Sales Management and Organisation

Overview

The high cost of deploying sales people means effectiveness is a key business issue. This book provides a set of simple, practical, proven, award-winning techniques based on published and private research on the needs of today’s sales force and the successful sales management system developed by Professor John Adair.

Content

Introduction

Part One – Philosophy

• The importance of people
• What are you paid to do?
• Your philosophy checklist

Part Two – Framework

1. Agree targets and objectives
2. Organise appointments and travelling
3. Plan and prioritise daily
4. Developing existing customers
5. Find profitable new customers
6. Know your products and markets
7. Monitor and manage performance
8. Master your paperwork
9. Get more from your meetings
10. Managing your own development

Part Three – System

• Introduction
• System layout summary
• Personal, home and social
• Year overview
• Journey plan
• Monthly overview
• Day planners
• Note paper
• Customer records
• Weekly call plan
• Call frequency/product code index
• Call frequency overview
• Key account plans
• Pre-call plans
• Prospect criteria/prospect code index
• Prospect overview
• Prospect records
• Product benefits plan
• Weekly call summary
• Sales graphs
• Quarterly summary
• Personal development plan
• Meeting plans
• Summary implementation checklist
• Guideline questions for a sales audit

Author

Peter Green

Peter Green formed his own sales and management development consultancy in 1989. Previously, he had worked for J Bibby and the Hallmark Cards Group in sales, training and development, personnel and marketing services, up to European management and director level. One of the first Chartered Marketers, he is past Chairman of the Sales Training Association, a member of the Institute of Management, a Fellow of the Institute of Personnel and Development and an Investors in People adviser.

The contents of this book are based on the ideas and techniques which enabled him to be the first winner of a national sales management excellence award.