Webinar #4

Support system. Team-management in Sales

VISIONING

Current Team Member

Future Team MemberSales

Culture Now

Sales Cultur

e in Future

BOTTLENECKS OF SALES FORCE

CORE PERFORMER CAPACITY

80%

How to grow it?

CORE PERFORMER

CAPACITY

Enhance Talent

Capacity

Increasing Sales Intencity

80%

ENHANCE TALENT CAPACITY

Pick up focus LC to GIP growth

Use TM planning Tool For GIP Talents planning

Capacity Planning

Timeline

How should they look like?

TEAM STRUCTURES

oGIP

0-10 Re. Startup LC

Example

11-20 Re. Potential LC. DO/KH/LV

21-50 Re. High Potential LC. KY

2 situations based on performance

Education cycle for oGIP

How should they look like?

TEAM STRUCTURES

iGIP

0-10 Re. Startup LC

Education cycle for iGIP

INCREASING SALESINTENCITY

Early success windowfor new members• Sales members need to be successful,

confident• Have prepared meetings/easy-matchable

EPs for them when they join• Give them training fast so they can raise

first sales meeting/EP in first two weeks• After raised EP/conducted EP constructive

feedback should be given

Creating LC ownership of GIP

• ‘Own our promise’ for GIP• Every team and every member leads own

EP/raises company for meeting• iGIP/oGIP sales trainings for members of

LC from alumni, external sellers• Competition inside LC and with other LCs

Sales Team Leadership

• High standards and strict accountability

• Transparency of performance for all members

• Coaching based on performance

SALES STARSMORE AND BETTER

20%

Pillows of Sales Stars development

Qualitative Education

Smart Tracking

Personal Coaching and

Support

Personal Appreciation

SALES STAR DEVELOPMENT PATH

SALES STARS DEVELOPMENT

GIP TEAMMANAGEMENT

GIP team

How to manage your

LEADER

Responsible

Example for team

Controlling

Motivator

Authority

How to become an authority ?

Prove that you stronger then they are

Know everything about them

Give them what they

didn’t have

Talk to them and

listen

Track and reward

CORPORATE CULTURE

 is the behavior of humans who are part of an organization and the meanings that the

people reach to their actions. Culture includes the organization values,

visions, norms, working language, systems, symbols, beliefs, and habits.

It is also the pattern of such collective behaviors and assumptions that are taught to new organizational members as a way of perceiving, and even thinking and feeling.

Organizational culture affects the way people and groups interact with each other,

with clients, and with stakeholders.

Corporate culture

How to grow and develop sales culture?

How do you act?

How other talk about you?

How does it help to sell?

Sales culture

REMEMBER: You and only you are drivers of your culture! No one will do this except you. So you need to like it so much

• They have to understand that you are cool and want to become as you are

• Create values and principles of your team

• Everyone should say something and add or say that they agree

• Finish by follow up and only than “teambuilding”

First meeting

Teambuilding

* REMEMBER that you are EXAMPLE and ROLE MODEL

REMEMBER

YOU are seller where never you will be !

Questions?