Managing for Sales ResultsBy Prashant Pradhan

Network 18Reach of over 300 millions Indians

Network 18Reach of over 300 millions Indians

Leadership Position

Space Selling

National Footprint

Sales Management

SalesPromotion

Mass Selling

PersonalSelling

Target Market

PricePricePromotionPromotionPlacePlaceProductProduct

Personal selling techniques

Compensation and motivation

approach

Selection and training

procedure

Number and kind of

salespersons needed

Managing Teams

“Manager does the Things Right while a Leader does the Right Things”.

Manager vs. Leader……..

Managing Wheel

• Ambition

• Vision (SWOT)

• Goal Setting

• Focus

• Drive

S Specific

M Measurable

A Achievable

R Realistic

T Time Bound

Knowing & Managing Self

Managing Teams

• Trait Theory• Situational Theory• Transactional Leadership

• Transformational Leadership

Managing Teams

Transformational Leadership:

• Idealized Influence : Trust, Respect, Connect “Feel like working for YOU & Team”• Individualized Consideration : Care & Concern• Inspiring Motivation “Drive your people to LIVE THEIR DREAMS and towards Sales

Performance”. • Intellectual Stimulation

Managing Teams

Leadership Styles:• Autocratic Style• Democratic Style• Country Club Management• Middle Of The Road

• Team Management “logic + emotion”

Managing Teams

Leadership Styles:

Managing Teams

Team Building

• Build Trust• Care for your people • Masti , People & Performance

• Brand Your Team “Watch your words and win the world”

Managing Teams

• Task

• Team

• Individual

Managing Teams

BEST PRACTICES IN BRANCH MANAGEMENT

Sr. No. Motivation Support Control MISC.

1 Monthly Contests Database Weekly Teamwise Presentation Daily Reports

2 New Joinee Award Training MIS Weekly Reports3 Birthday Celebration Sales Kit Prospect Lists Monthly Reports4 Festival Celebration Positive Atmosphere Client Pending Status Client Retention5 Motivational Posters Multi Level Squeezing Attendance Muster Quarterly Analysis6 Counselling Top Clients List Individual Meeting Key Clients Status7 Friendly Chat Company Updates Team Meeting Top Categories8 Innovative Spots Product Updates Performance Charts Competition Statistics9 Yearly Sales Meet Stationery Flashboard Meeting Bisleri In Summer

10 Movie Infrastructure Flashboard Markings Grooming Kit

11 Party Appointments Banners On Month Countdown Proposal Letter Format

12 Picnic Field Support Commitments Media kit

13 SMS/Email To Motivate Market Research Daily Plan Check Sample Artworks

14 Family Visit Client Testimonials Evening Visiting Cards Check Client Gifts

15 National Apreciation Mail Marketing Warning Letter Emotional Speech

16 Appreciation Banners Product Banners Commitment Letter Sacking A Non Performer

17 Monthly Meet Good Product Meeting With EVP Exit Interview

18 Client Office Visit Industry Credentials Low Score Note Support Staff Motivation

19 Family Well Being Technology Direct Field Reporting Office Décor

20 Personal Asistance Benefit To Clients Call from Field In Afternoon Lead By Example

 

Superpower

“Light the fire within”..

35% More Revenue in Q4YOY Of the Sales Cycle…

• Picnic

• Festivals

• Birthday Celebrations

• International Conferences

Motivation

• Confident • Communication• Experienced• Background• Smart

• Attitude, Hard Working & Sincere “Selecting The RIGHT PERSON is very critical”

Customized Hiring

• Induction: Company, Product, Documentation, Market Place, Procedures , Do’s & Don’ts

• Selling Skills To Make Him / Her Call Ready • Buddy Program & Handholding• Field Support• Branch Training Champions• Daily & Weekly Coaching• Soft Skills Workshops• Outbound Programs

Training

• Sales Audit• Sales Kit Usage• Online Training• Common Presentation Styles• Mock Calls• Sales Videos• Top Management Buy-In• Middle Management Involvement “excite and energize”

Training

• Transformational Leadership• People Connect & Care• Inspiration & Motivation• Knowing & Managing Self• Team Management Style : High on Task & People• Planning & Organising• Take Training Seriously• Control Over The Situation• Hiring Expertise• Support : Product, Database, Infrastructure…

Summary

“If it is to be..it is up to me”!

- Sales Cats

Hum Jeetenge !