Sales Mind map 2

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Sales

CSO

Build National Account

30% of time doing this

Current

Acquire more locations

Become a better Coach

Why Coach:

Have more fun

Change the culture

No competing with sales reps

Improve Forcast Accuracy

Reduce Work load

Gain Trust & Loyalty

Retain Top Talent

Move Middle performers to top performers

Turn around under performers

Increase Sales Performance

70% of time spent doing this

Work with Sales Team more frequently

Build their confidence

Travel to locations

One on On'e

Give them more tools

Hot Shot/Curier

Build Hot Shot Business

Locate better Prospect lists

Develop Sales Team to sell HS

Concentrate on locations that can provide the service

Set Quartly goals

Sales Team

Sales Team View

Sales Assembly Line

Diagnosing/Closing

Discovery/Presenting

Prospector/qualifyer

Development

Ride-a-longs with BDM's weekly

Location Visits to sell

Sales Tip of the Week

Monthly 1 on 1

Marketeers

BDM's

GM/OM's

Traning

Training Schedule

GM/OM field training

New Hires

Field Training

ride-a-longs

Class Room

Field operations

include Operations

Training Manuel

Update

Send Updates

2x a year

Recruiting

Personality test

Type of candidate

Locations

Dedicated

Re-Develop the A-Z of Sales

Make certain that each manager and BDM understand what Diligent sells and teach them the entire process from prospecting, close, and follow up. Re-create the process if need be. Define each step of the process and have specifc actions for each step.

Worst type of customer

Industries to build

Industrial Supply

Pharmaceutical

Bonded

Certifications

special Ins.

Medical Supply

Business Products

Office Supply

Re-evalute the Big 3

can we make money working for the Big 3:

Office Depot

Office Max

Staples

Office Supply Chains

Automotive

Tire Dist.

Dealer Groups

Wholesalers

Distributors

CRM

Work with Marketing on this

Sales/Marketing Material

email templates

Better Service offerings

Cost saving

Attention getting

Introduction

Sorry I missed you, stopped by

Sorry I missed you, phone call

follow up

Appointment set for...

thank you for talking to me

thank you for meeting me

give-a-ways

Brochures

Trifolds

Dedicated V.P.

Freight V.P.

One-sheet hand outs

Lead Generation

Sales Genie

Email Blasts

Mail Outs

Cold Calls

Telemarketing

PPS

Freight

Sales Process

Best type of customer

Primary Customer Type

Small-Mid Size companies

Smaller O&G companies

Asset based trucking companies

Freight Forwarders