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Fast Forward In 2006 Making Your Business More Profitable September 14, 2006

Fast Forward In 2006 Making Your Business More Profitable September 14, 2006. Time and Territory Managing a Sales Person Frank A. Sessa Jr. VP Sales and Marketing. Sales Person Management/Goals. Profile Territory Compensation/Quota Product Set Weekly Management Quarterly Management

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Fast Forward In 2006 Making Your Business More Profitable September 14, 2006

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  1. Fast Forward In 2006Making Your Business More ProfitableSeptember 14, 2006 Time and Territory Managing a Sales Person Frank A. Sessa Jr. VP Sales and Marketing Payroll Associates Users Conference September 2006 – Las Vegas, NV

  2. Sales Person Management/Goals • Profile • Territory • Compensation/Quota • Product Set • Weekly Management • Quarterly Management • Management Participation/Role • Tracking Results

  3. Profile • Sales Experience • Payroll Sales - Pros and Cons • Time Management • Organization • Prospecting Experience • Presentation Skills • Not rejection Averse

  4. Territory • Look for a manageable number of prospects in a given geography. The total number is setting the benchmark for achievement, vertical markets, and results. • SAT – Must manage territory from a sales automation tool/data base • If remote, place inside the territory • 1-100 employee range/maybe higher

  5. Territory, Cont. • CPAs within territory • Banks • Spheres of Influence • Personal Relationships • Map of concentration • Know competitive exposure in given territories -Local and National

  6. Compensation • Base Salary - 35k • Car Allowance - $300/mo. • Expense Reimbursement • 15-25% of annual revenue • 50% of Set Up • Quota of 200k

  7. Compensation • At 17% Rate: - 35,000 Base - 3,600 Car - 34,000 Comm. - 5,000 Set Up Total Annual Compensation: $77,600

  8. Compensation • Tiered Commission Rates • Graduating Base Salary • Quarterly Bonuses • Unit Bonuses • CPA Referrals • Set Up Charges

  9. Product Set • Core Payroll • Software (If Applicable) • Ancillary Programs: -Time and Attendance -Retirement Services -Benefit Services -Referral Programs

  10. Weekly Management • 3-6 hours per week phone activity - Manage time on phone and track results and activity • 5-7 New Qualified Appointments per week • $200,000 annual quota = 16k per month, or 4k per week • Time and Territory Meeting- once a week

  11. Time and Territory Meeting • Discussion of phone activity • Results vs. vertical markets • Retraining on testimonials and success stories for lead development: -Letters -Emails -Promotions -Product specific calls or appts.

  12. Time and Territory • 2 dedicated management participation calls per week • Crunch numbers to hit annual target • Will reinforce daily activity • Shows management’s commitment • Anatomy of a win and loss per week • Call list: -Prospects -CPAs -Spheres of Influence -Groups or Organizations

  13. Quarterly Management • Q Unit Bonuses • Q revenue Bonuses • Incentive programs and contests • Seasonality of Business: January – 5k February – 5k March – 30k April – 25k

  14. Annual Breakdown, Cont. • May – 15k • June – 15k • July - 5k • August - 5k • September – 30k • October – 25k • November – 25k • December -15k

  15. Quarterly Management • Change of pace, if necessary • Understand the difference in quarters based on the industry • Examine Vertical Markets closely • Work back to original goals, and analyze what has been done every day to meet q, and annual goals

  16. Tracking Results • Data Base results • Information gathering • Deriving annual strategies • Things change all the time • Competitive results and tracking • Product Tracking • Ancillary Tracking • Revenue Tracking

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