WHO WE ARE

“ITM is a business Solutions Provider”


Human Resource Solution
 Labour Hire
 Staff Training
 Recruitment
 Payroll Management
 Expatriate Services
 Salary Surveys
 Talent Acquisition
 Performance Evaluation &
Assessment
The Solutions we Offer
Sales Force Solution
 Telecom Sales Solution
 Banking Sales Solution
 Insurance Sales Solution
 FMCG Sales Solution
Supply Chain Solution
 Material Planning
 Procurement & Integration
 Warehouse & Fulfilment
 Distribution
 Repairs & Returns
Understanding our Sales
Approach
 The ABCs of selling

A Attunement

B Buoyancy

C Clarity
 A is for Attunement

Be attuned to your customers’ needs

and motivations.

Listen to your customers rather than

talking at them.
 B is for Buoyancy

In sales, you will encounter rejection

more than success.

Remain buoyant (optimistic) by

understanding why some sales leads
work out, while others don’t.
 B is for Buoyancy

Leads:
There will be a lot of people
you assume will be interested.

Prospects:
Test your assumptions by
interacting with leads.

Customers:
Convert prospects to customers by
answering all their questions.
 Filling the sales funnel

Inbound sales: Outbound sales:

The customers You go to the
come to you customers

Ideal for high-volume, Ideal for high-cost

low-cost products products (e.g.FMCG
(e.g., an app) PRODUCTS, bulk orders)
 C is for Clarity

Clarify who you are selling to, and it

will become much easier to refine your
sales approach.
 C is for Clarity

Who are you selling to?

Business to business (B2B) Business to customer (B2C)

• Selling to organizations • Selling to individuals
• Outbound sales • Inbound sales
• Goal: Secure bulk orders from • Goal: Attract large numbers
a few large clients of individual customers
 C is for Clarity

Refine your message

Business to business (B2B) Business to customer (B2C)

Customize the message to the Create universal messages for
unique needs of your large clients. different customer groups.

Demonstrate your willingness to Demonstrate the widespread

collaborate with the client. appeal of your product or service.
 Go-To-Market Strategy
4 Quadrants of a successful Go-to-Market
Strategy
•What are you •Who are you
selling? selling to?

Developing a Go-to-
WHAT WHO Market Strategy is an
interactive Process as
each component
impacts the other.
HOW WHERE
•How will you •Where will you
reach your promote your
target Market? product?
 Go-To-Market Strategy

• What are Whole Solution?

you Example: Telco Enterprise Solution
What part of the whole solution
selling?
are you selling? Can you Sell?
WHAT  Voice & Data Services

Product
 What is the whole solution to

Core
 PBX Enterprise Solution
the end user?
 Software/Hardware
 What part of the whole
 Installation
solution can you deliver?
 Service & Support

Services
 Are partners readily for
 Value Added Services
delivering the whole solution?
 Cloud-based Solution
 Value Proposition
What are your Product’s unique benefits?
Value = Benefits - Costs
 Value Proposition must be based on the part of the whole solution you
intend to sell.
 What unique benefits does the product you intend to sell have in
comparison with other competitors?
 Typically compete on either (1) cost or (2) differentiation
- Same Value, <= price
- Greater Value, >= price
 Go-To-Market Strategy
4 Quadrants of a successful Go-to-Market
Strategy.
Sex?
• Who are you
selling to?

WHO
Addressable Urban Core
Market

Think about Segments, NOT market size

Age
and share of Market. Demographics
 Go-To-Market Strategy

•How will you

Channels Strategies:
reach your
target Market?
e- You Customer
commerce

HOW
Direct Sales
Personal You Person/Free Customer
Selling Lancer

Retail You Retailer Customer

Many options for
reaching your target
Market Indirect You Distributor Sales Person Customer
 Go-To-Market Strategy
Channel Selection:
Factors to consider in channel Selection.

• Deal Size/ Product Margin

• Percent of whole product
• Solution Complexity
• Credibility/brand
• Importance of local knowledge
• Time to Market
• Number of Target Customers
 Go-To-Market Strategy
Channel Approach:
Direct Sales: Indirect Sales:
“Key Factors to consider to build a high “Key Factors to consider to build an
performance teams” indirect sales strategy.

• Recruit the best…pay per performance  Reps or Distributors

• Industry experience  Selection
• Be a leader – get involved • Alignment with Target Market
• Manage to targets/activity….Annual, Monthly, • Reputation/brand
weekly(track it)  Management
• Be aware of sales people chasing the “big fish” • Legal agreement( targets, pricing/commissions, info
• Spend time with the top performers sharing)
• Training & knowledge sharing • Market/Account Split
• Tweak the compensation plan if you have the results. • Training
 Go-To-Market Strategy

• Where will you Where will you communicate to reach decision

promote your makers?
product?
 Align your sales plan with your target market.
WHERE
 Focus on reaching decision makers.
 Consider the below promotion types
• Word of Mouth
• Social Media
• Newsletters
• Product Demos
• Advertising(Print)
The numbers
 Performance – B2B
Where we are:
Oct-17 Nov-17 Dec-17 Jan-18 Feb-18 Mar-18 Apr-18
Gross Rev. 150,000 1,537,000 1,345,000 1,158,000 3,695,000 4,215,000 3,380,000

FreeLancer's Related Costs

Direct Commissions 90,000 922,200 807,000 694,800 2,217,000 2,529,000 2,028,000
Transport & Communication 7,000,000 5,950,000 3,360,000 1,191,600 1,559,000 1,463,000 1,076,000
Total Costs 7,090,000 6,872,200 4,167,000 1,886,400 3,776,000 3,992,000 3,104,000

Gross Profit/Loss - 6,940,000 - 5,335,200 - 2,822,000 - 728,400 - 81,000 223,000 276,000

Supervisor Related Costs

Fixed Costs(Salaries) 5,349,327 5,349,327 5,349,327 5,349,327 3,448,277 3,448,277 3,019,063
Variable Costs - - - - 60,000 480,000 417,000

Net Profit/Loss (RWF) - 12,289,327 - 10,684,527 - 8,171,327 - 6,077,727 - 3,589,277 - 3,705,277 - 3,160,063
Net Profit/Loss (USD) -$14,357 -$12,482 -$9,546 -$7,100 -$4,193 -$4,329 -$3,692
 Performance – B2B
Where we want to be – Projected
May-18 Jun-18 Jul-18 Aug-18 Sep-18 Oct-18 Nov-18
Gross Rev. Projection 12,840,000 12,840,000 12,840,000 12,840,000 12,840,000 12,840,000 12,840,000
Gross Earnings
Target Achv't Commissions 6,676,800 13,353,600 15,022,800 15,022,800 15,022,800 15,022,800 15,022,800
Less(VAT & Excise Tax) 6,069,818 10,549,344 11,868,012 11,868,012 11,868,012 11,868,012 11,868,012
Transport Allowance 4,000,000 4,000,000 4,000,000 4,000,000 4,000,000 4,000,000 4,000,000
Gross Total Earnings 10,069,818 14,549,344 15,868,012 15,868,012 15,868,012 15,868,012 15,868,012

FreeLancer's Related Costs

Direct Commissions 7,704,000 7,704,000 7,704,000 7,704,000 7,704,000 7,704,000 7,704,000
Transport & Communication 1,322,400 1,322,400 1,322,400 1,322,400 1,322,400 1,322,400 1,322,400
Total Costs 9,026,400 9,026,400 9,026,400 9,026,400 9,026,400 9,026,400 9,026,400

Gross Profit/Loss 1,043,418 5,522,944 6,841,612 6,841,612 6,841,612 6,841,612 6,841,612

Supervisor Related Costs

Fixed Costs(Salaries) 3,000,000 3,000,000 3,000,000 3,000,000 3,000,000 3,000,000 3,000,000
Variable Costs 700,000 700,000 700,000 700,000 700,000 700,000 700,000

Net Profit/Loss (RWF) - 2,656,582 1,822,944 3,141,612 3,141,612 3,141,612 3,141,612 3,141,612
Net Profit/Loss (USD) - 3,103.48 2,129.61 3,670.11 3,670.11 3,670.11 3,670.11 3,670.11

Total Cumulative Net Rev. -$ 3,103.48 -$ 973.88 $ 2,696.23 $ 6,366.34 $ 10,036.45 $ 13,706.55 $ 17,376.66
 TEAM Discussion
What support do you need to turn around the business?.......
Thank You!