Success Sales Checklist

Do you have a clearly defined salaes strategy? (Targetsegments, markets,customers?) can you, and your sales team explain the strategy if asked to?

Can you,and the sales force, explain this strategy simply?

Does the sales structure support this strategy? (What channels are you using to reach your customers?)

Have you broken down the sales process and activities?

Can sales management and sales people monitor these steps in the process? and do sales people have the right professional selling skills?

Do you have clear standards of performance,or key performance indicators for each activity?


Salesplan       

Is there a writtenplan?

Do all levels contribute to the process?

Are there clear(SMART) objectives for each area– in activity as well as sales targets or revenue?

Is the plan used as a“live” document,referred to and adjusted as the year progresses?


 

Sales management

Is the sales managementt culture supportive and developmental?

Are there clear sales control tools to assess performance against the process?

Do the sales managers spend the majority of their time with their direct reports in the field,or at least out of their office?

Do the sales managers understand the strategy and how it fits with the business plan?

Do the sales managers manage the activity and effort of their teams? (and not just look at the sales figures?)

Are the sales managers trained and developed on an on-going basis?

 

 

Salesforce      

Do they have clearly defined job descriptions,covering the competencies they need?

Is there an ongoing, structured development and training program to build their skills and refresh the basics?

Are they aware of how you use the control system to improve their own sales performance?

Do the sales management carry out regular, and frequent, field visits with the sellers–and coach them?

Is there a regular performance review process that covers all aspects of the job?


Sales support

Are the staff support roles given regular sales training in the appropriate sales and negotiation skills?

Are the internal staff aware of the sales strategy and how it relates to their role?

Is there good communication between the internal staff and the salespeople?

Do the management of the various functions meet to make sure that there is a common understanding of  each other’s aims and to overcome any issues or problems?

Related Articles

Preparing a Marketing plan

This fact sheet focuses on the standard model of marketing planning endorsed by several writers in the field. The model contains formalised procedures, although the degree to which these are followed

13 October 2016 443

Sample Sales Process

This is a sample of a very simple, straight forward sales process including the most basic steps of building the relationship with the customer to onboarding and retaining, nurturing and growing the

13 October 2016 414

The Sales Cycle

A sales cycle is the time from when a salesperson first makes contact with a prospect to the moment when a sale is made or finalized. For example, if a copier sales rep makes a cold call from a list

12 October 2016 410

How to overhaul and improve your retail customer service?

We all seem to know how important customer service is if we are going to be successful customer passionate retail experts. Then why do we keep getting lousy service wherever we go?

10 October 2016 407

Action steps for Implementing an Effective Change Programme

This article is intended for those who have mapped a change programme for the organisation and are now ready to implement it. It provides pointers to the issues you will need to consider in bringing

12 October 2016 405

Report Writing

This article is intended both for those new to business writing in general and in particular to report writing and for experienced report writers who wish to review their own methods.

13 October 2016 404

20 great time management tips for Sales people

Times are tough aren’t they? We are hearing the word recession mentioned  every time we check the news. All the talk of doom and gloom can really damage our confidence and self belief

10 October 2016 399

What is Neuro-Linguistic Programming?

This articles provides an easy and straightforward introduction to the key concepts and modelling techniques of Neuro-Linguistic Programming (NLP) to help you apply quickly apply some of the concepts

13 October 2016 397

       



About us

Since 1998 Scitron Training has successfully provided it's customers all over the world with high quality training materials and ready to deliver courseware packages as well as delivery through our cadre of international highly experienced trainers and consultants.

Read More

BEST SELLING PACKAGES