FSMO Case Study1: Doubling Sales in a $100 million Company

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Doubling the rate of Sales in a $100 million Company by managing a simple Sales Process

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PERFORMAX Case Study #1 Based on the Philosophy of Process Management, ie: You cannot manage Result$! You can only manage the activities that will yield Result$:

Copyright PERFORMAX 561.202.8163 PERFORMAX Case Study #1 Based on the Philosophy of Process Management, ie: You cannot manage Result$! You can only manage the activities that will yield Result$ New VP Sales 1 st Company Forecast End of August Forecasting for September 3 Reg. Directors, 10 Branches, 70 Sales People

PowerPoint Presentation:

Copyright PERFORMAX 561.202.8163 Plan versus Forecast versus Actual Forecast by District in Million of $ ----------- 30 Day Forecast ----------- Plan East Central West Total Actual Mth $/mth Fcst $ Fcst $ Fcst $ Fcst $ # Sold Sept $10 $2.5 $7.1 $8.0 $17.6 ??? How much do you think we Sold?

PowerPoint Presentation:

Copyright PERFORMAX 561.202.8163 Plan versus Forecast versus Actual Forecast by District in Million of $ ----------- 30 Day Forecast ----------- Plan East Central West Total Actual Mth $/mth Fcst $ Fcst $ Fcst $ Fcst $ # Sold Sept $10 2.5 7.1 8.0 17.6 $5.7 What would you do?

PowerPoint Presentation:

Copyright PERFORMAX 561.202.8163 Cust / Forecast $ & % Prospt Prod / Service 30 day 60 Days 90 Days ABC Inc Widget $100 / 90 XYZ Ltd Spling $200 / 50 LMN Inc Widget $80 / 75 POO Ltd Rung $300 / 50 UPO Inc Wodget $100 / 100 FUN Inc Widget $100 / 50 Old Forecasting System for: Fred Cust / Prod / Forecast $ & % Prospt Service W Q P 30 day 60 Days 90 Days ABC Inc Widget Y Y Y $100 / 90 XYZ Ltd Spling Y Y $200 / 50 LMN Inc Widget Y Y Y $80 / 75 POO Ltd Rung Y Y $300 / 50 UPO Inc Wodget Y Y Y $100 / 100 FUN Inc Widget Y $100 / 50 Opportunity Tracking & Forecasting System for: Fred

PowerPoint Presentation:

Copyright PERFORMAX 561.202.8163 $? $? $? Cust / Prod / Forecast $ & % Prospt Service W Q P 30 day 60 Days 90 Days ABC Inc Widget Y Y Y $100 / 90 XYZ Ltd Spling Y Y $200 / 50 LMN Inc Widget Y Y Y $80 / 75 POO Ltd Rung Y Y $300 / 50 UPO Inc Wodget Y Y Y $100 / 100 FUN Inc Widget Y $100 / 50 Opportunity Tracking & Forecasting System for: Fred 30 Days 60 Days 90 Days Working $ $ $ Qualified $ $ $ Proposed $ $ $ Result$

PowerPoint Presentation:

Copyright PERFORMAX 561.202.8163 ----------- 30 Day Forecast ----------- Plan East Central West Total Actual Mth $/mth Fcst $ Fcst $ Fcst $ Fcst $ # Sold Sept $10 2.5 7.1 8.0 17.6 Propd 1.6 3.8 4.0 9.4 $5.7 $? $? $? 30 Days 60 Days 90 Days Working Qualified Proposed $9.4 Result$

PowerPoint Presentation:

Copyright PERFORMAX 561.202.8163 ----------- 30 Day Forecast ----------- Plan East Central West Total Actual Mth $/mth Fcst $ Fcst $ Fcst $ Fcst $ # Sold Sept $10 2.5 7.1 8.0 17.6 Propd 1.6 3.8 4.0 9.4 $5.7 Oct $10 6.1 7.9 8.8 22.8 Propd 4.3 5.2 6.2 15.7 ??? $? $? $? 30 Days 60 Days 90 Days Working Qualified Proposed $15.7 Result$

PowerPoint Presentation:

Copyright PERFORMAX 561.202.8163 Plan versus Forecast versus Actual Forecast by District in Million of $ ----------- 30 Day Forecast ----------- Plan East Central West Total Actual Mth $/mth Fcst $ Fcst $ Fcst $ Fcst $ # Sold Sept $10 2.5 7.1 8.0 17.6 Propd 1.6 3.8 4.0 9.4 $5.7 Oct $10 6.1 7.9 8.8 22.8 Propd 4.3 5.2 6.2 15.7 $8.8 But my 60 & 90 day Funnels are dry?

PowerPoint Presentation:

Copyright PERFORMAX 561.202.8163 Plan versus Forecast versus Actual Forecast by District in Million of $ ----------- 30 Day Forecast ----------- Plan East Central West Total Actual Mth $/mth Fcst $ Fcst $ Fcst $ Fcst $ # Sold Sept $10 2.5 7.1 8.0 17.6 Propd 1.6 3.8 4.0 9.4 $5.7 Oct $10 6.1 7.9 8.8 22.8 Propd 4.3 5.2 6.2 15.7 $8.8 Nov $10 8.8 9.0 8.8 26.6 Propd 6.1 6.2 5.0 17.3 $9.7 Dec $11 7.1 10.0 9.3 26.4 Propd 4.7 7.3 6.8 $18.8 $10.5 Eureka…Managing the Process Worked!

PERFORMAX Case Study Lessons Learned:

Copyright PERFORMAX 561.202.8163 PERFORMAX Case Study Lessons Learned The Philosophy of Process Management Works! ie: You cannot manage Result$! You can only manage the activities that will yield Result$ Knowing your Funnel size and shape is Key to knowing the required mix of Sales Activities If in doubt raise the Quantity of Sales Activities; then focus on raising their Quality Plan the Funnel needed by Quarter to make main Goal$; especially Top of Funnel (TOF) Ensure Sales & Marketing share the TOF Goals, and that everyone involved has clear individual Funnel Goals, plus Activity Plans to make them! Peter Michie peterm@performax.com

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