Managing Sales Opportunities - with Sales Opportunity Snapshot (SOS)
Managing Sales & People
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Transcript of Managing Sales & People
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MMANAGINGANAGING SSALESALES ANDAND PPEOPLEEOPLE
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Role PlayRole Play
1) Sales Person1) Sales Person2) Manager2) Manager
3)Customer3)Customer
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How to Achieve Todays Results by utilizing
the Available Resources?
&
How to Develop the Resources to Achieve
Tomorrow's Results?
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Knowledge& Skills
Efforts&Actions
Results
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. The first quadrant requires that themanager needs to only nurture theexisting relationship with the customerand all his needs should be promptly
addressed and he should be made to feelwanted
The second quadrant requires that themanager needs to make the customeraware of the opportunity that lies aheadand the hidden potential of the newproducts
The third quadrant requires that themanager needs to provide footwork; heneeds to deploy people who can go meetnew and prospective customers and build
relationships
The fourth quadrant requires that themanager needs to innovate constantly tostay ahead of the competition and providetomorrows products in todays market
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RR--EE--C FrameworkC Framework(Result(Result--EffortEffort--Competency)Competency)
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FMCG ConceptFMCG Concept
RE
D
REACH
EXTRACTION
DEPTH
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MOTIVATIONMOTIVATION
Motivation is a personal reason for doing something.
People are different, so factors that motivates them aredifferent although there are some common factors
Money is not necessarily the most important motivator forpeople
Motivators can change over time
Managers should know what motivates his team members
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Herzberg's MotivationHerzberg's Motivation--Hygiene TheoryHygiene Theory
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Coaching in the FieldCoaching in the Field
y The purpose of Joint Visits To observe and provide development by coaching To demonstrate a particular skill To do Joint selling To solve a specific problem As a Public Relations Exercise
To check that previous decisions have been implemented in the field
y Preparation for Joint Visits Check what information is known about the customer Objectives of the Visit Questions to be asked Objections likely to be met
Role of the Manager and the Sales person How both will cooperate- a signaling system Pre-call Preparation Post-call Review Plan
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Coaching in the FieldCoaching in the Fieldy The Task ofManager During the Visit
Let the salesperson handle the call, unless the aim has specifically been for themanager to handle a particular situation
Observe and make notes of:x Knowledge and Skillx Contact climatex Sales persons personal organizationx Omissions from the Sales persons approach
y The Task ofManager After the Visit Analyze the visit with the Salesperson asking questions. Suggested questions
are:x Did we achieve our main aim? Why/Why not?x How did you open the call?x What made the customer interested?x How did you involve the customer?x What information did you gather?
x What features were the greatest benefits to the customer?x What objections were hardest to overcome?x How did you treat them?x How should you have treated them?x How and when did you try to close?x What have you learned about your technique from this call?x If you could do the visit all over again, what would you do differently?
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G.C.M.M.FG.C.M.M.F LTDLTD
FF
R PERF
ORMANCE REVIEWNAME:............................DESIGNATION:....PLACE:..
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ParametersParameters1 2 3 4 5 6 7
Type oftarget
Sale OpenAPO
/S.P/COE
N.L orI.Cgrowth
RetailPent./Inc.
MFfillrate
WDpenetrationof wetproduct
Marketinfo
Target 20% 2 35% 10% 90% 90%(chn,bankoz,coc)75%- othrs
1
Weight-
age
40% 10% 15% 10% 10% 10% 5%
Followupfrequency
m q m m w m w
Ref: m-monthly, q-quarterly, w-weekly.
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Note:
1.Target to be evaluated every Month.2.I.C impulse items- sticks and cones.3.MF fill rate- 90% items mentioned in the
PO should be supplied to all MFs on time.4.Market information should be given
weekly.5.Sales and activity target have been
combined
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Rewards!Rewards!
1. Every quarter best performer in eachdepot will get appreciation (certificate,shield) from ZIC.
2. Every year the top performer in eachdepot will get 1 special increment. Theoverall performer in the zone will get 2special increments.
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Achievement & RemarksAchievement & RemarksType of
target
Achievement Total
Marks
Remarks
Sales
Opening ofAPO/S.P/COE
N.L or I.C
GrowthRetailuniverseincrease
MF fill rate
Wd
penetrationof wetproduct
Market info
Total
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EVALUATIONSHEETEVALUATIONSHEETType oftarget
Score
Freque
ncy/Weighta
ge
1
M
2
M
3
M
4
M
5
M
6
M
7
M
8
M
9
M
10
M
11
M
12
M
AVG
Sales 1 40
Opening of
APO/S.P/
COE
1 10
N.L or I.Cgrowth
1 15
Retailuniverseincrease
1 10
MF fill rate 1 10
Wd penetra-
tion of wetproduct
1 10
Market info 1 5
Total
Note : Scores should be given based on frequency. M-month
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ConclusionConclusion
Recommendation,
Signature Signature
Appraiser Appraisee
Date:
Place:
Final score Remarks
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Thank YouThank You