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Retail Sales Excellence
2
Retail Sales Excellence – What is it?
A style and approach through which the Sales Manager can better manage his activity
as a coach and facilitator
through a disciplined and structured performance review process
Part-ExchangeAppraisal
Carpresen-tation
Financial service
offer
Quali-fication
TestDrive
Propo-sition
Customerretention
Car delivery
Gainagreement
Firstcontact
Meet&
Greet
Sales closure
Part-ExchangeAppraisal
Carpresen-tation
Financial service
offer
Quali-fication
TestDrive
Propo-sition
Customerretention
Car delivery
Gainagreement
Firstcontact
Meet&
Greet
Sales closure
Sales processSales process
eGM
Daily measuringCoaching processCoaching process
eGM
Weekly measuring
Performance Board
Weekly team meeting
Personal success plan
Weekly individual meeting
Daily Report
Daily individual meeting
An opportunity for the Sales Manager to move from reactive, task-driven manager to pro-active people manager
Reactive
Proactive
Tasks
People
3
What does RSE involve?
A focus on the sales process.....
Part-ExchangeAppraisal
Carpresen-tation
Financial service
offer
Quali-fication
TestDrive
Propo-sition
Customerretention
Car delivery
Gainagreement
Firstcontact
Meet&
Greet
Sales closure
Part-ExchangeAppraisal
Carpresen-tation
Financial service
offer
Quali-fication
TestDrive
Propo-sition
Customerretention
Car delivery
Gainagreement
Firstcontact
Meet&
Greet
Sales closure
Sales processSales process
4
What does RSE involve?
A disciplined meeting and performance review structure
eGM
Daily measuringCoaching processCoaching process
eGM
Weekly measuring
Performance Board
Weekly team meeting
Personal success plan
Weekly individual meeting
Daily Report
Daily individual meeting
5
What does RSE involve? The Performance Board –
A weekly analysis of team activity and performance through the sales process
6
What does RSE involve? The Individual Success Plan –
A weekly analysis of individual activity and performance through the sales process
7
Why are we doing it?
Quite simply.....
To improve sales performance and create a high performance team
RSE – underlying principle....... “The better we can understand and manage our activity, the more likely we are
to improve our performance”
8
Creating a high performance team
Challenge
Support
High Comfort High Performance
Abdication High Stress
High
Low
HighLow
How management style impacts on team environment
9
How do we improve performance?
There are only 2 things the sales team can do.....
1. Create more opportunities to do business
2. Manage the opportunities we have more effectively
10
Measuring Opportunities
Insert New Sales Funnel
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Creating Opportunities
Insert New Sales Funnel
12
Expectations from the business – the ‘ground rules’
In order for RSE to be successful, we need.....
All of the team to be available for team meeting
Showroom cover during the team meeting to minimise interruptions
No appointments during and either side of the team meeting
Nominated number two should sales manager not be available
Support to sales manager to allow time for meeting discipline
13
Expectations from sales team
Be present – participate constructively in the process
Be open-minded – remember, the reason for doing this is to
improve team and individual performance!
