assume you just started new positions as Sales Executives for a company that sells office equipment to large companies with over 1,000 employees. This is a B2B sales position. You are responsible for the entire sales process from all prospecting to closing your opportunities. The average sales cycle in your company is about 3 months. It normally takes about 3-4 meetings in those 3 months with a prospect to close the deal, and not all deals are closed. The close rate runs about 60% if a sales executive was able to conduct a 2nd meeting with the prospect. The current sales process also requires that each sales executive seeks his/her own leads through outside face-to-face activities. Your sales manager has informed you that you will be using CRM (you can use Salesforce or HubSpot) to manage your sales activities and your time. He made it clear that "if it's not in CRM, it doesn't count." You just completed your basic CRM technology training. Your sales manager has asked you to submit your plan that explains how you will utilize CRM on a monthly, weekly, and daily basis.

Be specific and answer these questions:

Question 1. Given your position, what sales functions and activities do you foresee performing on a regular basis. Note: Not all the items on these lists are relevant to this scenario.

Question 2. How will you find, qualify and manage new leads and convert them into prospects? What will you do? Where would you go?

Question 3. How will you identify and manage new sales opportunities and close them?

Question 4. How will you manage your time (daily, weekly, monthly, and quarterly) to ensure you are targeting the right sales activities and achieving your overall performance to goals?

Question 5. How could you work with Marketing to help you achieve your goals? What sales the process could you propose to your new boss? Be sure to describe the specific steps you would take outside of CRM as well as the steps inside the CRM technology. For example, technology doesn't make decisions for you or find the leads for you. Explain how CRM will help you be more productive and close more deals.