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Sales force management
- 2. Sales process - HRI prospecting Pre approach Approach Presentation Handle Objections Closing Follow up Account management
- 7. Embracing DWS PJP DFAR BCP Engagement Preparation for the DAY Review objectives Enter Call Sales and Collection Assess orders and Suggest other items Close call Review call – FILL UP DFAR
- 9. DISCIPLINE
- 10. Sales Team Development PROACTIVE, solution driven DISCIPLINE, productivity
- 11. SalesTeam Development Tandem Training Account Troubleshooting Field Audit Account Development
Editor's Notes
- Sales Forecast – drives the sales organization into achieving their objective in a given timeframe This may be attributed by opportunities in the market Heavily affects production plans in tandem with marketing strategies SF must be cascaded and planned during start of year, recalibration each quarter – 3 month forward planning Dissecting Opportunities through Account planning Volume monitor will address historical performance, area, status, classification, support and other aspects as well. Must be updated monthly. Data should be available every 2nd day of the month.
- Sales Forecast – drives the sales organization into achieving their objective in a given timeframe This may be attributed by opportunities in the market Heavily affects production plans in tandem with marketing strategies SF must be cascaded and planned during start of year, recalibration each quarter – 3 month forward planning Dissecting Opportunities through Account planning Volume monitor will address historical performance, area, status, classification, support and other aspects as well. Must be updated monthly. Data should be available every 2nd day of the month.
- PJP – Permanent Journey Plan Most often neglected, and taken for granted, very powerful tool in planning sale coverage Commit to visit each account at least 2x per month PJP for the following month must be submitted every 28th of the month. Plan Meetings Weekly Canvass meeting Consider Selling days each month, which will be directly affected by HOLIDAYS.
- PJP – Permanent Journey Plan Most often neglected, and taken for granted, very powerful tool in planning sale coverage Commit to visit each account at least 2x per month PJP for the following month must be submitted every 28th of the month. Plan Meetings Weekly Canvass meeting Consider Selling days each month, which will be directly affected by HOLIDAYS.