55 ManagerialManagerialPrinciplesPrinciples

The sales Management Principles

Before they sell…Great sales managers knows well:

• What they sell?

• To whom?

• How many?

• I what price?

• How to sell?

Outputs

The FactoryThe Factory

Added Value Process

(Manufacturing)

Inputs

Sales FactoriesSales Factories

SalesLeads Interactions

The Boiling Frog SyndromeThe Boiling Frog Syndrome

KPI’sKey performance

Indicators

Manage the process that leads to result!

KPI’s•Number of meetings.

•Number of new clients.

•Number of visits per client.

•Number of new clients/segments.

•Closing ratio.

•Average sale per client.

•Sales per product/salesman/segment.

•Growth rate of a client/product/employee.

The balance principle.

The focus principle

The managerial cycle principle.

Management PrinciplesManagement Principles

The consistency principle

The publicity principle

Assessment

Planning

Implementation

Control & Feedback

Environment

Leadership

The managerial cycle The managerial cycle principleprinciple

The balance principleThe balance principle

Mission

“Spirit”

Motivational LeadershipMotivational Leadership

The competence to increase your team’s

motivation for a personal extra effort

&

To see them selves as part of the

organizational “success story”.

Targets types:

Inputs

OutputsSkyhigh

Floor

SuccessZone

Targets level:

TeamSalesman

Targets height:Floor

Skyhigh

The focus principleThe focus principle

Day: The working unit.

Week: The Control & assessment unit.

Month: The result unit.

Transparency and information sharing

Time unitsTime units

The consistency principleThe consistency principle

Frequency Content Output

Daily Morning meeting

Sales Motivation

Professionalism

Skills Commitment

Focus Leadership

Administration

Daily tel. call

Weekly Team meeting:Targets’ assessment, Mutual learning, next

week planning.

1x1 Feedback

MonthlyMonthly team

meeting:Month analysis,

training, contests…

Use the power of the group in order to motivate the individual

The publicity principleThe publicity principle

The public Sales-BoardThe public Sales-Board

Congratulations!!

Salesman

Control&

assessment

Personal life

Bonuses

Training &

coachingTeam

meetings

Dailyfocus

Publicity

Sales contests

The hoopsThe hoops