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Increasing Sales
Productivity By Getting
Salespeople to Work
Smarter
Presented to: Centrel-1 S&D Team
Presented by: M.Taimoor
Summary
Cost of selling has increased
How to work smarter
Adaptive Selling Skills
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
Effective Adaptors
What makes Sales people effective Adaptors.
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.
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
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.
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
Unitize Information
• To unitize the information
• To create link between selling strategies
with sales situation categories
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
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.
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
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
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
Help People to Manage Themselves
• Supervisors to help salespeople to set
their goals and targets
• Supervisors to direct salespeople
towards these goals achievement
Sense of Mutual Commitment
• Promote within organization
• Long-term employment
• Mutual sense of commitment between
employee and company
• Confidence building
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
Question

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Increasing Sales productivity (3)

  • 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