3:15 sales process

3 goals

"What % of customers would recommend you?"

Org structure

Ideal Customer Profile. Qualification Questions & Criteria

CRM system

Sales process

Lead management - inbound

- Website flows & leadgen capture forms

- "Life of a lead"

- Waterfall, conversions

- "Time to first contact"

- Trial tools / try-before-you-buy

Layers of the Onion

Databases / list sources

Key metrics / dashboards

Renewal process

Customer Success

Coaching guide / remove the bottlenecks (to CC2)

Comp, quotas, territories

Training

My Month Plan template

Day in a life

Bottlenecks / "What's the least productive use of time?"

Calling techniques

Proposals

Career path

Morale

Culture

Tools (Jigsaw, others)

Waterfalls

Periodic drumbeats (mgmt mtgs, 1-1 reviews...?)

Time management test   http://www.fcprofiles.com/focusflash.html

Peer Collaboration

"Voice of the rep"

Peer groups: for working out, sub-teams, projects...

Whiteboard wiki, wiki

Suggestion box

"Hi-five box"

Hacks

Egg timer

Kaizen

- Win/Loss analysis

- Quarterly offsites, planning refreshes

- Lead/revenue source analsyis

- Career development

- Bottlenecks exercises/assessment

- Experiments drumbeat