The document outlines strategies for sales managers to increase sales force productivity, including the use of technology (sales force automation), product knowledge training, and understanding individual motivators. It emphasizes the importance of effective territory management, regular performance evaluations, and fostering a sense of ownership among sales team members. Additionally, it highlights the need for strong communication and customer-focused approaches to enhance service delivery and performance.

1. How to Increase Sales Force
Productivity
Group 3 Presentation @ Workshop on
Managerial Leadership in Sales & Marketing
Seminar
Louis Ekome
Nov 2014

2. Objectives
Outline strategies which can be easily implemented by
a sales manager/organization to increase productivity
of the sales force

3. Sales Force Automation
The use of technology can simplify tasks and potentially reduce lag time in
service delivery

4. Product knowledge/training
Improved knowledge will boost the confidence of the rep and increase output

5. Entrench belief in their “brand”
Belief in your brand drives passion to achieve

6. Motivation & Incentives
People are motivated in different ways. Identify what motivates a sales rep
and provide it

7. Play Each Team Member In Their Areas Of
Strength
Put round pegs in round holes

8. Marketing Intelligence will influence key decisions on strategy implementation
Marketing
Intelligence
Marketing intelligence

9. Territory Knowledge & Management
Sales force need to be appropriately deployed in the right territory

10. Good Evaluation And Feedback System
Regular evaluation of performance provides motivation for improvement

11. Coaching And Mentoring
Potentials are unlocked via coaching & mentoring

12. Communication
Communication to sales team on how feedback from them is used to form strategies

13. Entrench the spirit of “ownership”/ “wealth-
creator”.
Sales force should see themselves as wealth creators for the business

14. Customer Knowledge/ Focus
Adequate customer knowledge will facilitate provision of products and services suited
to needs of the customer

15. Summary on How to increase sales Force Productivity
• Sales force Automation(use of technology)
– Sales force CRM
• Product knowledge/training/
• Entrench belief in their “brand”
• Incentives & motivation
• Play each team member in their areas of strength.
• Market intelligence
• Territory knowledge/management
• Good evaluation and feedback system.
• Coaching and mentoring
• Communication to sales team on how feedback from them is used to form strategies.
• Entrench the spirit of “ownership”/ “wealth-creator”.
• Customer knowledge/focus

16. Acknowledgements
• All members of group 3 who were part of this seminar @ LBS
• Google Images