Training the Salesforce

Field Sales Productivity

 Training in territory coverage

 Standard operating procedures- report
writing/filing/use of sales aids.
 Motivation and compensation
 How to maximize time

Quality of sales calls

 Product knowledge and customer business

 Communication skills
 Effective presentations
 Sensitivity training (Emotional Quotient)
 Call planning
 Listening attentively
 Displaying high energy/enthusiasm

Allocation of sales effort

 Market planning
 Customer organization-H/M/L
 Interpersonal relationship
 Continuous innovation
 Creative selling
 Appraising Sales performance

Example: Sales Productivity

Three sales people with similar territories in size, prospects,

customer buying power, competition and quality of
economic conditions

Read below their weekly sales quota achievements:

Sales person X

Calls per week- 75

Weekly quota for Product A Rs. 50000/-

Weekly quota for Product B Rs. 75000/-
Weekly quota for add-ons Rs. 10000/-

Total Weekly quota Rs. 1,35,000/-

%age of call resulting in sales 60%

What is the average sale per call?

Sales person Y
Calls per week 90
Product A sold Rs. 30000/-
Product B sold Rs. 90000/-
Add-on sold Rs. 18000/-

Total Sold Rs. 1,38000/-

% age of calls resulting in sales 45%

Average sales per call

Sales person Z

Calls per week 50

Product A sold Rs. 28000/-
Product B sold Rs. 65000/-
Add-ons sold Rs. 20000/-

Total sold Rs. 1,13, 000/-

% age of calls resulting in sales 70%

Average sales per call

Interview Parameters to gauge candidates

  Attitude

 Habits

 Knowledge

 Listening skill

 Problem solving ability

 Time management

 Professional Etiquettes

Size of the sales force equals

Number of accounts in the target market X required
number of sales calls per year per account.

Divided by the number of sales call each sales person can

make.

 Account Groups A, B, C analysis

 Volume per month in each group

 Number of accounts in each group

 Call frequency per account

 Total calls

Cost Ration analysis- Direct sales team V/s Sales agency on

commission

Sales Forecast Methods:

 Historical data
 Secondary data- Market feedback, unqualified leads, research
data, etc.
 New Product introduction
 Modification of existing products/price reduction
 Market Coverage expansion
 New accounts in existing territories
 Planned initiatives for sales promotional activities- Calendar
 Macro- economic variables- environmental analysis- business
sentiment, govt. policies, etc, affecting buying behaviour.