Implementing Your Sales Process
Schneider Sales Management will provide an Action Plan Document with Recommendations for Improvement and Integration of the Following Sales Management Processes:
- Define a Preferred Way of Selling® for each business unit
- Sales Planning and selling the “mission”
- Organization structure for sales and sales management
- Sales role accountabilities and performance standards
- Salesperson recruiting, selection and orientation
- 90 day goal setting and weekly sales planning
- Acquisition, retention and growth of target customer/member relationships
- Sales and sales management training
- Measurement and pipeline management
- Skills coaching and strategic coaching routines
- Sales manager roles
- Use of CRM information and technology to support selling
- Use of sales aids
- Sales compensation and recognition
- Monitoring of accountabilities
- Define your preferred management routines based on the survey findings
- Develop balanced performance metrics and rewards that will drive appropriate profit improvement behavior
- Develop a structure for dedicated business development
