| Sales Task Management: | | Totally Integrated Energy Service (TIES) is the bespoke application service that integrates Sales Task Management, Brokerage Task Management and Financial Task Management into a single Client Relationship Management (Bespoke Application Service) Service. By integrating all task management services into the same Bespoke Application Service, re-entering data is avoided, productivity is increased and management get a single holistic real time view of their business. | | TIES sales management is based on the Miller Heiman methodology that has been proven to be very effective in strategic sales situations. To remain relevant to todays social sales networking, the number of sales tasks has been simplified and focus is on sales mentoring, collaboration and real time coaching. The effect is that sales people are not on their own, but are continually interacting with experienced people who can offer relevant informed advice at the right time. | | ASP provide bespoke application services, not sales training courses. Sales training from Miller Heiman or similar strategic selling organizations can be fully built into TIES Bespoke Application Service to provide a seamless integration of sales methodology and application service. |
| Tools: | | Telephone, email, Internet and TIES Bespoke Application Service are the four tools needed to be an effective and wealthy sales person. Every telephone call must be summarised as a work-done task with list of applicable follow up actions. Every email call must be summarised as a work-done task with list of applicable follow up actions. Every face-to-face meeting must be summarised as a trip report task with list of applicable follow up actions. | | When a sales person is handling a large number of prospects, they can expect to close a similar percentage as people handling a smaller number of prospects. It could be said that earning potential is directly proportional to the number of prospecting being worked. The only way to manage a large number of prospects in an effective way is to ensure that every prospect relationship is formally recorded for reference. Sales management are better able to help close an opportunity when they are able to reference all the work being done and offer guidance based on experience at the correct time. | | TIES Bespoke Application Service will not make you a successful sales person, but complete and correct data will provide you with a good road map to leverage that data into commission. Bespoke Application Service is a multi-billion dollar business because it has proven to help sales over the last 40 years - those that use their Bespoke Application Service tools well will do better than those without Bespoke Application Service tools. |
| Bespoke Application Service Era: | | The sales process has changed dramatically over the last 10 years and will change even more in the next 10 years. In the good old days, the sales process was all about achieving the "close". Today it is all about managing the prospect relationship and buying cycle. Tommorrow with continual monitoring of energy usage, account management will be about proactive client relationships so probems are eliminated. | | The Account Manager needs real-time information about their clients so they can monitor and manage energy usage, identify usage exceptions and ensure that the client is always switching to the correct tariff based on many factors. Today is is hard to gather all the data needed to be an effective account manager, but just because it is hard, does not alter the fact that to provide an Energy Brokerage service is continual relationship and not a one-off "close the sale". The account manager needs a first class Bespoke Application Service to manage all the data they need to continually manage many clients energy usage. It is known that smart meters will be installed in the next few years and that will generate thousands of times more data than an annual consumption - the Bespoke Application Service must be ready to handle the massive amount of smart meter data with dynamic rates. | | When will companies have an appointed Chief Environmental Officer (CEO) and/or an Environmental Scientist - such an era is likely. The environment is important to everybody and companies will need to respond by not only reducing their energy costs, but measuring and managing their carbon footprint. Collaboration is important and that means between companies as well as within a company - only a first class Bespoke Application Service can support collaborate data management. | | We began with photovoltaic pannels on the roof - 5 KW can be self-generated on a good day and on-grid means we earn income from what we generate. We added battery backup so the extra electricity generated during the day could be used in the evening. The building is peppered with sensors and controls so lights are automatically used only when needed, air conditioning is only used as needed and heating is only used as needed. Insulation in the building was taken to extreme levels to ensure the building is air-tight and heat loss/gain is very small. The building has blinds to keep out sunlight when it is too hot and 1KW heat pumps provide continual hot water. Washer-drier cycles are scheduled when energy is free and even the coffee machines switch off when energy costs increase. Our electric cars are recharged using free electricity with battery inverters meaning that when the grid goes down, our energy supply are guaranteed for many hours - computers do not power down. Investment - 1.4% of the building capital cost to provide energy freedom and flexibility. Sensors mean that continual screen readouts are provided to enable every aspect of energy to be truely managed in real-time. |
| S1. Prospect State: | | Any company details in the Bespoke Application Service have a default state as "Prospect" - any number of prospective company records may exist. When a client is lost, the sales state is reset to Prospect. | | Company data is never deleted, even when a company is closed, it remains in the Bespoke Application Service as a prospect to defined that the company is now closed. Prospect data in the Bespoke Application Service is provided for the benefit of the sales team only - brokers and finance have no reason to process prospect data. |
| S2. Qualified State: | | Many prospective company records may be rejected from further sales effort because they do no qualify to a typical target client profile. For example; a sole trader may have an energy consumption that is below a threshold that generates more revenue than costs. | | Sales tasks to gather qualifying data may be done by research, surveys and/or face-to-face meetings. Any company located at more than one address is a typical company where energy procurement is likely to be cost effective. Any company with more than 10 staff may match a typical profile where energy costs need to be minimised. | | Qualification is achieved by entering relevant field values in the Bespoke Application Service. Every prospect interaction should be recorded by way of a task report with optional attachments. A Companies House report may be assembled each year to ensure that shareholder and address changes can be accurately tracked. | | Strategic selling may require the sales person to know the prospects business very well before any face-to-face meeting takes place. |
| S3. Quantified State: | | Sales activities need to focus on the creation of the magic field value as "Sales Value". To estimate the value of the sale, the number of meters and annual consumptions are needed. When a sales person can assemble the sales value, then they will find a mentor to help them close the order and earn the commission. | | Experience may be found that until a prospect is correctly quantified, then any sales effort to overcome objections may be obsolete. By applying focus on what may be earned, then sales efforts can best be directed to those prospects that will maximise commissions. |
| S4. Overcome Objections: | | It is possible that the sales person with patience will earn more commission in the longer term than those that are too aggressive. Prospects tend to be adverse to sales pressure and may well pull back and delay an order when the pressure to close is too great. A sales person earns the right to ask for an order by putting in a lot of hard work on behalf of the prospect to estimate potential savings. An assumption close may well reward the hard work put in, but patience can be a virtue as the prospect decides on such a significant energy long term relationship. | | When the prospect does agree to sign the applicable documents, professional speed and efficiency is paramount, rather than cheering and celebration. Objections melt away when the sales person is on the side of the prospect looking for a collaborative win-win situation. |
| S5. Account Management: | | A sales person earns commission by account management, rather than by prospecting. When a prospect relationship become a long term client relationship, then the quality of the data in the Bespoke Application Service will imply the commissions to be earned. Where sites and meters and services have been overlooked, then commissions will be lower than if the Bespoke Application Service was fully populated with every opportunity that could have been signed up. | | Account management does not mean leasing everything else to the brokers in the hope to get a commission cheque in the future, account management includes continually monitoring the client contracts to make sure that every sales opportunity is reviewed. It will always be easier to sell extra services to an existing client than to a new prospect so ensure that reasons to chat with the client on a regular basis are created. | | TIES Bespoke Application Service provides you with all the information needed to manage a large number of clients because all the details are always at your fingertips. Make sure that the quality of the data is always correct and up to date - inaccuracies will have a negative impact on your commission. |
| Document Control: | | 1. Document Title: 5.1 Sales Procedure. | | 3. Keywords: 5.1 Sales Procedure. | | 4. Description: 5.1 Sales Procedure. | | 5. Privacy: Public education service as a benefit to humanity. | | 6. Issued: 11 Jun 2018. | | 7. Edition: 1.3. |
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