Type of revenue (new, ongoing,

reactivated, up-sell, political, seasonal,
house or trade)
• Products presented / closed
• Notes about the presentation, products,
schedule and fluctuation

©Intentional Seller Program / Cippel Consulting

Pipeline and Forecasting
• Revenue pipeline and forecast
• by period (month, quarter, yr)
• Revenue projection by month for up to 12 months
• Revenue fluctuations by season

©Intentional Seller Program / Cippel Consulting

Lens Into Your Sales Operation
• Number of calls
• Number of appointments
• Number of proposals
• Who, what, where,how much

• How to coach
• How to help
• What is key to be involved in

• A sales pipeline takes 90

days to build - you have to
have a lens into your sales
activity and operation!!

©Intentional Seller Program / Cippel Consulting

Revenue Insight Reporting
• Type of revenue
• New business
• Upsold
• Renewed
• Contract
• One time
• Account retention
• Products purchased
• Products retained
• Products purchased together
• Products with highest retention rate

Most CRM systems offer the ability to build views or reports
(exportable to excel or in CSV format) that can be filtered upon a
variety of data inputs

©Intentional Seller Program / Cippel Consulting

Questions

©Intentional Seller Program / Cippel Consulting

Eleanor Cippel
Business, Marketing and Startup Consulting,
Organizational Development and Sales Training
865.712.3656
Ellicip@gmail.com