"One of the most important things an organisation can do is to determine exactly what business it is in." --Peter Drucker The Salespunch™ Sales Management Framework is a programme of tools, delivered by your Salespunch™ coach to ensure that future sales results are clearly identified and communicated; and then that sales activity plans are in place to reflect what's required to achieve these new results.
This programme includes introduction to: 1. Sales Policy and Planning Through the use of a case study, we deductively introduce an overall framework that links market information and marketing policy with sales objectives, the management of sales activity and personal development. 2. The Salesbase Model The introduction of a central tool and a common language for planning the quantity, direction and quality of sales activity to achieve future results. The definition of the sales process, the critical issues and key ratios that need to be managed. 3. Salesbase Tools The development of tailored sales management tools 'owned' by the group to quantify salesbase activity and gain implementation of the processes and methodologies that will improve sales effectiveness. For example: identifying key accounts, selection criteria, relationship measurement, backward planning, gap analysis and ‘pipeline’ assessment. 4. Motivating Sales Activity The linkage of the framework with individuals' motivation and the role that sales planning has in maximising personal performance, job satisfaction and career aspirations. 5. The Personal Sales Plan The construction of the right system to enable individuals to comprehensively analyse, monitor, and plan their sales activity and personal development to confidently achieve future targeted results. This includes the detailed construction of a competency profile, including benchmarking of the required levels. Contact your Salespunch™ coach for more information or see the icons opposite for further detail on some of the tools mentioned above. |