Planning• The conscious, systemic process ofmaking decisions about goals andactivities that an individual, group, workunit, or organization will pursue in thefuture and the use of resources needed toattain them.
FIL Sales Planning• Where is the business?• Where are the public servants?Sales Territories• How can I reach them efficiently?• Where should the mobile trip go?Sales Routes• Which sales team should be in what territory and onwhat route?Sales Team Assignment
Training• The effort put forth by Sales Manager toprovide the salesperson job-relatedculture, skills, knowledge, and attitudesthat result in improved performance inselling.
FIL Sales Training• FIL Sales Process• Operational Errors & Fraud• Frequently Asked QuestionsProduct Knowledge• Traditional versus consultative sellingSelling Skills• The three pillars of customer satisfaction• Product/Convenience/HumanCustomer Service Skills
10 Mistakes of Sales managers#1• Fail to shift from―super salesperson‖mode to managerialmindset• Learn what it takes tobe an effective salesmanager
10 Mistakes of Sales managers#2• Continually fight fires • Firefighting comesfrom a lack ofpriorities and failing tolook for the underlyingcauses of recurringproblems
10 Mistakes of Sales managers#3• Leave staff to sink orswim on their own• The #1 priority of asales manager is tocoach the skill andwill of the sales team
10 Mistakes of Sales managers#4• Ignore the importanceof performancestandards/getblindsided by poorperformance• Observe your bestsalespeople to definewhat they dospecifically to achievesales excellence
10 Mistakes of Sales managers#5• Fail to leverage thestrengths andresources of yourteam’s top producers• Help your ―strongmen‖ become rolemodels
10 Mistakes of Sales managers#6• Spend too much timeworking with thebottom 20%• Focus on middleperformers as―emergingcontributors‖—improving theirperformance will havea bigger impact onthe bottom line thantrying to bringunderperformers upto minimum standards
10 Mistakes of Sales managers#7• Allow seniorsalespeople to getstuck in a de-motivated mode• Help reenergizeexperienced butcomplacent reps; getthem to ―step up‖
10 Mistakes of Sales managers#8• Be inconsistent inrecruiting and hiring• Develop a rigoroushiring process—yournext new hire is thefuture of your team
10 Mistakes of Sales managers#9• Assume your salesreps will figure thingsout the same way youdid• Avoid the temptationto leave people ontheir own; provideregular feedback andcoaching to your reps
10 Mistakes of Sales managers#10• Hang on to lowproducingsalespeople for fartoo long.• Set minimumstandards, and thenenforce standards bymanaging poorperformers eitherup, or out the door.