Sales Manager

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Sales Manager by Mind Map: Sales Manager

1. Get Trust

1.1. Together Not a Treath

1.1.1. More Money

1.1.2. More sucess

1.1.3. IT Business Pro's - Rainmakers

1.1.4. Rainmakers

1.1.5. Its just a game

2. Sales Report

2.1. Weekly

2.2. CEO'S track

2.3. Top 25 accounts

2.4. Hot next 2 weeks close

2.5. Sales calls log in Dynamics

3. Sales Tool

3.1. Elevator Pitch

3.2. Presentation Corp Pres

3.3. ShowCase

3.4. Fit Evaluation

3.5. NDA

3.6. PM's evaluation

3.7. Discovery

3.8. Need analys Pres.

3.9. Proposal in PPT

3.10. Proposal Legal

3.11. Close

3.12. Carnet de charge

3.13. SLA

3.14. Account Op's passation

3.15. Repeat and other opportinities

4. Competitors

4.1. Services

4.2. Products

4.2.1. Ascentium - Cactus

4.2.2. Hybris - iCongo

4.2.3. Demandware

4.2.4. IBM Websphere Commerce

4.2.5. Oracle -Endeca

4.2.6. GSI Commerce

4.2.7. Crossview

4.2.8. BluePort Commerce

5. Product and Services

5.1. MS services

5.1.1. BizCommerce

5.1.2. sharepoint

5.1.3. fast

5.1.4. Endeca

5.2. Overture

6. Sales Budgets

6.1. $8M

6.1.1. $6M eCommerce

6.1.2. $2M S/P int / B2B Portal / SEARCH

6.2. 12 x $250k

6.3. 25 calls semaines

7. Sales Reps

7.1. Farming - Nurture

7.1.1. Bernard

7.1.2. Tbd Account Manager

7.2. BizDev

7.2.1. Max

7.2.2. Tbd

8. 101 Traning

8.1. Ressource to use

8.1.1. last 25 PPT pitched

8.2. Product and Services

9. Training

9.1. Rainmakers

9.2. Sales is an art

9.3. Time

9.4. Phone RV

9.5. Probing

9.6. Fell felt found

9.7. SM Media eReputation

10. Attitude

10.1. Effect on Water

10.2. Perception of sales

10.3. Rainmaker

11. Uniqueness

11.1. Our differentiator

11.1.1. Ockestra magic quadran

11.2. Our leading advantages

11.2.1. Our Methodology (Agile + WaterFall) 20%, aside

12. Sales Focus

12.1. VAR

12.1.1. Microsoft

12.1.2. EPiServer

12.1.3. Agencies

12.1.3.1. Tink

12.1.3.2. William

12.1.3.3. Diesel

12.1.3.4. Publicis

12.1.3.5. Adviso

12.2. Direct

12.2.1. Go after iCongo and Ascentium customers

12.2.2. Voir Tip Top + Tristan + CH de Montreal + Papa Johns

12.2.2.1. Beyond the rack EDC Stapple

12.2.3. Some retailers

12.3. Biz Case + Need to have + Trophees Testamonial

12.4. Total 17 deals for 250K avrg each

13. Motivation

13.1. OffSite

13.2. Resto

14. Introduction

14.1. via Louis

14.2. Not a treath

14.2.1. out of 150

14.3. Context for Orckestra

14.3.1. .net commerce platform

14.3.2. Omnichannel platform eCommerce

15. TradeShows

15.1. eCommerce

15.1.1. WPC2012

15.1.2. Retail

15.1.2.1. eTailCanada

16. dBase to focus on

16.1. Top 500 most speak to

16.2. Top chosen verticals

16.2.1. Retail

17. Q2 Focus on Market - Canada eComerce next step Omnichannel

17.1. dBAse focus canadian retailers

17.1.1. Upsell existing client on beyond de Shoppoing cart

17.1.2. BD Sharepoint ListCustomer Bernard

17.1.3. MAx Internet Ratai and Next 500

17.2. Elevator pitch

17.3. 5 slide PPT

17.4. NDA

17.5. Discorevry

17.6. Project tbd

18. Sales migratin process

18.1. My role

18.2. Train the rainmaker attitude

18.3. Have Fun

18.4. New expectations

18.5. Get a comitment to at least try

18.6. Tools

18.7. Let's do this together

18.8. Why ! 80% 20%

19. Sales Meetings

19.1. On project evolutons

19.2. on Revenue

19.2.1. Upsell

19.2.2. On suspects

19.2.3. Whats' HOT

19.2.4. On sales process

20. Sales Process

20.1. dBase

20.2. Get info on clients

20.2.1. Site

20.2.2. Press Release

20.2.3. LinkedIn

20.2.4. Builtwith

20.3. Call - PRV

20.4. PPT intro

20.4.1. NetMeeting

20.4.1.1. confirmation to go to next step t explore

20.5. NDA

20.6. Discovery

20.7. 24 to 48 month commit relationship

20.8. Discorver Priorities

20.9. Bridge CMO and CIO

20.10. eCommerce Evolution

21. Change management

21.1. What are there fears

21.2. Work with them

21.3. Break the sales paradygm

21.4. Excite them to be top guns

21.5. Get their commit to at least try it out!

21.6. It's just a game

22. Rencontrer Partners

22.1. Microsoft

22.2. EpiServer

22.3. Endeca

23. eTail Canada

23.1. Elev Pitch

23.2. PPT intro

23.2.1. Demo

23.2.2. Testemonial

23.2.3. Case Studies

23.3. Booth if needed

23.4. conjunctoin with Episerver

23.5. Where you are to Whre our outta be!

24. Sales Focus 1

24.1. 20%

24.1.1. B2B Portal

24.1.2. Search

24.1.2.1. FAST

24.1.2.2. FSIS

24.1.2.3. Endeca SAAS

24.1.3. SharePoint - Internal

24.2. 80%

24.2.1. B2C eCommerce

24.2.2. B2B ecommerce

25. 2012 Quarter focus

25.1. Q2-Q3

25.1.1. Canadian Top Retailer

25.1.1.1. $50-150$ sales = EPiServer

25.1.1.2. 500M + = Overture

25.2. Q4

26. Priorities

26.1. 1, improve your measurement methods. Start with better sales forecasting, measure the closing ratio per salesperson, research how many leads you need to close one sale. Better measurement of activity leads to a better understanding of what causes better results.

26.2. 2, improve your sales process. Look at every component and get your team to identify a better way to perform each task.

26.3. 3 take a look at your management process. How much time do you spend with top performers, helping them do better, work more efficiently, capture more opportunities? How much time do you invest in coaching poor performers who are unable to grow?

26.4. 4 how do you motivate your people? Ask your salespeople, "How am I doing?" or "What can I do to help you win?" or "How can I help you grow?" They will tell you where improvement is needed most - you only have to ask.

26.5. 5, commit yourself to never-ending improvement.

27. TOP

27.1. 1. Become a master of change.

27.2. 2. Earn their trust.

27.3. 3. Give feedback.

27.4. 4. Build enthusiasm.

27.5. 5. Get involved.

27.6. 6. Grow and Develop Your Team.

27.7. 7. Lead people to never-ending improvement.