Breakout Group 2 Notes

Presented by Craig

1. Build a Structured Sales Plan for the Whole Business

• machinemonitor® needs one coherent, company-wide sales plan, not region-by-region improvisation.

• The plan must define:

  • Target industries and clients

  • What we sell (packaged services + products)

  • How each channel contributes (BD, engineers, internal sales, digital channels)

  • Expected cadence of outreach and follow-up

• Consistency is essential — a structure everyone follows.

2. Sales KPIs Must Be Clear, Measurable and Enforced

To create predictable pipeline and momentum, KPIs should include:

• 10 customer emails per month

• 2 customer phone calls per month

• 2 face-to-face meetings per month

• Mandatory quote follow-up

• Regular updates in Zoho

• Using Deanne and Tam as internal support resources

KPIs must be:

• Simple

• Consistent

• Measurable

• Visible in dashboards

3. Automate KPI Tracking Through Zoho

• Build automated reports in Zoho to capture:

  • Calls

  • Emails

  • Meetings

  • Quote follow-ups

  • Pipeline value

• Set up Zoho follow-up email notifications so opportunities cannot be dropped.

• Use Zoho as the single source of truth for all sales activity.

4. Need strong process for Quote Follow-Up

• Quote follow-up must become a non-negotiable KPI.

• Zoho should:

  • Alert engineers and sales staff

  • Track overdue follow-ups

  • Report back to managers monthly

• Lost quotes = lost opportunities; the business wants discipline here.

5. Sales Channels Need Structure & Ownership

Sales success must be supported by all relevant channels:

• Engineers doing technical relationship-building

• Internal sales (Deanne & Tam) supporting outreach, follow-up, scheduling

• BD owning major accounts and new markets

• Marketing feeding leads through collateral, web, webinars, events

• Regional managers supporting senior relationships

6. Engineers Must Be Supported by Junior Resources

• Engineers should not shoulder all field work alone.

• Junior technicians and junior engineers should:

  • Handle standardised tasks

  • Assist on-site

  • Free senior engineers for higher-value work (BD, complex diagnostics, writing procedures, client engagement)

• This strengthens delivery capacity AND helps career development.

7. Outcome of Breakout 2

The team agrees the business needs:

• A disciplined, structured sales system

• Measurable KPIs tied directly to activity

• Zoho automation to track and enforce behaviour

• Stronger follow-up culture

• Junior staff supporting senior engineers

• Coordinated use of all channels (BD, engineers, internal sales, marketing)