Description
The document explains on Sales Force Development & Motivation.
Sales Force Development & Motivation
Sales Force Development & Motivation are keys to the Sales Management process. At our organization, the number of people in the sales force is not very large. There is a regional sales manager who will be assisted by 3 salesmen. However, in future as we expand, more and more people will be added to our sales force. The most important thing is to remember that each individual is different and develops a unique selling style. Maximizing performance is always more a matter of coaching to help them achieve more than they could achieve on their own. The following means can be used to motivate the sales force: 1. Keep It Simple: Sales people are generally very busy .They make multiple sales calls each day and constantly answer questions from customers and the factory. It is necessary to make the message stand out from other messages. It must be both clear and concise. Multiple inputs at one time should never be given. New information needs to be spaced out so it can be absorbed and acted on before providing more input. As the baby bell is a new product, the sales force should not be confused with too many instructions.
2.
Communicate Expectations: The sales team should have a clear understanding about what is expected from them. They should also feel free to voice their concerns and seek assistance should problems or unexpected setbacks arise. Team meetings, group e-mails, and status reports are essential, but it would never hurt to meet with team members individually, too, particularly if a team member is falling short of the goals you have established. Since our product is for babies and use by families, we intend to ensure that
the sales person is very well mannered and understands the necessities while dealing with a family.
3. Have a single 'funnel' where all leads come into: It is necessary to generate quality leads for the sales force and have a method to track them. Targeted marketing equals good, qualified leads that have a good chance of closing. This entails having a centralized information system which will enable the sales force to have updated information on the customer, previous purchases made by him, problems encountered, date of order placing etc. as we grow, a CRM system will be of tremendous importance to the sales force as well as the employees.
4. Well-defined contract: It is imperative to have a well-defined contract for salesperson that says what's expected of them and how they will be paid. This will motivate them as they would be well aware of their rewards and benefits. The work hours, the fact that they would have to visit hospitals, clinics, child care centers etc. and the amount of travelling such a job requires must be well documented and made known to them.
5. Provide sales training: The sales force would require a professional program that's a process they can put to use, not just a litany about overcoming objections. The technicalities of the product must be known to them in details. This will enable the salesmen to sell the product effectively. It's easy to overlook training as a resource for building and motivating a sales team. However, we believe that training would provide the sales team with the tools they need to reach their goals as well as much-needed confidence for the sales process. In addition, regular training sessions with your entire staff, covering not only sales technique, but also team-building strategies and exercises
will also be organized. General awareness about telecommunications, the trans-receiver, benefits of such a product etc. should be known to them.
6.
Offer Sales Incentives: It is common for sales reps to be compensated on commission. But we believe that commissions can't be the only incentives you offer the sales team. In addition to individual incentives like commissions, we would consider offering teambased motivators like group bonuses, event tickets, or special merchandise when the team reaches its goals. It is also important to create recognition. Sales advisory councils are excellent ways to recognize outstanding effort and gain terrific input at the same time. We would also publicize the results. This would create competition. We can also try to develop an awards program to generate interest. Announcing monthly progress, creating a visible presentation, establishing a trophy and a list of past recipient are also some steps that we can take to motivate the sales force. On achieving of monthly targets, we can have special awards like bonus cash prizes, off days etc.
7.
Set achievable goals: Having concrete goals to aim for is essential to success, no matter if it's in sales, sports, or education. But we will not set our people up for failure by setting lofty goals that they cannot achieve.
8.
Maintain an open-door policy: If your salespeople don't feel they can air their grievances with you, those grievances will fester and lower morale. Therefore, we would make ourselves available for any salesperson that needs to check in from time to time to share concerns or ask for constructive feedback.
9.
Motivate by Example: One of the best ways to motivate your team is to lead by example. A positive, can-do attitude is contagious, but so is a negative one. Since our team will follow our lead, it's important to maintain an upbeat presence with our staff. Since sales are our forte, we might even want to lead the charge by assigning ourselves to sales calls and mentoring new sales staff.
doc_352316362.doc
The document explains on Sales Force Development & Motivation.
Sales Force Development & Motivation
Sales Force Development & Motivation are keys to the Sales Management process. At our organization, the number of people in the sales force is not very large. There is a regional sales manager who will be assisted by 3 salesmen. However, in future as we expand, more and more people will be added to our sales force. The most important thing is to remember that each individual is different and develops a unique selling style. Maximizing performance is always more a matter of coaching to help them achieve more than they could achieve on their own. The following means can be used to motivate the sales force: 1. Keep It Simple: Sales people are generally very busy .They make multiple sales calls each day and constantly answer questions from customers and the factory. It is necessary to make the message stand out from other messages. It must be both clear and concise. Multiple inputs at one time should never be given. New information needs to be spaced out so it can be absorbed and acted on before providing more input. As the baby bell is a new product, the sales force should not be confused with too many instructions.
2.
Communicate Expectations: The sales team should have a clear understanding about what is expected from them. They should also feel free to voice their concerns and seek assistance should problems or unexpected setbacks arise. Team meetings, group e-mails, and status reports are essential, but it would never hurt to meet with team members individually, too, particularly if a team member is falling short of the goals you have established. Since our product is for babies and use by families, we intend to ensure that
the sales person is very well mannered and understands the necessities while dealing with a family.
3. Have a single 'funnel' where all leads come into: It is necessary to generate quality leads for the sales force and have a method to track them. Targeted marketing equals good, qualified leads that have a good chance of closing. This entails having a centralized information system which will enable the sales force to have updated information on the customer, previous purchases made by him, problems encountered, date of order placing etc. as we grow, a CRM system will be of tremendous importance to the sales force as well as the employees.
4. Well-defined contract: It is imperative to have a well-defined contract for salesperson that says what's expected of them and how they will be paid. This will motivate them as they would be well aware of their rewards and benefits. The work hours, the fact that they would have to visit hospitals, clinics, child care centers etc. and the amount of travelling such a job requires must be well documented and made known to them.
5. Provide sales training: The sales force would require a professional program that's a process they can put to use, not just a litany about overcoming objections. The technicalities of the product must be known to them in details. This will enable the salesmen to sell the product effectively. It's easy to overlook training as a resource for building and motivating a sales team. However, we believe that training would provide the sales team with the tools they need to reach their goals as well as much-needed confidence for the sales process. In addition, regular training sessions with your entire staff, covering not only sales technique, but also team-building strategies and exercises
will also be organized. General awareness about telecommunications, the trans-receiver, benefits of such a product etc. should be known to them.
6.
Offer Sales Incentives: It is common for sales reps to be compensated on commission. But we believe that commissions can't be the only incentives you offer the sales team. In addition to individual incentives like commissions, we would consider offering teambased motivators like group bonuses, event tickets, or special merchandise when the team reaches its goals. It is also important to create recognition. Sales advisory councils are excellent ways to recognize outstanding effort and gain terrific input at the same time. We would also publicize the results. This would create competition. We can also try to develop an awards program to generate interest. Announcing monthly progress, creating a visible presentation, establishing a trophy and a list of past recipient are also some steps that we can take to motivate the sales force. On achieving of monthly targets, we can have special awards like bonus cash prizes, off days etc.
7.
Set achievable goals: Having concrete goals to aim for is essential to success, no matter if it's in sales, sports, or education. But we will not set our people up for failure by setting lofty goals that they cannot achieve.
8.
Maintain an open-door policy: If your salespeople don't feel they can air their grievances with you, those grievances will fester and lower morale. Therefore, we would make ourselves available for any salesperson that needs to check in from time to time to share concerns or ask for constructive feedback.
9.
Motivate by Example: One of the best ways to motivate your team is to lead by example. A positive, can-do attitude is contagious, but so is a negative one. Since our team will follow our lead, it's important to maintain an upbeat presence with our staff. Since sales are our forte, we might even want to lead the charge by assigning ourselves to sales calls and mentoring new sales staff.
doc_352316362.doc