managing sales & people

8/8/2019 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

managing sales & people

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