TAKE A SEAT

Sales
Management
Process
 YOUR FACIS

MOUHEB
JACEM MESTIRI
ABDELKADER
SALES MANAGEMENT
AND
SALES FUNNEL
 SALES MANAGEMENT
Sales management is the process of developing a
sales force, coordinating sales operations, and
implementing sales techniques that allow a
business to consistently hit, and even surpass, its
sales targets.
 SALES MANAGEMENT
ASPECTS

SALES OPERATIONS
SALES STRATEGY
SALES ANALYSIS
SALES OPERATIONS

SET TARGETS
ASSIGN TERRITORIES
ESTABLISH GOALS
 Sales Strategy

Define the sales process, pipeline

Sales Analysis

DATA
Reporting
metrics
CRM
 Sales Analysis

- Number of deals in your funnel

- Average size of a deal in your funnel
- Close ratio, or average percentage of
deals that get won
- Sales velocity, or average deal
lifetime before it is won
LET’S GET BACK TO THE SALES
FUNNEL

the sales funnel (also

known as sales process)
refers to the buying
process that companies
lead customers through
when purchasing products.
• Sales funnel steps
• Awareness Phase - where
prospects become aware of
the existence of a
solution.
• Interest Phase – where
prospects demonstrate
interest in a product by
conducting product
research.
• Evaluation Phase – where
prospects or prospect
companies examine
competitors’ solutions as
they get closer to a final
buying decision.
 • Decision Phase – where a
final decision is reached and
negotiation begins.
• Purchase Phase – where
goods or services are
purchased.
 • Reevaluation Phase – in B2B sales
it’s common for offerings to involve
contracts that need to be renewed.
As a client becomes familiar with an
offering, and especially as a contract
comes to an end, a client will enter a
reevaluation phase during which
they’ll decide whether or not to
renew their
contract.
• Repurchase Phase – where
a customer repurchases a
product or service
 • Reevaluation Phase – in B2B sales it’s
common for offerings to involve
contracts that need to be renewed. As a
client becomes familiar with an
offering, and especially as a contract
comes to an end, a client will enter a
reevaluation phase during which they’ll
decide whether or not to renew their
contract.
BUT HOW A SALES PERSON DEAL WITH
SALES FUNNEL
 Marketing qualified leads

Massive
Calls to action, Images, Coupons and incentives,
Onsite banner ads, Custom pricing, egmented emails
 Sales accepted leads
• Since the subsequent steps are labor intensive,
it is imperative that salespeople carefully
• filter their list of MQLs to identify leads that are
most likely to have the budget, authority,
• need, and timing to purchase their solutions. At
this point, sales teams reach out to SALs to
• better qualify each lead and potentially convert
them into sales opportunities.
 Opportunities in Value Proposition
phase
Once a lead is converted into an
opportunity(meaning that this is an opportunity to
sell),
salespeople must conduct further needs discovery
to see if there is proper alignment
between the value proposition of the product and
the needs of the customer.
 Opportunities in Demonstration phase

To successfully move onto the next stage of the

sales funnel, salespeople must focus their
energy on highlighting ways their particular product
or service addresses the customer’s
biggest pain points. Avoid confusing prospects and
wasting their time by trying to sell
solutions that may not interest them.
 Opportunities in Negotiation phase

In the negotiation phase, proposals and counter

proposals are exchanged in an effort to
finalize purchase and service agreement terms.
 Opportunity won

Finally, the sale is closed and salespeople can

revisit this deal at the end of each contract to see
there are ways to renew or update the
engagement.
Thank you