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 companys 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 dont 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