Increasing Sales Productivity By Getting Salespeople to Work Smarter

Presented to: Centrel-1 S&D TeamPresented by: M.Taimoor

SummaryCost of selling has increased

How to work smarter

Adaptive Selling Skills

Adaptation Unique Advantage of Personal Selling

• Design individualized presentation on each RSO.

• Monitoring of Retailers/Customer’s reaction

• Considering Dynamic change in Environment.

• Alternative approach towards RSO i.e. from an open friendly approach to a business-like approach

Effective Adaptors

What makes Sales people effective Adaptors.

Effective Adaptors

• RSO/BDO need to know their customers & retailers.

• Detailed knowledge about different types of sales situations and customers.

• Motivation to enhance the acquisition of knowledge from experience

• To explore the impact of different types of selling strategies and to examine success from these strategies.

How to Increase Salespeople Productivity

• Consider the sales situations• Teach Salespeople to better categorize customers• Provide Salespeople with Market Research Information• Encourage Salespeople to Unitize Information• Actively Involve Expert Salespeople from within the company in Training

Programs• Make Work Fun• Be wary of Incentive Compensation• Give Salespeople feedback on what they are doing, not just on how they are

doing• Encourage Salespeople to Analyze their Successes and Failures• Help Salespeople to manage themselves• Build a sense of mutual commitment

1. Categorize your Customers

• To reduce the complexity & difficulty of the selling function

• To effectively use past knowledge• To underline attributes

• By using categorize knowledge, salesperson does not start their strategy from scratch but he decides on the basis of past experience.

2. Market Research Information

• Most important to selling function• Useful for market segment

• Serves as a starting point • Initial base and a check for

categorized scheme

Unitize Information

• To unitize the information • To create link between selling strategies

with sales situation categories

Expert Salespeople

• Actively involve expert salespeople from within the company in Training System

• Unique Customer types & Sales Situations

• Initial programs be complemented by the training programs in which the company personnel are actively involved

Make work Fun

Two orientations regard of work people used to approach:1.People find the work itself enjoyable

2.Think of work as something must be done

• Focus should be made on Intrinsic Rewards rather than Extrinsic Rewards

• To foster Intrinsic interest amongst salespeople is to set up their work as challenging, creative and fun.

Be Wary of Incentive Compensation

• To motivate salespeople work harder• Incentive Compensations are bonuses,

commissions and contests

• Sometimes incentives can focus salespeople’s attention away from their work

• Incentives should not use during the initial stage of a salesperson’s development

Feedback

• Feedback session must focus on: Not only on if they achieve desired

results or undesired results but What they did and what they didn’t

do

Analyze of Success & Failures

• Feedback provides the notion to analyze the factors regarding their success and failures

• Focus should be on learning from mistakes

• Right kinds of reasons for outcomes• Ask Why questions that force them to

analyze• Appropriate strategies for customers

Help People to Manage Themselves

• Supervisors to help salespeople to set their goals and targets

• Supervisors to direct salespeople towards these goals achievement

Sense of Mutual Commitment

• Promote within organization• Long-term employment

• Mutual sense of commitment between employee and company

• Confidence building

Conclusion

• Increasing Selling effectiveness through increasing the adaptability of salespeople

• Developing a sales force with knowledge structures and motivational styles that allow for effective adaptation can results in gain for both the company and it’s employees

Question