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Sales management rules
The document discusses managerial principles for sales management. It outlines key aspects managers should know such as what they are selling, to whom, how much, and at what price. It also discusses managing the sales process and using key performance indicators to track meetings, new clients, visits, growth, and more. Some principles discussed include the managerial cycle of assessment, planning, implementation, control and feedback; balancing the organization's mission and employee motivation; focusing efforts in a success zone with targets; and ensuring consistency through regular meetings, feedback, and public recognition to motivate individual performance.
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Sales management rules
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- 2. Before they sell… Great salesmanagers knows well: • What they sell? • To whom? • How many? • I what price? • How to sell?
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- 5. The Boiling FrogSyndrome
- 6. KPI’s Key performance Indicators Manage theprocess that leads to result!
- 7. KPI’s •Number of meetings. •Numberof new clients. •Number of visits per client. •Number of new clients/segments. •Closing ratio. •Average sale per client. •Sales per product/salesman/segment. •Growth rate of a client/product/employee.
- 9. Management Principles The managerialcycle principle. The balance principle. The focus principle The consistency principle The publicity principle
- 10. The managerial cycle principle Assessment Control& Feedback Leadershi p Environment Implementation Planning
- 11. The balance principle Mission ”Spirit “
- 12. Motivational Leadership The competenceto increase your team’s motivation for a personal extra effort & To see them selves as part of the organizational “success story”.
- 13. The focus principle Success Zone Skyhigh Floor Targetstypes: Inputs Outputs : Targets height Floor Skyhigh Targets level: Team Salesman
- 14. Time units Day: Theworking unit. Week: The Control & assessment unit. Month: The result unit. Transparency and information sharing
- 15. The consistency principle Frequency Content Daily Morningmeeting Daily tel. call Weekly Team meeting: Targets’ assessment, Mutual learning, next week planning. 1x1 Feedback Monthly Monthly team meeting: Month analysis, training, contests… Output Sales Motivation Professionalism Skills Commitment Focus Leadership Administration
- 16. The publicity principle Usethe power of the group in order to motivate the individual
- 17. The public Sales-Board !Congratulations !
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