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Sales Process
This workbook supports the Sales Process subject at www.marketingmo.com.
Guidance for this workbook is available in the Marketing M.O. strategy and planning app. If a worksheet has gray and white cells, the white cells inside the gray area are inputs and the results will be displayed in a printable format in the white area of the sheet. If a worksheet is all white, then the inputs and printable report are the same. Some of the worksheets are linked to previous worksheets. Feel free to enter numbers into previous worksheet cell references if you haven't completed the previous sheets. Calculations and formulas aren't protected, so check blank cells on the report sheets before entering values. Some of the worksheets have tables with summary calculations at the end of the table. If you need to insert more rows, insert them in the middle of the data entry fields so the sum formulas capture the new fields. Some of the worksheets have hidden rows or columns for formula calculations and deleting them will modify some of the features. If you modify worksheets and wish to return to the original format, simply download a fresh copy from your account at www.marketingmo.com.
Copyright Moderandi Inc 2012

5.8.a

Sales Process Conversion Calculation

Outline the steps of your sales process and the % of prospects who move to the next step. Results Calculates your conversion rates at each step of your sales process and your final conversion ratio.

5.8.b

Pipeline Goal Calculation

Determine how many prospects you need to hit your sales goals. Results Calculates the number of and value of potential deals required at each stage of your sales process to hit your revenue goal.

5.8.c

Sales Pipeline Report

Take a snapshot of your sales pipeline at a point in time. Results Calculates the number of prospects that have entered your pipeline, the number still in it, and the number that have fallen out.

5.8.d

Sales Ref Efficiency Report

Determine where your sales reps are spending their time each week and analyze how to improve their performance. Results Calculates the additional value you can produce by revamping your sales actitivities to give your reps more selling time.

5.8.e

Reduce Sales Pipeline Leaks

Determine how to reduce sales pipeline leaks. Results Calculates how many prospects you can keep in your pipeline if you improve specific stages of your sales process.

Sales Process Conversion Calculation

Outline your sales process and determine your close ratio. Of those who reach this step, what % of them will move forward to the next?

Step #

Customer buying step

1 2 3 4 5 6 7 8 9 10 Close ratio: % of total prospects who become customers

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Calculation: Cumulative % of total prospects who reach this step 100.0%

100.0%

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Pipeline Goal Calculation

Determine how many prospects you need to hit your sales goals. Enter your annual revenue / customer goals to see how many prospects you'll need to put in the pipeline and reach each step. Goal: Annual revenue goal from new customers Goal: Number of new customers Goal: Average revenue per deal #DIV/0!

Here's how many NEW prospects you will need in order to meet your CUSTOMER goal. Build your marketing plans around these targets & measure your results. Monthly goal -- you need this many new prospects to reach this stage Quarterly goal -- you Annual goal -- # need this many new of prospects prospects to reach you'll need to this stage reach this stage -

Step #

Customer buying step

1 2 3 4 5 6 7 8 9 10 Total new prospects needed for the pipeline Total deals to close -

Here's your revenue target each month

Step #

Customer buying step

Each month, the Each quarter, the value of the new value of the new accounts entered in accounts entered in your pipeline needs to your pipeline needs hit this figure to hit this figure

Annual goals

1 2 3 4 5 6 7 8 9 10 Value of deals needed to ENTER the pipeline Revenue goal for the period
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#DIV/0!

$ $

$ $

#DIV/0! #DIV/0!
4

Sales Pipeline Report

Sales Pipeline Summary Date: Prepared by:

Step #

Step

# of prospects in this phase at last report

# of prospects currently in this phase

% who are in this phase #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0!

1 2 3 4 5 6 7 8 9 10 Prospects that have fallen out Total prospects in active pipeline Total prospects put in the pipeline 0 0 0 0

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Sales Rep Efficiency Report

Here's where your reps are spending their time each week: Selling: Sending Prospecting: Prospect fulfillment Researching meetings, materials prospects, calls, demos, (literature, cold calling, followups, letters, etc. etc. emails, etc) Preparing Other sales Attending Industry administrativ reports / internal research / e tasks paperwor meetings reading (expense k for sales reports, etc.) reports

Tasks

Proposal/ quote generation

Servicing Prep for existing client customers meetings

Travel

Other

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 TOTAL HRS SPENT HERE/WK % OF TIME SPENT HERE 0 #DIV/0! #DIV/0! 0 #DIV/0! 0 #DIV/0! 0 #DIV/0! 0 0 #DIV/0! 0 #DIV/0! 0 #DIV/0! #DIV/0! 0 #DIV/0! 0 #DIV/0! 0 0 0 #DIV/0! #DIV/0!

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Here's another way to view the data: Category of Task Prospecting: Researching prospects, cold calling, etc. Selling: Prospect meetings, calls, demos, followups, etc. Sending fulfillment materials (literature, letters, emails, etc) Proposal/ quote generation Servicing existing customers Prep for client meetings Travel Preparing sales reports / paperwork for sales reports Attending internal meetings Industry research / reading Other administrative tasks (expense reports, etc.) Other Total Hrs/Wk % of Total 0 0 0 0 0 0 0 0 0 0 0 0 0 #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0!

How would an efficiency improvement impact your sales success? Number of full time sales reps on your team (equivalent) # hrs it takes to put a new prospect in your pipeline (from above) # of additional prospects you could generate per hour of additional selling time: By improving efficiency, how many hours of additional selling time could you give each rep each week?

0 #DIV/0!

Pipeline impact if each rep gets this many additional selling hours per Total incremental new prospects generated Total new customers closed (based on conversion %) Total revenue produced by this efficiency improvement Goal for this period % of goal represented by this improvement alone #DIV/0!

Per week #DIV/0! #DIV/0! #DIV/0! $

Per month #DIV/0! #DIV/0! #DIV/0! #DIV/0! $

Per Q #DIV/0! #DIV/0! #DIV/0! #DIV/0!

Per Year #DIV/0! #DIV/0! #DIV/0! #DIV/0! #DIV/0!

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Reduce Sales Pipeline Leaks

Can you recycle any of Here's how many Can you reduce your your lost prospects? If you prospects will leak leakage rate? If you can successfully recycle this % FROM this stage improve by the % below, of your prospects at this each month if you're you'll add this # of putting this # of new stage, you'll add this many prospects to the pipeline in prospects in your prospects back into the this phase [A] pipeline each month: pipeline each month [B] 0 1 2 3 4 5 6 7 8 9 10 100.0% #VALUE! #VALUE! #VALUE! 1.0% 1.0%

Step #

Customer buying step

Of those who Calculation: LEAKAGE: % reach this step, Cumulative % of of total what % of total prospects prospects who them will move who reach this fall out before forward to the step this stage next?

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[A] Ideas for reducing leakage at each step Step 1 2 3 4 5 6 7 8 9 10 Step Ideas for reducing leakage at this step Next steps(s) Due date

[B] Ideas for recycling leads from each step

Step 1 2 3 4 5 6 7 8 9 10

Step

Ideas for recycling leads from this step

Next steps(s)

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