Sales
Can't treat every single sales conversation the same.
When an inquiry comes in, the Head of Sales receives the request and sorts into the appropriate box.
"The Boxes"
Products
Standard Product Orders
no questions or customization needed
Salesperson handles these.
Goal is to get from contact to signed quote as quickly as possible.
Speed matters here. Same day response.
Try to keep process as painless as possible. Don't need to know every detail so long as nothing needs to be customized.
Generate quote with SmartMargin & email to client.
Checklist: Dropbox → The Upland Way → "Product Orders.paper"
Customized Product Orders
customer wants to make modifications to existing product
Salesperson drives this, but requires review by Head of Sales & Head of Fabrication before sending quote.
Immediately schedule Zoom call to understand the request.
The Head of Sales & Head of Fabrication need to agree custom elements are doable, and will naturally ask clarifying questions that are helpful in the sales / pricing conversation.
Initial response by salesperson should be same day as inquiry. But explain that you'll need to talk over any customization to our standard products with the team and will get back to you the next day.
Once the request is properly vetted and estimated, generate quote with SmartMargin & email to client.
Potential New Product
customer wants something similar — but clearly different — than an existing product
Joel will address these.
Immediately schedule Zoom call to understand the request.
Does the idea:
- fit with our business goals?
- fit with our roadmap?
- open a useful door?
- feel like an Upland product?
Can we make the product distinctive? Uniquely ours?
How do we think it will sell?
How many sales does it take to recoup the development cost?
How much of the development cost will be covered by the initial sale?
Services
Misc. Design / Fabrication
totally custom, small projects - not museum related
Joel will address these.
Immediately schedule Zoom call to understand the request.
Does the request:
- fit with our business goals?
- fit with our current workload?
- stretch us in a useful direction?
- open a useful door?
- look like fun?
Importantly, can we make a profit?
Needs to check most of the boxes or it is a distraction...
Custom Exhibit Component
custom museum components - like lunar rover
Requires Joel
+ Head of Design
+ Head of Sales
Immediately schedule Zoom call to understand the request.
What's the process?
- generally MoU to develop concept
- then second agreement for design refinement and fabrication
These get expensive, especially with more interactives. How do we control cost?
Budget insanely early
Time for prototypes? vs one shot...
"Upland MoU - Small Design Project" agreement in Dropbox
Exhibit Design & Fabrication Contract
our flagship projects
Requires Joel
+ Head of Design
+ Head of Sales
Immediately schedule Zoom call to understand the request.
Where does it fit in the schedule?
Does client have realistic expecation of cost?
Budget insanely early
Budget Estimator Tool
in Dropbox > Sales
Dealbreaker Content Review Meeting
Schedule immediately if any concerns. Not worth wasting time if project won't be a good fit.
Project Milestone Schedule
in Dropbox > Sales
Standard Agreement for Services
in Dropbox > Sales
For smaller projects, or requests to design and fabricate components of exhibits (instead of the whole shebang), consider using the shorter "Upland MoU - Small Design Project" found in Dropbox.
Weekly Sales Meeting
Who: Head of Sales + Salespeople
When: Thursday at 10am
Where: Upstairs conference table
Agenda
- Review the scorecard
- Review the card table and decide + assign next tasks
- Send followup emails to any that can be completed in less than 5 minutes
- Any outstanding voicemails?
- Anything in personal email?
FAQs
When to remove card due to inactivity?
ask Head of Sales