Steps:

• Update Sales Board. I want this board to be like a Winner’s Board. Something that looks exciting and impressive. We probably should also have goals… X number of sales per quarter. X amount sold per quarter. The Winner’s Board should list the company name, the date we got the contract and the amount sold. It should include brand new customers… which should be featured as special. And it should include upsells… which also should be special. The board should probably run all year long. I think it should be written in permanent marker. Maybe we could use the paper roll I got from Marc’s.
• List people with proposals and their hottness. This too could be on paper rolls. We should circle the ones we won. There should probably also be a quota for the number of proposals sent out.
• List prospects and their hottness. Also on paper rolls. There should be a quota of total number of prospects as well.

I honestly think sales is just a matter of measurement. Successful sales is measured sales. Marketing is the “How” of sales

Goals
Compare last year with this year… month to month. Then have goal amounts. Base this on the True P&L spreadsheet. Michelle will get me a month to month of true P&L of last year.

SageRock Sales Team
Sage, Rocky, Jenilee.
Sage is ideal for technical meetings, meetings where they like guys, meetings where they have already been working with Sage.
Rocky is ideal for people who like to work with women, meetings where they already know Rocky, meetings where Rocky might be the project manager.
Jenilee is ideal for initial contact, meetings where people are brand new to SageRock, meetings where people aren’t interested in technical details.
Having two or more people involved with prospects is ideal. This will help with the evolution of a prospect into a client.

In order for all of this to happen there needs to be a certain amount of contact that happens with current clients, people with proposals, prospects and suspects. There should probably be a quota with this… Talk to X number of people per week.

Timeline:
Develop quotas for Winner’s Boards by September 29.
Get Boards setup by September 29.
Develop Meet and Greet Weekly Quotas for Sales Team by September 29.

Tower Process
Break into steps
Recruit your team
Break Towers Into Turrets
Make a timeline
Organize Checkins
Communicate progress to team
Offer encouragement