Presented by :Hussein Saleh Ali, MBA

General Manager- TransAfrica Motors Limited

No. of weekly contacts and appointments Prospects Identification Target beginning of Year/Month Predications & Forecast of Unit Sales Predictions for Performance Database update Action Plans Sales Managers actions Branch Managers Creativity & Management Weekly Reports to the MD & GM by Sales

Teams

MINIMUMSMINIMUM No. of DAILY VISITS :– 5-8 MINIMUM No. of WEEKLY VISITS :– 25-40 MINIMUM No. of MONTHLY VISITS :– 100-150

MEETINGS WITH DECISION MAKERS/WEEK:MINIMUM No. of DECISION MAKERS MEETINGS :–

5-8

NB: Above activity standards are required for

success and are the minimum standard for measuring performance

MINIMUM daily added no. of PROSPECTS:– 2

(Minimum standard for measuring performance)

MINIMUM weekly added no. of PROSPECTS:– 10

(Minimum standard for measuring performance)

NB: New Prospects weekly is a Performance

benchmark for every sales professional of our organization

MINIMUM average Monthly unit sales:– 4-6

(Minimum standard for measuring performance)

MINIMUM to have 15-20 units/quarter of proposed total unit sales in the funnel at all times ensuring the achievement of your sales plan of :– 60-80 units

(Minimum standard for measuring performance)

NB: Success of Unit Sales will depend on no. of

prospects sales

MINIMUM forecasted Monthly sales revenue :– 8

(Minimum standard for forecasting performance)

MINIMUM % ACCURACY OF FORECAST : 4-6 (80%)

NB: If we do NOT ask when the prospect plans to

make an actual purchase we can’t possibly forecast our sales accurately (THE FUNNEL MIND).

OWNING OUR MINIMUM forecast Monthly sales revenue with 80% ACCURACY is the benchmark for successful sales professionals & teams!

(Minimum standard for forecasting performance)

SALES RESULTS OF : 4-6 (80%)/MONTH NB: Achieving a minimum of 4-6 units sales/month

is the minimum expectation of sales professionals NOT the TARGET!

UNIT SALES RESULTS OF : 4-6 (80%)/MONTH

NB: (Minimum standard for Measuring

performance success and business development of our sales teams)

Updating daily activity results at the end of each day is the measure of success for sales professionals

INFORMATION MANAGEMENT – Is the key to successful territory/market management