Competency in Sales Team
Transcript of Competency in Sales Team
8/8/2019 Competency in Sales Team
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COMPETENCY IN SALES FORCE
Prepared by:
Chinmay C.Dhapare
Karishma Panchal
Under the Guidance of Mr. Rajesh Khoshu
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Company Overview
Integrated telecommunication service provider.
Customer base of 105 million including over 2.5 million individual
overseas retail customers.
Corporate clientele includes 2,100 Indian and multinational
corporations , and over 800 global, regional and domestic carriers.
Digital network that is capable of supporting best-of-class services
spanning the entire communications value chain , covering over
24,000 towns and 600,000 villages.
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SUBSIDIARIES
Reliance Telecom LTD.
Reliance Globalcom LTD.
Reliance Tech Services.
Reliance Communications Infrastructure LTD.
Reliance Big TV LTD.
Reliance Infratel LTD.
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Acompetency is a measurable characteristicof a person that is related to effective
performance in a job, organization, or culture.
COMPETENCY
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Q UESTIONNAIRE FOR CUSTOMERS :
150 Customers
Q UESTIONNAIRE FOR DSTs
100 DSTs
F:\Reliance\Q .1 DST.docx
F:\Reliance\Q UESTIONNAIRE for cust.docx
PR OTOCOL FOLLOWED
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Pleasing personality.
Concise, Inspiring Communicator.
Flexible Sales Person.(Win-Win negotiator)
Committed to Continuous Learning.
Presentation and communication skills.
Factual/knowledgeable.
ATTRIBUTES OF A SALESMAN
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ATTRIBUTES OFA SALESMAN
As per our observation :
Pleasing personality 20%
Presentation and
Communication skill 26%
Factual/ knowledgeable - 21%
Confidence level 23%
Flexible sales person 10%0%
5%
10%
15%
20%
25%
30%
Importance in %
Sample size 100 DSTs .
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Patience.
Honesty, Kindness, Trustworthy.
Knowledge about the competitors.
Positive Approach.
Should deliver more than he promises.
ATTRIBUTES ACCORDING TO
CUST
OMERS
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ATTRIBUTES ACCORDING TO
CUSTOMERS
0%
5%
10%
15%
20%
25%
30%
Patience Honest Competitors
Knowledge
Positive
approach
Delivers
more than
he promise
Importance in %
As per customers observation :
Patience -28%
Honesty -25%
Competitors knowledge -20%
Positive approach -16%
Deliver more than he promises -14%
*Sample size- 150
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MOTIVATORS:
Good relations with Team Leaders (TL).
Getting recognition on performance.
Incentives.
Decision making in difficult situations.
Promotion.
OBSERVATIONS
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MOTIVATORS
0%
5%
10%
15%
20%
25%
30%
35%
40%
Good
employer
relations
Getting
recognotion
Promotion Incentive
Facility
Decision
Making
Importance in %
As per our interactions with DSTs:
Good employer relations 34%
Getting recognition 20%
Promotion 18%
Incentive facility 15%
Decision making 13%
*Sample size- 100
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Delay in incentive payouts*.
Customer Verification*.
ID cards not issued on time*.
Improper work culture.
Pressure on target achievement.(Very few DSTs mentioned)
DE-MOTIVATORS
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DE-MOTIVATORS
As per our interaction with DSTs:
Delay in incentive payouts 35%
Customer verification 21%
ID card not issued on time - 30%
Improper work culture 14%
*Sample size- 100
0%
5%
10%
15%
20%
25%
30%
35%
40%
Delay in
incentive
payouts
Customer
Verification
ID card not
issued on time
Improper work
culture
Importance in %
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ATTRIBUTES LACK ING IN
SALESMAN
As per our Observations :
Enthusiasm 18%
Openness 20%
Communication skills 40%
Presentation skills 22%
*Sample size- 100 DSTs
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%
Enthusiasm Openness Improper
communication
skill
Improper
presentation skill
Importance in %
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Due to increasing competition in each and every industry, the
world of sales has changed.
The sales process is now increasingly a relationship-drivenprocess.
The job of sales is complex, and becoming more complex all
the time.
TODAYS SALES JOB
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Be confident in him/herself in an ever-changing sales
environment.
Create new sales opportunities and leverage them forsuccess.
Take the time to build lasting customer and industry
relationships.
TODAYS SALESMAN MUST
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COMPETENCY MODEL FOR
SA
LES
Managing Yourself
Self-Control
Self-Confidence
Resilience
Initiative
Managing the Sales Process
Result Orientation
Information Seeking
Problem Solving
Managing the Customer
Relationship
Empathy
Networking
Influencing Others
Customer Service
Orientation
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CONCLUSION
The competency levels observed were comparatively low
on the following attributes :
Communication
Presentation
Openness
Enthusiasm
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One point contact for the resolution of complaints.
Personality development/Communication/Motivation training
programs to be organized.
A friendly work environment required for eliminating work
pressure.
Sales guy should be equipped with things like sales kit, I-
card, promotion material etc.
Incentives should be scheduled.
`
SUGGESTIONS