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



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.



SUBSIDIARIES

Reliance Telecom LTD.

Reliance Globalcom LTD.

Reliance Tech Services.

Reliance Communications Infrastructure LTD.

Reliance Big TV LTD.

Reliance Infratel LTD.



Acompetency is a measurable characteristicof a person that is related to effective

performance in a job, organization, or culture.

COMPETENCY



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



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



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 .



Patience.

Honesty, Kindness, Trustworthy.

Knowledge about the competitors.

Positive Approach.

Should deliver more than he promises.

ATTRIBUTES ACCORDING TO

CUST

OMERS



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



MOTIVATORS:

Good relations with Team Leaders (TL).

Getting recognition on performance.

Incentives.

Decision making in difficult situations.

Promotion.

OBSERVATIONS



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



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



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 %



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 %



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



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



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



CONCLUSION

The competency levels observed were comparatively low

on the following attributes :

Communication

Presentation

Openness

Enthusiasm



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



HOPE OUR PROJECT FINDINGS PROVE BENEFICIAL TO

YOUR ORGANISATION

THANK YOU

Date of commencement- 2nd July, 2010

Date of completion - 31th July, 2010

competency in sales team

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