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What is RSE
- 1.
- 2. 2 Retail Sales Excellence– What is it? A style and approach through which the Sales Manager can better manage his activity as a coach and facilitator through a disciplined and structured performance review process Part- Exchange Appraisal Car presen- tation Financial service offer Quali- fication Test Drive Propo- sition Customer retention Car delivery Gain agreement First contact Meet & Greet Sales closure Part- Exchange Appraisal Car presen- tation Financial service offer Quali- fication Test Drive Propo- sition Customer retention Car delivery Gain agreement First contact Meet & Greet Sales closure Sales processSales process eGM Daily measuring Coaching processCoaching process eGM Weekly measuring Performance Board Weekly team meeting Personal success plan Weekly individual meeting Daily Report Daily individual meeting An opportunity for the Sales Manager to move from reactive, task-driven manager to pro-active people manager Reactive Proactive Tasks People
- 3. 3 What does RSEinvolve? A focus on the sales process..... Part- Exchange Appraisal Car presen- tation Financial service offer Quali- fication Test Drive Propo- sition Customer retention Car delivery Gain agreement First contact Meet & Greet Sales closure Part- Exchange Appraisal Car presen- tation Financial service offer Quali- fication Test Drive Propo- sition Customer retention Car delivery Gain agreement First contact Meet & Greet Sales closure Sales processSales process
- 4. 4 What does RSEinvolve? A disciplined meeting and performance review structure eGM Daily measuring Coaching processCoaching process eGM Weekly measuring Performance Board Weekly team meeting Personal success plan Weekly individual meeting Daily Report Daily individual meeting
- 5. 5 What does RSEinvolve? The Performance Board – A weekly analysis of team activity and performance through the sales process
- 6. 6 What does RSEinvolve? The Individual Success Plan – A weekly analysis of individual activity and performance through the sales process
- 7. 7 Why are wedoing it? Quite simply..... To improve sales performance and create a high performance team RSE – underlying principle....... “The better we can understand and manage our activity, the more likely we are to improve our performance”
- 8. 8 Creating a highperformance team Challenge Support High Comfort High Performance Abdication High Stress High Low HighLow How management style impacts on team environment
- 9. 9 How do weimprove performance? There are only 2 things the sales team can do..... 1. Create more opportunities to do business 2. Manage the opportunities we have more effectively
- 10. 10 Measuring Opportunities InsertNew Sales Funnel
- 11. 11 Creating Opportunities InsertNew Sales Funnel
- 12. 12 Expectations from thebusiness – the ‘ground rules’ In order for RSE to be successful, we need..... All of the team to be available for team meeting Showroom cover during the team meeting to minimise interruptions No appointments during and either side of the team meeting Nominated number two should sales manager not be available Support to sales manager to allow time for meeting discipline
- 13. 13 Expectations from salesteam Be present – participate constructively in the process Be open-minded – remember, the reason for doing this is to improve team and individual performance!