How to increase sales force productivity
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Transcript of How to increase sales force productivity
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How to Increase Sales Force Productivity
Group 3 Presentation @ Workshop on Managerial Leadership in Sales & Marketing
Seminar
Louis Ekome Nov 2014
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Objectives
Outline strategies which can be easily implemented by a sales manager/organization to increase productivity
of the sales force
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Sales Force Automation
The use of technology can simplify tasks and potentially reduce lag time in service delivery
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Product knowledge/training
Improved knowledge will boost the confidence of the rep and increase output
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Entrench belief in their “brand”
Belief in your brand drives passion to achieve
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Motivation & Incentives
People are motivated in different ways. Identify what motivates a sales rep and provide it
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Play Each Team Member In Their Areas Of Strength
Put round pegs in round holes
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Marketing Intelligence will influence key decisions on strategy implementation
Marketing Intelligence
Marketing intelligence
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Territory Knowledge & Management
Sales force need to be appropriately deployed in the right territory
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Good Evaluation And Feedback System
Regular evaluation of performance provides motivation for improvement
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Coaching And Mentoring
Potentials are unlocked via coaching & mentoring
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Communication
Communication to sales team on how feedback from them is used to form strategies
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Entrench the spirit of “ownership”/ “wealth-creator”.
Sales force should see themselves as wealth creators for the business
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Customer Knowledge/ Focus
Adequate customer knowledge will facilitate provision of products and services suited to needs of the customer
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Summary on How to increase sales Force Productivity • Sales force Automation(use of technology)
– Sales force CRM
• Product knowledge/training/
• Entrench belief in their “brand”
• Incentives & motivation
• Play each team member in their areas of strength.
• Market intelligence
• Territory knowledge/management
• Good evaluation and feedback system.
• Coaching and mentoring
• Communication to sales team on how feedback from them is used to form strategies.
• Entrench the spirit of “ownership”/ “wealth-creator”.
• Customer knowledge/focus
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Acknowledgements • All members of group 3 who were part of this seminar @ LBS
• Google Images