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Funnel Vision – The Sales Pipeline Management Board Game

If a traditional approach to learning does not work then why are looking for sales training that follows a traditional approach?

I mean, you know what I’m talking about don’t you…the slides, the classroom, the workbook and the role plays!

The dread from your sales team that they are going to be put through the sheep dip and come out the other side expected to use a new lingo a new process and a display a new invigorated attitude to smashing sales targets.

The Learning Pyramid

Added to that what we know about learning styles and information retention why do you do it?

The Learning Pyramid

Take a look at The Learning Pyramid and question why you’re even considering a class room style approach when learning from others, game play and group work has such an amazing result!

You must be open to a fresh and different approach to sales training and this is why we are sharing this article.

Bringing together game design expertise from Katie Bain from Game Explorers and marketing expertise from Rob Taylor of 0114 Marketing to complement my sales process SPANCOP we are able to share with you Funnel Vision – The Board Game.

Funnel Vision is a sales training game that helps sellers see just what sales pipeline management is and show them through game play the impact and consequences of their choices and activities.

It shows the value in customer management, prospecting and prioritising the right sales opportunities. It’s a dynamic, immersive and engaging way to SHOW and INVOLVE sellers the sales process.

Using a Sales Process

Using SPANCOP as the sales process, sellers will spend money on marketing activities and manage their time to create Suspects for their business or territory. The purpose of the game is to constantly manage the shape of your Sales Funnel ensuring you have a continued supply of Prospects that turn into customers.

Through game play you are coached at the end of specific rounds on the shape of your Sales Funnel. The reasons it looks like it does and the corrective action you can take in the next round to return to the classic shape Sales Funnel.

Funnel Shapes

Many Sales Funnels take on the shape of The Blockage of display the attributes of Feast Or Famine. Understand what you need to do and the actions you need to take is what you learn when you play Funnel Vision

Game play testingFunnel Vision – The Board Game has been through a game play testing and is ready to take to businesses that have sales forces who need help in understanding and appreciating the sales process.

 

Fancy a Game?

This has already proven valuable and insightful for smaller business owners and interesting to sales teams that are not necessarily in a hugely competitive environment where it’s harder to connect to importance of the sales process.

If you have a sales team or lead a sales team that you know would benefit from this new, fresh and innovative approach to sales training then message me and we can take the conversation further.

Steve Knapp Sales-7

Take control of your Sales Pipeline

The Sales Pipeline is a veritable playground for any Sales Manager, but, many don’t know how to play the game of Sales Pipeline Management.

I’ve become increasing interested to understand how effective Sales Managers are in translating the data in their Sales Pipeline into meaningful actions that lead to more sales.

You would have seen research from CSO insights and the Alexander Group that highlights the percentage of B2B sales professionals reaching full quota.

This trend is alarming & there are many other factors impacting this including:

  • B2B Sales Professionals are not adapting their sales approach to the buyers journey.
  • Marketing creating low quality insight & misdirect their customer value propositions.
  • Sales Managers do not have the skills to effectively control a sales pipeline to drive more successful sales outcomes.

So lets spell it out:

The objective of Pipeline Management is to measure the effectiveness & efficiency of your sales process, enabling you to optimise the time spent in each stage of the sales cycle.

Sales Managers are accountable in your organisation to do that & need to be skilled enough to perform this activity.

It is therefore critical that Sales Managers fully understand what is required of them to have an impact on sales outcomes & deliver on that accountability.

Why do I say Sales Managers don’t know how to “play” Pipeline Management?

Let me give you two statistics that were presented at the 2017 B2B Sales Summit in London that I believe indicate loose pipeline practices in a business:

  1. 50% of sales time is spent on deals that never close
  2. 3.2x more sales time is spent on deals that don’t close.

To understand more about this topic I spent time talking with Garry Mansfield the Founder of Outside In.

This conversation gave me a real insight on what are the most impactful things a Sales Manager must do to win the Sales Pipeline Management game.

Sales Pipeline Control Points (leading)

  • Awareness: You must have an overview of all your open sales and as a result you are able to recognise & guide effort to the right priorities. Not all customers are the same. If you are treating all your customers the same you are failing to target prospects based on their value to your business.
  • Assessment: You must know where you are you in each deal. You will have lots of opportunities in the sales pipeline, but feel that you are not able to manage your prospects and sales activities to effectively complete the sales process.
  • Contact Strategy: In B2B sales, there will be several different decision makers and influencers involved at some point. You need to be know where each of them are in the buying cycle & what strategy you have to move them through the cycle to the next stage. The likelihood is the more expensive the product or service you are selling, the more complex the buying team gets.
  • Strategy to win: Start with the strategy to win this piece of business, then you need to be clear on the tactics you will use to deliver this specific opportunity & then follow with a set of specific actions that move each of these opportunities forward. Take a look at these 6 core strategies to win.
  • A clear value proposition: Ensure that you have a strong value proposition. Without it your deal will have a low probability of success & your customer will not see the value of change. Worse they might see the value of change but just not with you.

Sales Pipeline Impact Points (lagging)

  • Data Accuracy: Ensure that the accuracy & the quality of the data in your sales pipeline is in place throughout each opportunities sales cycle. A sure fire way to make this happen is by demonstrating to the Account Manager the value in keeping the data accurate by using it in performance reviews & all reporting.
  • Win Rate: Know your sales pipeline numbers & knowing what to do to improve them is what will drives sales. What number of prospects do you need in your pipeline to make your quota? What are your rates through each stage of the sales cycle? Where does attention need to be placed to increase your Win Rate?
  • Slippage: Have realistic date & time stamps to ensure your sales professionals don’t keep re-stamping stage commitment dates. This messes up the pipeline numbers we just talked about above & shows an unwanted sales behaviour. Using “slippage” data will help you focus your coaching to improve the sales cycle time.
  • Stage Velocity: In order to make the right decisions, you need to be in full control of your sales process, know your customer history and how long it takes you to move a lead from prospect to customer. If you don’t have this kind of visibility of your sales pipeline you will fail to shorten your sales cycles. If your sales cycles are too long, the problem could be that you have a “leak” somewhere in your sales pipeline.
  • Opportunity Advancement: It’s all about moving the opportunity forward & seeing that the owner of the opportunity is making progress. Is the customer moving closer to making a buying decision and a buying decision with your company. This is a key measure of success.

These Control Points & Impact Points will lead to more successful sales outcomes and make your Sales Managers masters of the Sales Pipeline Management game!

If you enjoyed this article please click LIKE and click SHARE to share it with your network. Please also take time to read some of my other recent posts.

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Turning Post Call Reports into great sales insights

5 reasons that Pre Call Planning wins more business

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