Virtual Sales Manager (VSM) Program Gary Beechum President & - - PowerPoint PPT Presentation

Virtual Sales Manager (VSM) Program

President & CEO SPC International Online

IT Sales Management and MSP, Cloud and Security Sales Training and Business Development Expert

Gary Beechum

A strategic business executive with 30 years of experience in improving top-line business performance by increasing marketing and lead generation outcomes, accelerating sales velocity and shortening sales cycles.

• Documented Sales Improvement of over 300% for ITSPs, MSPs and CSPs
• John C. Maxwell Certified Coach, Teacher, Trainer and Speaker
• DISC Certified Professional Behavioral Analyst – CPBA
• PIAV Certified Professional Values Analyst – CPVA
• Question Based Selling Methodologies Certified
• Question Based Selling Advanced Methodologies Certified
• Infantry Captain (Ret.) United States Army
• 99+ Strategy
• 99+ Solution Selling
• 99+ Managed Services

Channel Experience and Expertise

SPC is the largest IT business improvement and IT training resource and independent community for IT Solution, Cloud Services Providers and Managed Services Providers (MSP) that wish to increase their efficiencies, effectiveness and net profits. We provide IT business operations, IT sales and marketing and technical service delivery improvement education, training, fulfillment and consulting services to over 30,000 independent IT Solution Providers worldwide. Staffed by industry experts, SPC works with IT Solution Providers to realize measurable operations, marketing, sales and service delivery improvement in their businesses.

What You’ll Learn On This Webinar

• How to Become a Sales

Organization, not a Technical Organization

• How to Hire, Train, Lead a Sales

Manager

• How to Manage and Lead Sales

Professionals

What You’ll Learn On This Webinar

• Why you aren’t realizing peak

performance from your sales professionals

• What it takes to recruit, onboard and

train a successful consultative sales professional

• How to manage consultative sales

professionals against quota and what that quota should be

If You Stay to the End You’ll Get…

• A special link to schedule a call

with me for a free strategic sales review of your organization

• A special offer for me to hire,

train and deliver high performing sales professionals to you

• Some Amazing Bonuses!

Why Is This Important To You Now?

• How much does it cost to manage and pay your existing sales team? Are they

at least paying for themselves?

• What is it costing you when your sales professionals don’t drive GP
• Can you forecast company growth with the existing sales team, can you

count on them?

• Do you have the right sales professionals on your team? What’s the ideal

sales professionals for your culture?

• Are your sales professionals generating 4.5 times their compensation in GP?
• Are your sales professionals great at closing, but horrible at prospecting?
• Can you transition hardware account managers to services based sales

professionals

• Is your VP, Director of sales the most talented at prospecting and winning

business?

• What’s your sales leadership track record at hiring sales professionals based
• n sales professionals performance?

Your Sales Professionals Strategic Challenges

1. Ineffective Marketing Program

– No Consistent Appointments – No Marketing Collateral – No Marketing KPI Visibility – Horizontal - Not Vertically Targeted – No CMO Leadership and Knowledge on Staff

2. Poor New Sales Professional Acquisition and Sales Management Processes

– Inconsistent Recruiting for Key Sales and Marketing Talent – No Dedicated Resource to Actively Find Talent – Ineffective On-Boarding for Sales Professionals – No Consistent Budget for Acquiring Key Talent to Grow Organization – Poor Sales Management and Support for Sales Professionals

3. Unsuccessful Existing Sales Professionals

– Sales Professionals Can’t Close Sales – No Training for Sales Professionals – Ineffective Compensation Plans – Sales Professionals Not held Accountable for Not Closing – No Sales Professionals That Can Lead – No KPI Visibility on Sales Activities – CRM Not Being Used for Sales & Automation Solution – Sales Professionals Don’t Understand Solutions or Target Verticals

How to Become a Sales Organization

• Sales Professionals Profile
• Sales Professionals Accountability Culture
• Sales Professionals Compensation Plan and Incentives
• Sales Professionals Written Sales Process
• Sales Professionals Personal Development Strategy
• Sales Professionals Sales Training
• Sales Professionals Sales and Marketing Process
• Sales Professionals Management Process
• Sales Professionals 60 Day On-Boarding Process

How to Hire, Train and Lead Sales Managers

• Sales Professional by Example
• Trusted Advisor – Consulting Sales Professionals Skills
• Sales Manager Prospecting Skills
• Train and Develop Sales Leaders
• Written Counseling and Accountability
• Structuring Compensation Plans
• Passionate about Relationships with Sales Team
• Client Retention and Management
• KPI Dashboards, Reporting and PSA/CRM
• Identify, Recruit and Lead Sales Talent
• Sales Management GP Quotas

Sales Professionals don’t CARE what you THINK, until they know that you CARE.

How to Manage and Lead Sales Professionals

• Leadership Relationship with Sales Professionals
• Required Activities to Achieve Business Outcomes
• Achieve 4.5 x Compensation in GP – Min. Goal
• Prospecting Philosophy and Strategy
• Sales Professionals Passion
• Solution Stack Role Plays- What Solutions can they Close?
• Sales Professionals 1-2 Year Personal Goals
• Sales Professionals 2-3 Year Professionals Goals
• KPI Dashboards and PSA/CRM Skills
• Sales Professionals Strengths and Weaknesses
• Sales Professionals On-Going Training
• Sales Professionals Deliberate Marketing Support

Sales Managers Compensation

• VP of Sales : $298,000.00
• Director of Sales: $200,000.00
• Sales Manager: $102,000.00

Virtual Sales Manager Program

Introducing: Virtual Sales Manager Program

• Lead and Manage ALL Sales Professionals
• Lead and Train Sales Managers, VP of Sales and Directors of Sales
• Monthly On-site Trainings as Needed
• Monthly On-site Sales Visits with Sales Professionals as Needed
• Develop Effective Sales Compensation Plans
• Recruit and On-Board New Sales Professionals
• Review Marketing Tools, Site, Collateral and Process
• Develop Personal Marketing Plans for New and Existing Sales Professionals
• Train New SPs on Consultative Lead Generation and Appointment Setting Techniques
• Train New SPs on Data Security Sales Techniques
• Train New SPs on Question Based Selling, 5 Levels of Leadership, 7 Step Consultative Sales Process
• Train New SPs on Conducting Effective Sales Webinars and Lunch & Learn Events
• Assess and Determine Verticals to Target
• Establish Sales Activity KPIs
• Review Weekly Sales Professional Meeting Requirements
• Train and Transition Sales Team Management to You or New Sales Manager, Director, VP

Virtual Sales Manager Program

Dashboards, Calculators and Documents

5 Levels of Leadership Trainingpon

If you want life to improve, you must improve yourself.

John C. Maxwell

C S I D

Dominance Influence Steadiness Compliance

The DISC Language and Sales Skills Index (SSI)

20

Weekly Sales Meeting Sales Activities Dashboards

Weekly Sales Meeting KPI DASHBOARD

Total Weekly Sales Won $8,000.00 $8,000.00 $8,000.00 $8,000.00 $8,000.00

Sales Support Manager 6-Mar 13-Mar 20-Mar 27-Mar 3-Apr DAILY Sales Activities Mon Tue Wed Thu Fri Sharon Marketing Activities, Calls, Emails, Site Visits Totals 125 100 75 Appointments Scheduled and Conducted 3 2 1 Proposals Presented 2 1 Sales Pipeline Totals 100k 75k 50k Hours Spent on Proposal Development 2 3 4 Weekly Gross Sales Won 6900 5000 4000 $ 2,000.00 $ 2,000.00 $ 2,000.00 $ 2,000.00 $ 2,000.00 SPC Sales Support Met Expectations Yes No Paul Marketing Activities, Calls, Emails, Site Visits Totals 125 100 75 Appointments Scheduled and Conducted 3 2 1 Proposals Presented 2 1 Sales Pipeline Totals 100k 75k 50k Hours Spent on Proposal Development 2 3 4 Weekly Gross Sales Won 6900 5000 4000 $ 2,000.00 $ 2,000.00 $ 2,000.00 $ 2,000.00 $ 2,000.00 SPC Sales Support Met Expectations Yes No Bob Marketing Activities, Calls, Emails, Site Visits Totals 125 100 75 Appointments Scheduled and Conducted 3 2 1 Proposals Presented 2 1 Sales Pipeline Totals 100k 75k 50k Hours Spent on Proposal Development 2 3 4 Weekly Gross Sales Won 6900 5000 4000 $ 2,000.00 $ 2,000.00 $ 2,000.00 $ 2,000.00 $ 2,000.00 SPC Sales Support Met Expectations Yes No John Marketing Activities, Calls, Emails, Site Visits Totals 125 100 75 Appointments Scheduled and Conducted 3 2 1 Proposals Presented 2 1 Sales Pipeline Totals 100k 75k 50k Hours Spent on Proposal Development 2 3 4 Weekly Gross Sales Won 6900 5000 4000 $ 2,000.00 $ 2,000.00 $ 2,000.00 $ 2,000.00 $ 2,000.00 SPC Sales Support Met Expectations Yes No

21

Sales Professional Compensation and GP Calculator

Sales Professionals Compensation and GP Calculator

Sales Professionals Total Compensation

$75,000.00

Sales Professionals Base Salary

$45,000.00

Sales Professional Yearly Commissions

$30,000.00

Sales Professionals GP Quota

$337,500.00

Average GP Sales

$2,500.00

Number of Sales Required GP Quota

135

Number of Proposal Required @50% Close

270

Number of Appointments Required @ 50%

540

Monthly Appointments

45

Required Monthly Leads or Contacts

450

Weekly Appointments

11.25

Monthly Proposals

23

Monthly GP Sales

11

Monthly GP Sales Revenue

$ 28,125.00

Annual GP Quota $ 337,500.00

22

Sales Professionals Sales 101 Training LMS

REAL-TIME ALERTS

Virtual Sales Manager Program

At The End Of This Engagement, YOU WILL HAVE

At The End of This Engagement, YOU WILL HAVE

• New, Consultatively Trained Sales Professionals (1-2)
• Existing Sales Professionals Trained and Meeting Quota
• Sales Professionals Written Process Completed
• Sales and Marketing Automation 51 Steps Implemented
• Marketing Quotas and GP Quotas for All Sales

Professionals

• Sales Professionals 60 Day On-boarding Program

Implemented

• Sales Professionals Accountability Culture
• Sales Professionals Scheduling 3-4 Sales Visits/ Week
• Existing Sales Professionals 10%-25% Increase in Sales

Sales Performance

Here’s What To Expect In 1st 30 Days…

• You Will Be Fully On-Boarded to

Our Platforms and Discovery Completed

• Sales Comp Plan Finalized
• Sales Ads Running
• Interviews for Sales Professionals In

Progress

• Interview and Train Existing Sales

Professionals Onsite

Existing Sales Professionals Basecamp Project In 1st 30 Days…

Here’s What To Expect In 60 Days…

• New Sales Professional Hired and On-

Boarded

• New Sales Professional in Training
• Marketing Strategy Finalized
• Marketing Scripts, Collateral, Site, Leave

Behinds Finalized

• CSR Implemented with Existing Sales

Professionals

• Sales and Marketing Strategy

Implemented with Existing Sales Professionals

Here’s What To Expect In 90 Days…

• New Sales Professional Setting

Appointments

• New Sales Professional’s Activities

Tracked and Measured in KPI Dashboard

• Sales Management Meetings

Conducted Weekly

• You Are Trained on Sales

Management in Preparation for Transition, Sales Manager, Director

s.spc-intl.com/callgbeechum

Next Step – Schedule A Call With Me!

Email: CEO@spcionline.com Phone: Tanisha, (855) 772-6778 x223

Bonus #1: Web 4.0 Lead-Generating Website!

• Local-SEO Optimized
• Responsive!
• Includes All Content!
• Integrate PSA/RMM!
• 40 Blog Posts!
• Advanced, “One Page” Design!
• Over 100 Pages!
• Google Page Speed 80/100!

Bonus #2: 12 Month ITBB Subscription

• IT Business Builder

Training and Resource Center

• Thousands of resources!
• Largest library for IT

providers anywhere!

– 500+ Videos – 1,000+ Forms, Tools, Collateral – Audio Training – Much more!

Questions?