SISTEM™ - Account pentration, protection and new business win strategies

Using live accounts and prospect opportunities, your Salespunch™ coach will work with you to introduce SISTEM™ methodologies and tools to define strategies and actions to win new name business and penetrate existing customers.

The methodology is firmly based on understanding the customer’s business drivers including tools to analyse their markets and business strategy as well as a range of practical devices for mapping the decision-making process and a ‘Win-Win’ objective qualification tool for deciding next actions.

For the protection of large existing pieces of business, your Salespunch™ coach will use a special matrix for measuring the strength of existing relationships and vulnerability to competitors.

SISTEM™ tools and methodologies are delivered using Salespunch™ proprietary SISTEMATIC™ electronic account planning templates supported by linkages into client CRM systems where appropriate.

The SISTEM™ Approach

Selection - Define ideal customers and Acc’t team

• Best fit with sales propositions
• Accessibility
• Strategic importance
• Size
• Potential
• Geography
• Select Account team

Information - Analyse current position

• Historical results £ and shape
• Relationship assessment score
• Decision maker types and attitudes. Salespunch DMP grid
• Uncovered bases
• The decision making process and sales / buying cycle
• Needs and wants identified
• SWOT and competitor analysis
• Customer objectives and business environment
• Customer 'information check list'
• Changes/trends
• Probability analysis

Strategy and Tactics - Where to and how?

• Short, med. And long term
• Targets (£, Products, share etc.)
• Strength of relationship
• 'Spying' strategy
• Sales Propositions for each decision maker v the competition
• Funnels to use and F.O.I.C. questions---Pre Call plans
• What, whom and when via Action Planning template
• Letters/proposals
• Telephone calls
• Pre visit/post visit plans
• Visiting plan
• Internal meetings and communication with other departments.
• Support required-role plays, rehearsals, joint selling
• Develop required product knowledge
• Identify and develop skill sets required

Evaluation - New Position

• Probability analysis
• Fit with decision makers' needs and wants
• DMP grid update
• Progress towards objectives
• Action plan review
• Yes/no decision to proceed

Management - Communication

• Ensure that sales 'promises' are being delivered
• Set up communication channels and updating system using appropriate CRM type software
• Listen out for opportunities and threats