This document summarizes a sales management learning and development program. It begins by outlining the objectives and content to be covered, which includes defining the sales management process, listing the sales management checklist, and recognizing the top 10 mistakes of sales managers. It then details each step of the sales management process - planning, staffing, training, leading, and controlling. Next, it provides the sales management checklist and describes the tasks involved in managing people, operations, self-development, and external relationships. Finally, it lists and explains the 10 most common mistakes made by sales managers.

1. FIL Sales Management
Learning & Development Program

2. Objectives
After this
workshop
participants
will be able
to:
Define the process of sales
Management
List the sales management
check list
Recognize the 10 top
mistakes of sales managers

3. Content
The topics to
be discussed
are:
Sales Management
Process
10 top mistakes of
Sales managers

4. Group Work
• What Sales Management tasks do you
perform in the office as an Sales Manager/
Team Leader?

5. Sales Management Process
Planning Staffing Training
LeadingControlling

6. Planning
• The conscious, systemic process of
making decisions about goals and
activities that an individual, group, work
unit, or organization will pursue in the
future and the use of resources needed to
attain them.

7. FIL Sales Planning
• Where is the business?
• Where are the public servants?
Sales Territories
• How can I reach them efficiently?
• Where should the mobile trip go?
Sales Routes
• Which sales team should be in what territory and on
what route?
Sales Team Assignment

8. Sales Management Process
Planning Staffing Training
LeadingControlling

9. Staffing
• Activities undertaken to
attract, develop, and maintain effective
sales personnel within an organization.

10. Group Work
• What tasks should you do to
attract, develop, and maintain effective
sales executives and team leaders within
a Sector or PayPoint?

11. Sales Management Process
Planning Staffing Training
LeadingControlling

12. Training
• The effort put forth by Sales Manager to
provide the salesperson job-related
culture, skills, knowledge, and attitudes
that result in improved performance in
selling.

13. FIL Sales Training
• FIL Sales Process
• Operational Errors & Fraud
• Frequently Asked Questions
Product Knowledge
• Traditional versus consultative selling
Selling Skills
• The three pillars of customer satisfaction
• Product/Convenience/Human
Customer Service Skills

14. Sales Management Process
Planning Staffing Training
LeadingControlling

15. Leading
• The ability to influence other people
toward the attainment of objectives

16. Group Work
• What will you be doing different in your
offices after the ―Leading your team
Course‖?

17. Sales Management Process
Planning Staffing Training
LeadingControlling

18. Controlling & Evaluation
• Monitoring sales personnel’s
activities, determining whether the
organization is on target toward its
goals, and making corrections as
necessary.

19. Controlling & Evaluation
• Review of Disbursements by:
– Team Leader
– Sales Executive
– Mobile Trips
– Territory
– Institution
• Are we on target?

20. Sales Management Process
Planning Staffing Training
LeadingControlling

21. FIL Sales Manager’s Checklist

22. Sales Manager’s Checklist
Your People
• General periodic
discussion & review
• Goals & expectations
understanding
• Sales skill training
• Motivation &
inspiration
• Knowledge training
(product/ service/
industry)
• Recruiting
• Promotions/ new
roles/ new positions
• Performance reviews
• Recognition

23. Sales Manager’s Checklist
Operational Issues
• Sales Activity –
Affordability/ mobile
trips etc.
• Disbursement
Analysis (team
leader/ sales
executive/ territory/
institution)
• Sales process review
• Sales communication
review & distribution
• Before-and after-the-
sale review
(processes)
• Lead generation (new
areas?)
• Barriers to remove
from sales efforts

24. Sales Manager’s Checklist
Your People
Self Development
• Management skills
• Additional contributions
External Relationships
• FIL Admin review
• Top competitor review

25. FIL Sales Management Checklist
• Your people
• General periodic discussion &
review
• Goals & expectations
understanding
• Sales skill training
• Motivation & inspiration
• Knowledge training (product/
service/ industry)
• Recruiting
• Promotions/ new roles/ new
positions
• Performance reviews
• Recognition
• Self-development
• Management skills
• Additional contributions
• Operational issues
• Sales Activity – Affordability/
mobile trips etc.
• Disbursement Analysis (team
leader/ sales executive/
territory/ institution)
• Sales process review
• Sales communication review &
distribution
• Before-and after-the-sale
review (processes)
• Lead generation (new areas?)
• Barriers to remove from sales
efforts
• External relationships
• FIL Admin review
• Top competitor review

26. FIL Sales Manager’s Checklist

27. 10 Mistakes of Sales managers

28. 10 Mistakes of Sales managers
#1
• Fail to shift from
―super salesperson‖
mode to managerial
mindset
• Learn what it takes to
be an effective sales
manager

29. 10 Mistakes of Sales managers
#2
• Continually fight fires • Firefighting comes
from a lack of
priorities and failing to
look for the underlying
causes of recurring
problems

30. 10 Mistakes of Sales managers
#3
• Leave staff to sink or
swim on their own
• The #1 priority of a
sales manager is to
coach the skill and
will of the sales team

31. 10 Mistakes of Sales managers
#4
• Ignore the importance
of performance
standards/get
blindsided by poor
performance
• Observe your best
salespeople to define
what they do
specifically to achieve
sales excellence

32. 10 Mistakes of Sales managers
#5
• Fail to leverage the
strengths and
resources of your
team’s top producers
• Help your ―strong
men‖ become role
models

33. 10 Mistakes of Sales managers

34. 10 Mistakes of Sales managers
#6
• Spend too much time
working with the
bottom 20%
• Focus on middle
performers as
―emerging
contributors‖—
improving their
performance will have
a bigger impact on
the bottom line than
trying to bring
underperformers up
to minimum standards

35. 10 Mistakes of Sales managers
#7
• Allow senior
salespeople to get
stuck in a de-
motivated mode
• Help reenergize
experienced but
complacent reps; get
them to ―step up‖

36. 10 Mistakes of Sales managers
#8
• Be inconsistent in
recruiting and hiring
• Develop a rigorous
hiring process—your
next new hire is the
future of your team

37. 10 Mistakes of Sales managers
#9
• Assume your sales
reps will figure things
out the same way you
did
• Avoid the temptation
to leave people on
their own; provide
regular feedback and
coaching to your reps

38. 10 Mistakes of Sales managers
#10
• Hang on to low
producing
salespeople for far
too long.
• Set minimum
standards, and then
enforce standards by
managing poor
performers either
up, or out the door.

39. 10 Mistakes of Sales managers