How to Increase Sales Force Productivity

Group 3 Presentation @ Workshop on Managerial Leadership in Sales & Marketing

Seminar

Louis Ekome Nov 2014

Objectives

Outline strategies which can be easily implemented by a sales manager/organization to increase productivity

of the sales force

Sales Force Automation

The use of technology can simplify tasks and potentially reduce lag time in service delivery

Product knowledge/training

Improved knowledge will boost the confidence of the rep and increase output

Entrench belief in their “brand”

Belief in your brand drives passion to achieve

Motivation & Incentives

People are motivated in different ways. Identify what motivates a sales rep and provide it

Play Each Team Member In Their Areas Of Strength

Put round pegs in round holes

Marketing Intelligence will influence key decisions on strategy implementation

Marketing Intelligence

Marketing intelligence

Territory Knowledge & Management

Sales force need to be appropriately deployed in the right territory

Good Evaluation And Feedback System

Regular evaluation of performance provides motivation for improvement

Coaching And Mentoring

Potentials are unlocked via coaching & mentoring

Communication

Communication to sales team on how feedback from them is used to form strategies

Entrench the spirit of “ownership”/ “wealth-creator”.

Sales force should see themselves as wealth creators for the business

Customer Knowledge/ Focus

Adequate customer knowledge will facilitate provision of products and services suited to needs of the customer

Summary on How to increase sales Force Productivity • Sales force Automation(use of technology)

– Sales force CRM

• Product knowledge/training/

• Entrench belief in their “brand”

• Incentives & motivation

• Play each team member in their areas of strength.

• Market intelligence

• Territory knowledge/management

• Good evaluation and feedback system.

• Coaching and mentoring

• Communication to sales team on how feedback from them is used to form strategies.

• Entrench the spirit of “ownership”/ “wealth-creator”.

• Customer knowledge/focus

Acknowledgements • All members of group 3 who were part of this seminar @ LBS

• Google Images