Market Management
The Key to Sales Management is to Focus Your Salespeople on the Best Local Market Sales Opportunities
A critical follow-up to our sales management training is the market management process that supports it and tailors the selling process to each local market. Unlike programs that require huge cash outlays for duplicate technology and extraordinary investments of supervisory time in planning exercises, our processes use your data or the profit segmentation data of Raddon Financial Group or DMA, Inc. to focus each sales unit on their best opportunities for profit contribution.
Our franchise management program for senior executives, field sales managers and front-line supervisors provides a well-defined process to reinforce salesperson training and build specific "how to" skills in developing local markets, defining market opportunities and strategies, setting realistic goals, mining your database, and monitoring performance against plan. This process is supplemented by assistance with operation through focus group research, relationship profiling and development training, and market assessments of low performing markets and sales units.
| Franchise Management Conference: | |
Description: |
Skill building in developing market sales plans utilizing your MCIF, lead generation, and profitability data. |
Audience: |
Sales unit managers who are responsible for developing sales action plans for specific markets. |
Length: |
1 day |
| Profiling and Relationship Develoment Conference: | |
Description: |
Skill building in profiling, establishing appropriate relationship objectives, conducting relationship reviews, developing an advisor relationships, and consolidating financial relationships. |
Audience: |
Relationship managers who are accountable for profiling, retaining, and developing selected households and/or businesses and referral sources. |
Length: |
1 day |
Prior to the launch of a major sales initiative or shift in market strategy, the clients of Schneider Sales Management, Inc. frequently engage the firm to conduct focus groups with target clients and prospects. The purpose of this research is to refine their strategies for positioning themselves against competitors and for finetuning their sales process to maximize the impact of their sales initiative.
Schneider consultants will prepare the discussion format, conduct the focus groups, and analyze the findings. In some instances, edited video footage of the focus group is used in sales training to underscore the importance of key findings.
Market Management:
Market/Sales Unit Assessment
For many clients, Schneider Sales Management, Inc. conducts assessments and recommendations for improvement of low performing markets and sales units. These assessments include analysis of market and performance data and on-site visits and observations with field sales managers.
Schneider Sales Management Inc.
5340 S Quebec Street, Suite 265N
Greenwood Village, Colorado 80111
Phone: (303)221-4511
Fax: (303)221-4650
Email: info@schneidersales.com
Copyright 2006, Schneider Sales Management,
Inc.
All Rights Reserved
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