Planning / Field Sales Operation / Sales Force Effectivenesss
A well briefed, well equipped, organised salesperson will sell more – plan sales strategy carefully!
- Sales personnel been fully trained and briefed?
- Literature/web site reflects your current range and aspirations?
- How many calls per week do you expect from your sales team?
- Samples adequate for current objectives and readily available?
- For exhibitions do you have a good method to capture and qualify leads?
- Do rewards and recognition for sales people generate the right level of sales?
- Do they have clearly defined objectives and targets?
- Can they make decisions on price/incentives when in call?
- Are actual results from field sellers reflecting what the business needs?
- Is your sales team as effective as it should be?
- How much attention is paid to journey planning and call rates?
- Have you experienced surprised loss of major customers?
A mature sales organisation can become complacent – could they be doing better?
Relevant experience:
Planning
Extensive experience in issuing Sales Briefings – this includes preparing and launching industry changing policies when with Scott Ltd.
Have produced lead qualifying record procedures for many exhibitions.
Comprehensive experience in specifying literature requirements.
Field Sales Operations
As a Regional Sales Manager with £10M turnover with Scott Ltd
Achieved No.1 Region starting from 3rd place in second year.
The keys were right people, right work ethic allied to clear direction, tight control of budgets and keeping everyone focused.
Later replicated this as National Sales Manager for Major Accounts.
Sales Force Effectiveness
- Reviewing recruitment back beyond advertising vacancy.
- Focus on good journey planning.
- Sell Price/Volume/Mix.
- Training in selling price increases and handling price support.
- Implementing Customer Relationship Assessment.
More than just the in-call performance – delivering the bottom line.