Building a Better Salesycle

Paper Leaf is a UX-focused digital product agency that has grown from 2 people to 18 at the time of this presentation. This deck covers the old sales "process" we had, why we needed to get an actual process, what our current sales process looks like and how we use lag/lead indicators, a CRM, and sales data to create predictable revenue.

Transcript

1. Building a Better Salesycle Jeff Archibald / @jeff_archibald
7. $1.75M
8. How sales used to go.
9. Our old sales process
10. Why we got a process
11. Money (or lack thereof) = stress
12. Wasn’t confident in decision-making
14. Hope is not a strategy.
16. Shitty Wheel
17. Shitty Wheel WORD OF MOUTH
19. How can I build a sales process that would help me sleep at night?
20. How can I use data to predict future revenue?
21. How can I build a more reliable wheel?
22. “Make more sales"
24. What to Measure?
25. 1. Prospects 2. Leads 3. Opportunities 4. Needs Discovered 5. Proposal Presented 6. Verbally Won 7. Contracts Sent 8. Won Our Sales Stages
26. Number Deals Won Value Deals Won
27. Lag vs. Lead
28. Lagging indicators: changes that have already occurred.
29. Leading indicators: predictors of change.
30. What can I control?
31. CAN’T CONTROL Number Deals Won Value Deals Won
32. CAN CONTROL Prospects Contacted New Deals Started Number Proposals Sent Value of Proposals Sent
33. KPIs need goals.
34. 1. Total Won Deal Value: $500,000 2. Deals Started: 59 3. Deals Won: 20 4. Proposals Presented: 39 5. Proposal Value Presented: $1,400,000 6. Prospects Emailed: 80 Current Quarterly Team Sales Goals
35. KPIs also need checks and balances.
36. Value of proposals sent and number of proposals sent
37. Be careful what you measure, you might just get it.
40. Goals need to be logically derived.
41. 1. Total Won Deal Value: $500,000 2. Deals Started: 59 (WR 35%) 3. Deals Won: 20 (WR + ADV $25,000) 4. Proposals Presented: 39 (Check/Balance) 5. Proposal Value Presented: $1,400,000 (WR) 6. Prospects Emailed: 80 Current Quarterly Team Sales Goals
42. In order to win $500k, we need to send out 39 proposals totaling $1.4M.
43. In order to send out 39 proposals totaling $1.4M, we need to add 59 deals (or leads).
44. In order to to add 59 deals/leads, we need to _______, _______, & ______.
47. Word of Mouth RFPs Existing Clients SEO Referral Program
48. Word of Mouth RFPs Existing Clients SEO Referral Program
49. Word of Mouth RFPs Existing Clients SEO Referral Program
50. Word of Mouth RFPs Existing Clients SEO Referral Program
51. Random Pro-Tips or Other Things We Do That May Be Helpful
52. Speed it up. Templates! Automation! Fill-in-the-blanks!
53. The value is in the information and outcomes, not necessarily in the effort itself.
54. 1. Doc Variables 2. Proposal Templates 3. Email Templates
56. Design systems for your future company or sales team, not who you are right now.
59. Use a CRM not only for process, but for the data. Then review the data and adjust your strategy.
62. SUMMARY 1. Start using a CRM 2. Figure out KPIs 3. Assign logical goals 4. Make efficient processes 5. Build your wheel
63. Questions? Jeff Archibald / @jeff_archibald