1- Importance of effective salesforce selection
Top salespeople have a greater desire for sales success & are committed to achieving sales
Do not display emotions
Basic Wage + Commission + Extras (car, phone, laptop, pension etc.)
Training
Training and motivation
Skills can be developed but is limited
Need an ultimate achievement in selling
Motivation
2- Motivations to enter in the sales profession
3- Recruitment process
Questions to ask , seven traits of top salespoeple
From inside, recruitment agencies...
4 usual categories of information on application forms
In 40% of cases the HR Manager and sales manager together make the final choice, icebreaker
Psychological tests and role playing
4- 3 types of sales people
5- Motivation
Factors that cause:
1.Dissatisfaction: Cannot motivate (hygiene factors)
2.Satisfaction: Motivators cause positive motivation
The Churchill, Ford and Walker Model of Sales Force Motivation
Techniques ; Financial incentive, meetings, setting sales target or quotas, promotion, sales contests
6- Training
6 leadership styles :
7 sales challenge :
Benefits
Methods of delivery
4 stage evaluation of training model
Link : measure and knowledge retention
Tests or role plays
Transfer of learning
Increased sales volume
Improved customer relations
Increased salesperson commitment
Decreased selling costs
Imrpved control of salesforce
Better time management
7- Rewards
5 types of salespeople
3 types of compensation plans
In Europe approx. 30% pf salespeople are offered a basic salary plan, in the US this is less than 15%
security but drawbacks
Obvious incentive to sell
Little security
Attractive method to ambitious salespeople who wish to combine security and high earnings through the effort = reward structure
Employment package
1- Importance of effective salesforce selection
Top salespeople have a greater desire for sales success & are committed to achieving sales
Do not display emotions
Basic Wage + Commission + Extras (car, phone, laptop, pension etc.)
Training
Training and motivation
Skills can be developed but is limited
Need an ultimate achievement in selling
Motivation
2- Motivations to enter in the sales profession
3- Recruitment process
Questions to ask , seven traits of top salespoeple
From inside, recruitment agencies...
4 usual categories of information on application forms
In 40% of cases the HR Manager and sales manager together make the final choice, icebreaker
Psychological tests and role playing
4- 3 types of sales people
5- Motivation
Factors that cause:
1.Dissatisfaction: Cannot motivate (hygiene factors)
2.Satisfaction: Motivators cause positive motivation
The Churchill, Ford and Walker Model of Sales Force Motivation
Techniques ; Financial incentive, meetings, setting sales target or quotas, promotion, sales contests
6- Training
6 leadership styles :
7 sales challenge :
Benefits
Methods of delivery
4 stage evaluation of training model
Link : measure and knowledge retention
Tests or role plays
Transfer of learning
Increased sales volume
Improved customer relations
Increased salesperson commitment
Decreased selling costs
Imrpved control of salesforce
Better time management
7- Rewards
5 types of salespeople
3 types of compensation plans
In Europe approx. 30% pf salespeople are offered a basic salary plan, in the US this is less than 15%
security but drawbacks
Obvious incentive to sell
Little security
Attractive method to ambitious salespeople who wish to combine security and high earnings through the effort = reward structure
Employment package