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Sale Management
Posted By: khoiqptb* on 7/29/2005 11:15 PM (CST) 125 Points
How can I manage our sale rep effectively ?

Posted by: adammjw Accepted Answer
7/30/2005 5:57 AM (CST)
khoiqptb,

I assume there's more than one sales rep you have on your mind.Anyway you have to start with determining your targets for sales reps i.e. sales targets, profit targets,sales increase, acquisition of new customers, etc.
Of course you have to make sure that adequate metrics are in place which will allow you to check on the results.Then it's up to you to determine which of the targets will be most relevant to you and consequently attach compensation to it.

Adam
 
Posted by: SRyan ;] Accepted Answer
8/7/2005 5:52 AM (CST)
Sales reps need a consistent supply of business leads from you. Snacks help, too.

If you provide some details about your situation, you'll get much better results from the Experts on this forum. You're question has gotten a bit stale by now, though, so you might want to post a brand new one with as much background information as you can muster.
 
Posted by: telemoxie Accepted Answer
8/12/2005 10:03 AM (CST)
I agree with Shelly, we need more info. Is the person an employee, or an independent contractor? Does the person report to you, or someone else? What do you mean by "effectively?" What is your product, the level of competition, the price, your sales cycle?

As a general rule, if you can help the rep make money (by providing leads as described above, by helping with proposals) you can create a good working relationship with them. Good luck.
 
Posted by: laurenceainsworth* Accepted Answer
8/18/2005 7:01 PM (CST)
You must decide what you want him to do, get new business or farm existing accounts.Youhave to design a compensation package that rewards him financially for doing what you want him to do.

You then have to give them clear targets to acheive. so these must be quantative, or the number of sales meetings in a day per week etc. the amount of business to be closed by month or quarter depending on your sales cycle.

You must realise in all of this that sales peaple hate administration so reports must be quck and easy to fill in and must provide you with sufficient info so that you can regularly review their performance. I would suggest monthly as and optimum but it could be more frequently if your in an FMCG business.

hope this helps

Laurence Ainsworth (UK)
 
Posted by: anthonii_truong* Accepted Answer
8/18/2005 8:12 PM (CST)
A lot of sales manager look at their own numbers and requirements and then imposing their goal on sales reps. I think you should try anotherway.

Ask your reps what do they want and how much they want to contribute. Then get them to commit to the number they came up with. Say, Sales Rep, what is your income goal for this quarter? How will you get there? How many wigets do you have to sell? Etc....start from what THEY want. Once the number comes from THEM, they are more inspired to go get it. Let me know if that works :)
 
Posted by: jose04 Accepted Answer
8/19/2005 11:33 AM (CST)
Hi

Ultimately the sales rep needs to show performance, be it this week, next month or the next quarter.

Sales reps need to be monitored, and trained to make them achievers. THe biz model you have in place will create all the right tasks for you to manage effectively.

Sales Performance will depend on the kind of product/ service you are into, the quality of the salesperson, the business objective you have, the strategies you have lined up and the degree of patience you have to achieve all these.

Great sales managers are embodiments of experience, proactive, teachers, performers, respects work, is understanding and truly human. They are not the fly-by-night operator type. They work with missionary zeal in their and believes that 'moving markets' is more exciting than just being 'marketing oriented'.

If these traits convince the sales rep, they emulate such a leader and the rest is history. Often the 'shisya' (student) will (over time)achieves more than the 'guru' (teacher).

Hope these help!

Jose
 
Posted by: d_crawford* Accepted Answer
8/21/2005 1:26 AM (CST)
Give them goals and objectives. Make them write action plans to achieve (SMART ones). and then weekly reports -- how many calls, deals, new clients, etc.

Good Luck!
Deborah
 
Posted by: Shelley, MProfs Moderator Response
8/27/2005 5:52 AM (CST)
I am closing your question since it's getting stale. Next time you post something on our forum, please have the courtesy to reward the contributions of participants in a timely manner.

Thanks for participating, everyone!
 


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