You are interested in discovering what your commissions may be for the next few months, just from Lee Bizon’s former accounts. To do this, you review the information on each contact. You can estimate each month’s likely sales by multiplying the Dollar Amount field number times the Likelihood field percentage number. An 80 percent chance of a $100,000 sale is a forecast of

$80,000 in sales. If the Date Close field for several accounts is 12/31, you can calculate the sales for that month (December) by totaling the forecasts for each account. For an estimate of your commission income, multiply each month’s forecast by 10 percent.

Lee did not show that any forecasted sales were 100 percent. Lee recognized that the sales might not close, the amount anticipated (Dollar Amount) might not be achieved, and the close might not take place during the month projected. Lee knew that these prospects would not close themselves; certain steps would have to be taken to increase the possibility that the prospect would place an order. To collect your commissions, you have to discover the steps most likely to close these sales.

Questions

1 Using the following report format, prepare a metrics report showing what your potential commission income would be for each of Lee Bizon’s accounts with a 10 percent commission if you closed them as Lee forecasted. Be sure to figure in the likelihood percentage that was in the forecasted projections. Show what your commissions would be for each of the months shown in Lee’s forecast and the total commission you can expect.

2 What kind of special concession might be necessary to close the sale with Quality Builders? What are the closing date, likelihood of closing, and forecasted sales for this account?
3 What kind of close seems appropriate to get an order from Computerized Labs?
What are the closing date, likelihood, and forecasted sales for this account?
4 Should you anticipate a closing problem with Lakeside Clinic’s manager, Dr. Jeff Gray’s lack of knowledge about networks? What kind of close should you prepare to overcome this problem, if it occurs?
5 Refer to this chapter’s section titled “Adapting to the Customer’s Communication Style.”
With this information, describe your closing strategy with each of the contacts for: A.
Quality Builders, B. Computerized Labs, and C. Lakeside Clinic.

Transcribed Image Text:

NewNet Systems Account Management Name Date Account Name/ Dollar Close Contact Name Sales Amt Regional Account Manager, NEWNET SYSTEMS Comm. Last Likeli Forecasted Commission Style Results hood Sales (10% Forecast)