Building

Sales Excellence

How to achieve company goals across

customer base

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 Introduction
Management Coach and Mentor with 40 years of experience in Talent Development
Coached and Mentored for past 14 years @
Arun Singhal
✓ IIM Udaipur
✓ Vikram Cements
Post Graduate in Marketing & Finance from IIM ✓ Seva Mandir Udaipur
Bangalore in 1981 ✓ BSL Ltd

26 years of work experience in Unilever, Johnson & ✓ Mayur Suitings

Johnson and Dumex India (now Danone Nutrition) in ✓ Volkswagen India

✓ Kris Flexipacks Pvt Ltd
sales, marketing, operations and general management
✓ Bayer India
in senior positions in India and Asia Pacific
✓ Cello India
Been consulting, coaching and counselling individuals,
✓ Makarizo Indonesia
small and medium business since 2007
✓ Ayushakti Health Care Pvt Ltd
Working with IIM Udaipur for 2015-21 as faculty for IBP ✓ Hia Designs
in addition to driving entrepreneurship, emotional ✓ Mind Technologies
intelligence, Bloomberg Lab and career counseling ✓ Hindustan Instruments

Also a certified CEO coach ✓ Panache Computers

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 Purpose
The purpose of this module is to give you an in-depth
understanding of how to achieve company goals across
customer base that can help you build excellence in sales

At the end of this module you will learn the following parts of the
process

➢ Understand Business Unit Strategy

➢ Understand your roles and responsibilities
➢ Draft and align your annual goals with your manager
➢ Cascade your annual goals into your client specific strategies

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 How can you achieve company goals across customers?

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 How can you achieve company goals across customers?

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 How can you achieve company goals across customers?

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 Understanding the Business Unit Strategy

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 How can you achieve company goals across customers?

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 Understanding your roles and responsibilities

• Understand short and long term goals of the team your are
part of
• Ask for a 30 minute session to understand the expectations
your manager has in meeting his goals
• Understand in this session
– What are you supposed to achieve by the end of year (Objective)
– Where you are today on (Current Position)
– Where are to expected to reach by end of the year (Goal)
– What are you expected to do to achieve this goal?

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 How can you achieve company goals across customers?

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 Understanding draft and align your goals with your manager

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 How can you achieve company goals across customers?

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 Cascading your goals into client specific strategy

• Identify Major Clients- Contributing 85%of your sales

revenue
• Identify client wise opportunities for each of your goals by
– Your target competitors position in that client
– Key Factor driving that performance
– Your capability to outperform
• Estimate likely result you can attain there
• Consolidating collective impact

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 What did we learn in this module
➢ We can achieve
company goals across
customer base by
✓ Understanding
Business Unit Strategy
✓ Understanding your
roles and
responsibilities
✓ Drafting and aligning
your annual goals with
your manager
✓ Cascading your annual
goals into your client
specific strategies
Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 What is in it for you in next module?
Draw Account based strategy for all existing and new clients

Client Specific Strategy

Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years
 Thank You
for watching the

How to achieve company goals across

How to get calls for an
customer base
Interview for desired role
of
Deep Dive
Building
Sales Excellence
Enrichmentors Building Businesses, People, Wealth & Health Successfully over 40 years