This document discusses ways to increase salesperson productivity through adaptive selling. It recommends that salespeople categorize customers to better understand them based on past experiences. It also suggests providing salespeople with market research information and feedback to analyze successes and failures. The document emphasizes training salespeople to work smarter by making their work fun and challenging, while also building commitment between the salespeople and company.

1. Increasing Sales
Productivity By Getting
Salespeople to Work
Smarter
Presented to: Centrel-1 S&D Team
Presented by: M.Taimoor

2. Summary
Cost of selling has increased
How to work smarter
Adaptive Selling Skills

3. Adaptation
Unique Advantage of Personal Selling
• Design individualized presentation on
each RSO.
• Monitoring of Retailers/Customer’s
reaction
• Considering Dynamic change in
Environment.
• Alternative approach towards RSO i.e.
from an open friendly approach to a
business-like approach

4. Effective Adaptors
What makes Sales people effective Adaptors.

5. Effective Adaptors
• RSO/BDO need to know their customers &
retailers.
• Detailed knowledge about different types of
sales situations and customers.
• Motivation to enhance the acquisition of
knowledge from experience
• To explore the impact of different types of
selling strategies and to examine success
from these strategies.

6. How to Increase Salespeople Productivity
• Consider the sales situations
• Teach Salespeople to better categorize customers
• Provide Salespeople with Market Research Information
• Encourage Salespeople to Unitize Information
• Actively Involve Expert Salespeople from within the company in Training
Programs
• Make Work Fun
• Be wary of Incentive Compensation
• Give Salespeople feedback on what they are doing, not just on how they are
doing
• Encourage Salespeople to Analyze their Successes and Failures
• Help Salespeople to manage themselves
• Build a sense of mutual commitment

7. 1. Categorize your Customers
• To reduce the complexity & difficulty of the
selling function
• To effectively use past knowledge
• To underline attributes
• By using categorize knowledge, salesperson
does not start their strategy from scratch but
he decides on the basis of past experience.

8. 2. Market Research Information
• Most important to selling function
• Useful for market segment
• Serves as a starting point
• Initial base and a check for
categorized scheme

9. Unitize Information
• To unitize the information
• To create link between selling strategies
with sales situation categories

10. Expert Salespeople
• Actively involve expert salespeople from within
the company in Training System
• Unique Customer types & Sales Situations
• Initial programs be complemented by
the training programs in which the
company personnel are actively involved

11. Make work Fun
Two orientations regard of work people
used to approach:
1.People find the work itself enjoyable
2.Think of work as something must be
done
• Focus should be made on Intrinsic
Rewards rather than Extrinsic Rewards
• To foster Intrinsic interest amongst
salespeople is to set up their work as
challenging, creative and fun.

12. Be Wary of Incentive Compensation
• To motivate salespeople work harder
• Incentive Compensations are bonuses,
commissions and contests
• Sometimes incentives can focus salespeople’s
attention away from their work
• Incentives should not use during the initial
stage of a salesperson’s development

13. Feedback
• Feedback session must focus on:
 Not only on if they achieve desired
results or undesired results but
 What they did and what they didn’t
do

14. Analyze of Success & Failures
• Feedback provides the notion to analyze
the factors regarding their success and
failures
• Focus should be on learning from
mistakes
• Right kinds of reasons for outcomes
• Ask Why questions that force them to
analyze
• Appropriate strategies for customers

15. Help People to Manage Themselves
• Supervisors to help salespeople to set
their goals and targets
• Supervisors to direct salespeople
towards these goals achievement

16. Sense of Mutual Commitment
• Promote within organization
• Long-term employment
• Mutual sense of commitment between
employee and company
• Confidence building

17. Conclusion
• Increasing Selling effectiveness through
increasing the adaptability of
salespeople
• Developing a sales force with
knowledge structures and motivational
styles that allow for effective adaptation
can results in gain for both the company
and it’s employees

18. Question