Test - Unit 1

Online Sales Course in Strategic Sales Management

Be the change you want to see in the world - Mahatma

Gandhi

Direction One Consulting

Name: ____________________________
Company Name: ___________________________
Enter links for your business / company:
1. _
2. _
Answer the following questions for your sales situation.
1. In the last five years, think back to the best
customers that we have done business with, work
that we did that was most satisfying for us. Write
their names and the kind of business we did with
them:

______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
_____________________________________________________________________________

2. What was common across these customers? Eg

business has a quality orientation, company is growing,
industry is expanding, company is launching new products,
new team is in place, etc.
Now list down below what conditions do we look for in an
Ideal Customer for us?
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
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Direction One
Consulting

______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________

3. Next what was the impact of our product / service on

the customers? What did it achieve? Eg save costs, reduce
process time, increase design capability, etc.
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________

4. Our Mission: Is to keep on making this difference to our

customer and his business.
Our mission is:
_____________________________________________________________________________________
_____________________________________________________________________________________
_____________________________________________________________________________________
________________________________________________________________________________

5. Answer the following questions:

1. How much business will we do two years hence?
2. With how many customers?
3. What will be the average ticket size of each order?
4. Which industries?
5. Which geographies?
6. At what price?
7. At what margins?
8. At what cash flow levels?
3|

Direction One
Consulting

4|

Direction One
Consulting

S
No

Head

Sales Revenue.

Profits.

Investments.

ROI.

Collections / Net working

Capital
Risk management
Industry / geography /
product / customer etc.

6
7

No of customers

Seasonality of business

Status Today

Desired
Status 1/
2 / 3 years
hence

9
10

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Direction One
Consulting

6. ACTIVITY PLANNING - MANAGING

THE

SALES FUNNEL

a. My Current Year Financial Target: ___________________________

Write down your current year vision here. ________________
b. How much of this will be achieved with existing Customers:
_______
c. Subtract b from a to get your target for business from
new customers:_____________________________________________
d. Write down your average order value per
customer.______________
e. Divide c by d to get the number of new customers you
need to convert in this
period.______________________________________
Draw your sales funnel here:

______________________________________________________________________________
______________________________________________________________________________
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Direction One
Consulting

______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________
______________________________________________________________________________

Assumptions on Sales Funnel / Conversion Ratio:

To convert ______ customers, I need to meet _______ prospects
every month.
To meet _______ prospects, I must make ______ calls every month.

My activity target for the month / week:

I will make ________ phone calls per week / month.
I will meet _________ new prospects every week / month.

7|

Direction One
Consulting