To help people setting up a sales process - Specific to small IT companies

1. Sales Process - Proposed
Sadiya Naseem

2. Objective
Tools /
Technology
To achieve sales targets by penetrating in to the market via
right route and with effective strategies.

3. Tools /
Technology
Web
Services
The core services offered to the clients will be focused on their IT needs
and will include :
• Website Development
Static Websites, CMS Driven Dynamic Websites, Interactive Websites , Ecommerce
Stores and Marketplace on any platform (PHP or .NET)
• Mobile Apps
Informative Apps, Transactional Apps, Action Oriented Apps, Feedbacks and
Ratings Apps and Engagement Focused Apps on any mobile platform (Android or
Windows)
• Other IT Services
Solutions for their small IT needs. Such as LMS, CRM, HRM, Payroll and API
integration etc.
Services to Sell

4. Tools /
Technology
Web
Services
Considering the price range of the services (6 – 12 Lacs per deal) ,
following are the proposed targets for Q3:
• Website Development – 25 Lacs
• Mobile Apps – 24 Lacs
• Other IT Services – 11 Lacs
The total target for Q3 for all the mentioned services will be 60 Lacs
Target

5. Approach to Achieve - Process
Tools /
Technology
 Target Customers
 S.P.A.N.C.O Implementation
 Suspect
 Prospect
 Approach
 Negotiation
 Closure
 Order
 Funnel Management
 Monitoring Mechanism
 Sales Support System
 Resources and Training

6. Target Customers/Industries
Tools /
Technology
With 243 million internet users, India has widely opened the market
for IT Companies for any industry right from retail, media,
manufacturing, logistics, finance, education, fashion to hospitality etc.
However there are still some key areas where the potential is even
higher.
Startups/ Entrepreneurs
Ecommerce Ventures without Mobile Apps
Offline Retail Chains
Strategic Alliances with IT companies
Barter opportunities

7. S.P.A.N.C.O Implementation
Tools /
Technology
There are different steps in the sales process and each step has clear cut
deliverables. SPANCO implementation breaks downs sales process into
components for a clear monitoring and gap identification at each stage, the
client goes through. It gives a number driven approach and end to end
visibility

8. Suspect
Tools /
Technology
 Identification of the Suspects
Researching and creating the database of the suspected clients
using various tools:
 Online Directories
 Search Engines
 Social Media Platforms
 Startup Platforms
 References
 Self contacts list
Filtration of the suspects basis on the industry type, contact details,
authority level, pocket size and need.

9. Prospect
Tools /
Technology
 Prospecting the Suspects
Validating the suspects, identifying the prospects out of the list
and reach to the right contact via various communication
methods applied after proper research
 Cold Calling
 Mailing
 Recommendation from a common contact or existing client
 Conducting webinars
 Active presence on the platforms where target customers are active
Note : Number of clients dropped out from suspect stage to be
reported with reason

10. Approach
Tools /
Technology
 Handle with care – stage of get or let go
By this stage both customer requirement and interest in the
services offered are identified. A customer has to be approached
very calculatedly from here. Interest can be maintained via the
following actions
 Taking the client requirements correctly
 Sending proposals and offerings along with testimonials
 Let the client know the company profile along with the awards and
recognitions
 Strong relationship to be maintained to get the lead qualified for the
next stage
Note : Number of clients dropped out from prospect stage to be
reported with reason

11. Negotiation
Tools /
Technology
 The quotes decide – remember profits
If the customer has liked the proposal and validated the company
profile, will move to negotiate on the quotes.
 Show competitors pricing
 Divert the negotiation on the number of dedicated resources, project
delivery time, tenure of the agreement, AMC etc
 As a last option offer bearable discounts to close
Note : Number of clients dropped out from Approach stage to be
reported with reason

12. Closure
Tools /
Technology
 At the edge – Sign the agreement
Proposal passed on mutually decided quotes and now and
agreement has to be drafted and signed
 Draft a very clear scope document
 Get a crisp and clear agreement drafted
 Get it validated from the client to avoid confusions
 Be fast in locking the deal as the PO is not yet released
Note : Number of clients dropped out from negotiation stage to be
reported with reason

13. Order
Tools /
Technology
 Its Done– PO Released
Agreement signed and forwarded to the finance. The job is all the
more difficult and requires rigorous follow-ups
 Set a timeline for the agreement or proposed quote to create urgency
for PO
 Follow up and fox the gap if any
 Get the PO released
Note : Number of clients dropped out from closure stage to be
reported with reason.
- Number of clients from Order Stage are to be reported to the
post sales team

14. Funnel Management
Funnel plays a critical role in sales process. It gives clear insights of the activities
and helps projecting the right numbers
•Suspect
•Prospect
•Approach
•Negotiation
•Closure
•Order

15. Funnel Management
Tools /
Technology
 Are their enough leads and opportunities
 Is the rep producing enough activity
 Are all opportunities in the funnel
 Are the opportunities real
 Are their enough opportunities to meet future goals
 Identify issues
 Ask the right questions
 Is it understood how to define a qualified opportunity
 Are we speaking to the decision maker/s (people in the know)
 Is their a need/problem
 Is their a solution you can provide
 Who else is trying to meet the need or fix the problem
 Is their a desire to fix the problem

16. Monitoring Mechanism
Tools /
Technology
There has to be strong monitoring mechanism and MIS structure for daily
weekly and monthly basis.
 Stage wise spanco report with numbers
 Sales report
 Scheduled /Done follow-ups report
 Rep wise performance report
 Sales projection report
Quality audits are to be conducted time to time
 Pitch monitoring
 Documents auditing
 Funnel auditing
 Mock calls

17. Sales Support System
Tools /
Technology
 Pre-sales
Appropriate marketing initiatives to be planned in order to increase brand
awareness and generate leads. Such as mailers, campaigns, CSR
campaigns, paid media, PR , events participations and online presence
etc.
Collateral support for service briefs, company profiling, presentations,
agreement drafts etc.
 Post-sales
Post sales or client on boarding process can be a key component in getting
repeat customers and references. The same has to be very clearly
defined and executed aptly. Accounts managers to maintain healthy
rapport with the clients and ensure the time delivery of the projects.
Progress reports to be shared with clients time to time

18. Resources
Tools /
Technology
 Resource Required – 03
 For Presales (01)
Suspect identifications (data research) and collateral support
 Leads Generation (01)
Creating a roadmap to reach out the suspect directly, prospecting
the suspects assigned and bring them on approach level through
cold calling, mailing and using other communications tools

Meetings and Presentations (01)
Managing the generated leads from pitch to closures. Ensuring
maximum conversions and achieve the targets assigned. Front
facing the client till the end of the onboarding process.

19. Resource Planning and Training
Tools /
Technology
Resource Required – 03
 For Presales (01)
Suspect identifications (data research) and collateral support
 Leads Generation (01)
Creating a roadmap to reach out the suspect directly, prospecting
the suspects assigned and bring them on approach level through cold
calling, mailing and using other communications tools
 Meetings and Presentations (01)
Managing the generated leads from pitch to closures. Ensuring maximum
conversions and achieve the targets assigned. Front facing the client
till the end of the onboarding process.
Trainings to be organized for complete pitch process and KRAs

20. Important Points
Tools /
Technology
• Only domestic market has been considered
• Have only talked about direct sales process. We can also introduce
other channels (such as resellers, online sales, cross selling, up
selling, B2B sales etc.)
• Have not talked about leads division basis on deal size
• Have only considered self generated leads
• The numbers(target) are indicative only and might vary upon
discussion

21. Thank you!
Contact for consulting.
Happy Selling!
Sadiya Naseem