Key Characteristic of Regional Sales Organization

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This is a simple description of the key points to succesfully implement a regional sales organization for large international companies.

It can be used as workplan to implement or restructure a sales organization in a country.

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Key Characteristic of Regional Sales Organization

  1. 1. The Key Characteristics of a Successful Regional Sales Organisation Paolo Concetti
  2. 2. Agenda 2 - How to implement them 3 – Action Plan 1 - The key factors of success
  3. 3. The Key Factors of success Know the market, the customers and their needs
  4. 4. The Key Factors of success Deliver high added value to our customers and build fruitful relationships
  5. 5. The Key Factors of success Comunicate in the rigth way with our customers and to the market
  6. 6. The Key Factors of success Choose and develop the right people and promote teamwork
  7. 7. The Key Factors of success 2 - How to implement them ?
  8. 8. <ul><li>Segmentation of the actual and potential customers </li></ul><ul><li>Clear definition of the target groups </li></ul><ul><li>Analisys of the needs </li></ul><ul><li>Constant acquisition of information on the market and on the competitors </li></ul><ul><li>Give feedback to R&D for product innovation and new applications </li></ul><ul><li>Leads generation activity (Trade fairs, Market research, Web site, Events) </li></ul>Know the market, the customers and their needs
  9. 9. Deliver high added value to our customers and build fruitful relationship with them <ul><li>Technical skill of the sales team (Sales engineer) </li></ul><ul><li>Advice to the customers solutions instead of just sell products </li></ul><ul><li>Territory coverage of the sales team </li></ul><ul><li>Role of CSC in relatioship with customers </li></ul><ul><li>Reach high standards of service level </li></ul>
  10. 10. Comunicate in the rigth way with our customers and to the market <ul><li>Develop the rigth sales support tools </li></ul><ul><li>Give “life” to the Web-site </li></ul><ul><li>Technical literature </li></ul><ul><li>News letters </li></ul><ul><li>Technical seminars to promote solutions </li></ul><ul><li>Trade exhibitions </li></ul>
  11. 11. Choose and develop the right people and promote teamwork <ul><li>Coaching of the sales team </li></ul><ul><li>Promote “market driven” culture </li></ul><ul><li>Promote “result oriented” culture </li></ul><ul><li>Regular exchange of information (Sales, Techical, CSC, Marketing) </li></ul><ul><li>Share objectives and targets </li></ul><ul><li>Have fun! </li></ul>
  12. 12. Agenda 3 – Action Plan
  13. 13. ACTION PLAN <ul><li>Phase 1 - Analysis / Review </li></ul><ul><ul><ul><ul><li>Sales figures </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Customer review </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Product Performance </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Pricing Policy </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Distribution channels </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Sales network & territory coverage </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Competitors & Our competitive position </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Sales technical support </li></ul></ul></ul></ul>
  14. 14. ACTION PLAN <ul><li>Phase 2 - Define the plan </li></ul><ul><li> based on the analysis </li></ul><ul><ul><ul><ul><li>Total Market size & potential </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Our market objectives & market share </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Sales forecast </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Market segment we are going to focus </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Sales organization structure </li></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Agents or Sales Reps? </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><ul><li>Territory coverage </li></ul></ul></ul></ul></ul><ul><ul><ul><ul><li>Internal sales structure </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Marketing & Communication Plan </li></ul></ul></ul></ul>
  15. 15. ACTION PLAN <ul><li>Phase 3 - Go for it ! </li></ul>
  16. 16. Thank you for your attention

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