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Sales management rules
Sales management rules
Sales management rules
Sales management rules
Sales management rules
Sales management rules
Sales management rules
Sales management rules
Sales management rules
Sales management rules
Sales management rules
Sales management rules
Sales management rules
Sales management rules
Sales management rules
Sales management rules
Sales management rules
Sales management rules
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Sales management rules

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The 5 sales management principles by Yair Schoenfeld

The 5 sales management principles by Yair Schoenfeld

Published in: Business
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Transcript

  • 1. 5 Managerial Principles The sales Management Principles
  • 2. Before they sell… Great sales managers knows well: • What they sell? • To whom? • How many? • I what price? • How to sell?
  • 3. The Factory Inputs Added Value Process (Manufacturing) Outputs
  • 4. Sales Factories Leads Interactions Sales
  • 5. The Boiling Frog Syndrome
  • 6. KPI’s Key performance Indicators Manage the process that leads to result!
  • 7. KPI’s •Number of meetings. •Number of new clients. •Number of visits per client. •Number of new clients/segments. •Closing ratio. •Average sale per client. •Sales per product/salesman/segment. •Growth rate of a client/product/employee.
  • 8. Management Principles The managerial cycle principle. The balance principle. The focus principle The consistency principle The publicity principle
  • 9. The managerial cycle principle Assessment Control & Feedback Leadershi p Environment Implementation Planning
  • 10. The balance principle Mission ” Spirit “
  • 11. Motivational Leadership The competence to increase your team’s motivation for a personal extra effort & To see them selves as part of the organizational “success story”.
  • 12. The focus principle Success Zone Skyhigh Floor Targets types: Inputs Outputs : Targets height Floor Skyhigh Targets level: Team Salesman
  • 13. Time units Day: The working unit. Week: The Control & assessment unit. Month: The result unit. Transparency and information sharing
  • 14. The consistency principle Frequency Content Daily Morning meeting Daily tel. call Weekly Team meeting: Targets’ assessment, Mutual learning, next week planning. 1x1 Feedback Monthly Monthly team meeting: Month analysis, training, contests… Output Sales Motivation Professionalism Skills Commitment Focus Leadership Administration
  • 15. The publicity principle Use the power of the group in order to motivate the individual
  • 16. The public Sales-Board ! Congratulations !
  • 17. The hoops Team meetings Training & coaching Bonuses Daily focus Salesman Publicity Sales contests Personal life Control & assessment

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