state of sales executive briefing protec
DESCRIPTION
This is a brief presentation on the building blocks of a highly effective sales organization.TRANSCRIPT
State of SalesExecutive Briefing
Hazina Towers, 9th FloorP.O Box 51672-00100 Nairobi
T:+254208012627 C: +254721303864E: [email protected] W: www.growthpartners.co.ke
Sales Success Building Blocks
• Sales Strategy• Sales Management
Structures• People: Sales Leadership
& Sales Team
Sales Strategy(Operating System)
• Success Map,• Tactics Mix
Sales Management Structures(Hardware)
• Territory Planning• Account Planning • Resources Organization • Selling Process• Selling Tools• Performance Management• Compensation & Incentive Plans
Sales Leadership
Leader, Coach, Mentor, Director, Manager
Sales Team• Selection and Recruiting• On-Boarding• Managing Performance• Competency Development• Motivation • Retention
Recruiting Right
• Know what you want• Assess Sales Aptitude Objectively• Look for Talent Fit• Always be recruiting
Retention Pyramid : How to Engage
Be interested and keen on
salespeople’s career progress
Provide avenues for developing close friendships at work
organization wide commitment quality work
Make them feels his/her role is important
Value their opinion
Encourage and provide Opportunities to learn and growCare for sales person as a person
Recognize for good work on a regular basisProvide opportunity for sales person to do what one likes
Provide working ToolsMake Expectations Clear
Motivation
Potential Fulfillment
Recognition, Respect
Trust, Job Assurance
Compensation
Some of Growth Partners
ServicesSales Recruitment
Sales StrategyStructures Design
SME Business Growth ServicesSales & Marketing Training
Hazina Towers, 9th FloorP.O Box 51672-00100 Nairobi
T:+254208012627 C: +254721303864E: [email protected] W: www.growthpartners.co.ke