Sales Management

in China for SMEsShanghai, 23 July 2015 - Rob Raleigh and Matthew Bahen

Agenda

• Managing In

• Key Questions To Answer

• Qualities to Look For

• Where to look

• Compensation

• Managing

• Training Program

• Product & Services Offering

• Roles and Responsibilities

• Sales Process & Marketing

• Managing Out

• Supervising the Sales Process

• KPIs & Performance Reviews

© AustCham Shanghai

Managing In

• Key Questions to Answer

• Sales Force Development

• Western vs Asian Hire

• International Vs Domestic Sales Experience

• Qualities to look for

• Charismatic & Positive

• Insightful (Quick thinker)

• Perseveres (Doesn't Give Up)

• Good Communicator

• Who are your customers, competitors and what are you selling

• Create an Ideal Employee Profile

• Specify no compromise attributes

• Appreciate your company culture

© AustCham Shanghai

Managing In• Where to Look

• Insourced vs Outsourced

• Social – WeChat, LinkedIn

• Compensation

• Salary + Commission

• Importance of Commission Expectations

• Career Opportunity

• Salary + Commission + Bonus

• Commission Only

• Other Incentives

© AustCham Shanghai

Managing

• Training Program

• Create a Career Path

• 90 Day Plan/ Roadmap

• Product & Services Offering + Channel Selection

• Direct vs Indirect

• Differentiators

• Competition

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Managing

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Lead Generation

Lead Qualification

Needs Assessment

Proposal

Sale

AM

• Roles & Responsibilities

• Marketing – Sales - Support

• When to Specialize Sales Roles

• Integrated or Separate

• By Product/Service, Industry,

Size, Region

• Sales Process

• Layered (cold v warm calls)

• Pipeline structure and importance

• The role of Marketing

• Marketing Creates Leads (Inbound)

• Sales Closes (Outbound)

Marketing & Sales

Inbound

Traditional Marketing

Direct MailPress

Releases

Events

E-marketing

Webinars

Email Campaigns

SEO

Newsletters

Outbound

Targeting

Warm Calling

Email Follow Up

Appointment Setting

Managing Out

• Sales Process

• Supervising the Sales Process

• KPIs & Performance Reviews

• Pay for Activity

• Typical KPIs for China

• Performance Review Best practices

© AustCham Shanghai

Questions?

© AustCham Shanghai

Thank you

Australian Chamber of Commerce Shanghai

Office 2E, 668 Huai An Road

Jing’An District, Shanghai

Shanghai, 200041