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Employment Act 1955 with Recent development

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BILLY ONG
Managing A Sales Team
A 2-Day Workshop

Programme Outline

›	Introduction

•

To be able to manage a sales team so that they can generate adequate returns to the company

›	The Functions & Role Of The Sales Leader

•

Main functions:

-		Planning
-		Organising
-		Staffing
-		Directing
-		Controlling

•

Other Attributes:

-		Coaching
-		Motivating
-		Counselling
-		Creativity (in making selling exciting for the staff)
-		What is the Sales Leader?

•

Supporting & developing winners

›	The Selection Process

•		The sales personnel’s selection process
•		The questions that must be answered in evaluating a salesperson selection programme
•		Why a systematic approach to selection is important to salesperson hiring decisions?
•		Identify the major selection tools used in staffing a sales force
•		The correct way to extend an offer of employment or to reject a candidate

›	Sales Planning & Reporting Forms

•

The purpose of these forms

•

The type of forms used:

-		Prospecting form
-		Call objective form
-		Weekly planner
-		Daily sales report
-		Monthly performance review form

›

Sales Territory Development

•

The nature of territory management

•

Sales territory design

•

Procedures for developing territories

•

Operating the territory management system

HOME > OUR TRAINERS & FACILITATORS > BILLY ONG > MANAGING A SALES TEAM

›

Motivating The Sales Team

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Are you a manager or a leader?

•

Important ingredient of good leadership

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The various type of motivational approach:

-		Achievement
-		Recognition
-		The work itself
-		Responsibility
-		Advancement/Personal growth

•

Applying motivational re-inforcers on your sales team

›

Developing A Sales Compensation Plan

•

Know the 5-step process to developing a SC plan

•

Be aware of the various type of selling costs

•

The three methods of compensation:

-		Salary-based
-		Commission-based
-		Bonus-based

•

The various type commissions payable to sales people

›	Sales Leader & Supervision

•		Understand the elements of sales motivation
•		Outlining the basic concepts of sales leadership
•		The five types of leadership roles
•		The four types of leadership styles

›	Planning & Control

•		Major problems in planning
•		A systematic approach to planning
•		The five stages of a sales plan
•		Evaluating sales staff efficiency rate
•		The 10-step decision-making model in sales planning
•		The four strategies to sales growth
•		Applying the Monthly Performance Review (MPR)

›	Sales Evaluation (Staff Appraisal)

•		Reasons for sales evaluation
•		The two type of standards in sales evaluation
•		Understand the meaning of input measures
•		Understand the meaning of output measures
•		Information sources for evaluation
•		Methods of sales evaluation
•		Applying the developing plan for the sales personnel
•		Guidelines for sales evaluation interviews