Embed Size (px)
DESCRIPTION
Ai o forta de vanzari sau doar mai multi vanzatori? Cum te asiguri ca toti cei implicati in procesul de vanzare conlucreaza eficient pentru un rezultat optim?
Citation preview
Improving sales team performance
ZENITH Consultingwww.zen-it.ro
ww
w.z
en-it
.ro
We are smarter and
more charismatic
We have better
connections
I wonder, why our
performance is so poor.?
We work as a team not as individuals
We help each other and share our resources
That’s why we perform
better
Sales team or sales persons?
Efficient selling requires an
organizational system
ww
w.z
en-it
.ro
Working alone is not efficient. Dispersed employees don’t
take advantage of being part of a large group.
problems problems
problems
problemsproblems
problems
problems
Motivation = low
Product knowledge = suboptimal
Change management = difficult
Follow procedures = not always
Success stories= unheard of
Shared values = really?
Are your sales people efficient?
problems
ww
w.z
en-it
.ro
sales management
marketing
sales support
product support
sales team
customer support
People involved in Sales speak the same language?
ww
w.z
en-it
.ro
Limitations of e-mail based organization & communication
1. Employees are bombarded with emails2. Multiple emails are sent on a particular
subject and emails end-up in inboxes together with 1000s of other emails
3. The sender sends the information when thinks it is appropriate; the receiver requires the information at a different time
This makes this type of communication rather ineffective
Email communication leads rather to disorganization than to organization
ww
w.z
en-it
.roThe use of folders for
procedures and instructions1. Many folders, subfolders and
cryptic file names are difficult to use by employees
2. Most of the needed information is not even captured as a document
3. If information is not easily accessible it is not consumed by employees
Well organized & ergonomically presented
Information
Informed & effective
Employees
ww
w.z
en-it
.ro
sales management
marketing
sales support
product support
sales team
customer support
ww
w.z
en-it
.ro
• It organizes all the information needed by a sales person
• It supports collaboration between sales people and internal providers
• It supports formal communication channels throughout the enterprise
ww
w.z
en-it
.ro
reports
tips & tricks
record files
brochures
mails events
newsschedules
targets statistics
documents
articles
action plans
• Centralized document management
– Articles– Reports– Information about products,
services and markets
• Virtual team– Team members– Task– Calendars & schedules– Common resources
• Collaboration– Discussion board– Surveys– Feedback
• Knowledge management– Tips & tricks– Best practices– Case studies and success stories
campaigns
ww
w.z
en-it
.ro
ww
w.z
en-it
.ro
boss
I’m happy because we are really a team
• Easier to achieve the objectives• Easier to manage and organize the work• Easier to motivate my team• Less paperwork, less mistakes• Better collaboration• Better feedback
local sales team
local sales teamleadership
winners
common goals
action plan
mentorship
motivation
feedback
discussions
brainstorming
inspiration
ww
w.z
en-it
.ro
We are happy because we are more productive
• Personalized information• Aggregated resources make tasks easier• Shared knowledge• Help each other• Learn faster• Motivate each other• Have more fun
success stories
tips & tricks
best practices
case studies
experiences
more sales
more money
satisfied customers
recognitionless stress
ww
w.z
en-it
.ro
I’m happy because Sales and Marketing will speak
the same language
• Consistent campaigns messages• Equal access to information• Easier to bind product features and
support cross selling• Easier to collect new ideas and valuable
feedback
campaignsnews & updates
product and services
catalogues
feedback
ww
w.z
en-it
.ro
I’m happy because I can integrate faster
into the team
• Easier to find what to learn first• Easier to organize my work• Less communication barriers• Easier to follow the procedures• Valuable experiences from my colleagues• Easier to make connections
past experiences
check lists
schedules
contact lists
lessons learned
documents
reports
forms
templates
virtual community
help
