This training covers the performance outcomes, skills and knowledge required to manage a number of teams to achieve business objectives and optimal customer satisfaction with service and sales coverage.
By the end of this training course, participants will:
1. Review sales team performance and procedures
1.1 Obtain reports from sales teams in relevant detail, format and at agreed times.
1.2 Analyze and action sales team reports.
1.3 Review sales team visit procedures.
1.4 Determine sales team service procedures.
1.5 Analyze sales, costs and profits by territory, sales team and customer group.
1.6 Review performance using business procedures for assessing an individual’s progress against performance indicators, career plans and development plans.
2. Manage sales team territory coverage
2.1 Analyze current business position in territory and communicate to sales teams.
2.2 Ensure territory coverage plan delivers sales and service targets detailed for each territory.
2.3 Devise sales structures within and across territories.
2.4 Determine staff and resource requirements for territory coverage.
2.5 Set service levels for territories.
2.6 Allocate sales representatives to meet market needs.
2.7 Conduct regular reviews of territory coverage plans (including staff levels, targets and frequency of visits).
2.8 Communicate amendments and changes to territory coverage plans to relevant personnel.
3. Organize sales staff according to legislative obligations
3.1 Determine legislation and requirements affecting sales staff.
3.2 Correctly describe provisions under industrial relations acts and legal requirements that affect day to day management of sales teams.
3.3 Ensure management of sales teams complies with industrial relations requirements and business policy and procedures.
3.4 Stimulate performance by using reward and compensation packages developed for sales teams.
4. Monitor product or service price and cost structures
4.1 Collect information on competitors’ pricing.
4.2 Report pricing activity to relevant personnel.
4.3 Communicate adjustments or changes required to current price or performance objectives and projections to relevant personnel (in company, suppliers and customers).
5. Monitor and reset sales team objectives
5.1 Set and review budgets and quotas for sales teams and individuals.
5.2 Support and coordinate sales team meetings.
5.3 Action outcomes from sales team meetings according to business policy and procedures.
5.4 Conduct regular reviews to monitor implementation of sales team meetings outcomes.
5.5 Report back to sales teams on actions completed.
5.6 Review sales and pricing strategies to support revised sales and service objectives.