Activity 1 Coaching
Rationale – Improves knowledge, skills and attitudes Needs at least one day per person per month to be effective more for new sales people) Therefore six to eight days per month for the average sales team
Activity 2 Sales Meeting
Rational Develops morale and team working helps problem solving, and is an opportunity for group training Needs at least one full day per month, preferably two to include training/problem solving
Activity 3Counselling individual Motivation
Rationale – Avital part of motivation Needs regular attention to understand problems and help each member Needs two or three days per team per month
Activity 4- Communication
Rationale – Important for team building and recognition, verbal and written. Needs creativity and should absorb two days per team per month.
Activity 5 – Appraisal /Career development
Rationale – Should be much more than annual, as regularly as quarterly, that is up to one day per month per team
Activity 6 – Sales Planning/Analysis
Rationale – Needs to be participative for greatest motivation. Should be about one day per month per team, concerned with goal setting and action plans.
All these activities require about 75% of a Sales Manager’s available time, or 15 days per month Managing the sales force in this people-oriented way increases leverage on performance significantly, which more than justifies the time spent. – Grant Stewart
Real competitive advantage is your people using their ingenuity to save your customers time or money, solve a problem, or make them feel good.
– Anne C. Graham –
