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17Apr 2017

Does your Sales Team need a ‘PEP-UP”

Does your Sales Team need a ‘PEP-UP”

sales meeting

Then, it’s time to get thinking into action.

Are you finding it difficult to get your sales team back on track? Tried every possible ways, but still have not achieved the desired results. It’s a problem that’s vexed multi-national corporations and start-ups; assistant managers and presidents of boards. Forget the pep-talk. Experts suggest using sales management and training techniques which also involve bringing in specialized software to boost sales performance.
It becomes difficult to find out under-performing team members, when it could be that the staff just needs guidance, encouragement and training to get back on track. A little professional nudge in the right direction, is a more economical choice over the time-consuming and expensive process of hiring a replacement sales representative.

Appoint Great Sales Manager

Many companies make the mistake of promoting their top salespeople to managerial positions. Often, even the most skilled salespeople don’t have the coaching dexterity needed to effectively guide a whole team. You need to employ a manager who is not only willing to engage the team, but to also identify weaknesses, and work directly with sales staff to overcome their challenges.”At the end of the day, people don’t leave bad companies. They leave bad managers.”

Implement One-on-One Coaching

Walk that extra mile. Take initiative and talk to the team. Find out what are the hurdles they are facing? What makes their jobs difficult? What could they do better? What could be done to provide them to do better? Have a brainstorming session. That itself is an energy booster and the outcome is positive.
Pick one problem at a time to work on to get better results. Which also means providing technical assistance and giving additional management support. Work closely with the individual sales representatives to understand the context of the problems. Pairing low-performing sales representatives with successful ones will do wonders. Limiting the coaching to specific groups of employees is often more effective than spreading it around the company as a whole. Have an action plan. Keep track of things. Appreciate relevant sales persons or the team when there is some growth, or some success.”

Focus – and Generate Interest

Losing sight of their primary objectives is a normal behavior with sales people. Train them to introspect on their performance. Simple questions like, “Why am I here?” “What is my value- add?” “How have I performed in the last quarter?”, will help them to regain focus. Help them monitor their goals and objectives as part of a daily routine. In fact, there are efficient software in the market that can capture end-to-end sales functions. Correct implementation of these software, will help improve their success rate since they become free of many administrative and recurring operations.

Empathize

Defined as the ability to be in the other person’s shoes and understand his problems from their point of view. Sales Managers must take the time to identify with each team member’s concerns and address them accordingly. This creates a platform for transparency in communication and builds trust. Also, communicate your company’s expectations to the sales person so he knows what he has to do and goes about doing it in the right manner. Negotiable and non-negotiable expectations have to be stated assertively to enable results.

Stay ahead of the competition

Change is the only constant. Managers must make this their mantra to success. Adopt latest strategies, techniques and technology to create a super-efficient sales team. Just remember, sitting on the bench makes you stagnant, being out on the field, brings in triumph.

19Jan 2017

Streamline your Sales with ‘METAL’ – the wonder application

In today’s world, businesses are expanding from local to national to international. With this raises multiple workforce demands across the globe. Managing a business is not a cake walk when it comes to handling people and especially with a huge team, it becomes very difficult.

Let’s understand this with a case study:
AMFG is well established and a renowned firm, dealing in pharmaceuticals. It is a strong sales oriented business module. The company has 1000 sales personnel, Pan India. Imagine efficiently managing such a huge manpower base. A mammoth task indeed. Obviously, there were problems. Let’s take a look at the problems the company faced.

• Manually entering data and constant repetition of the process as new data would get generated
• Lack of coordination among sales personnel and management
• Location issues
• Tracking data in case of return orders, damaged goods, expenses, competitor’s stock and customer feedbacks and more

The company was looking for a solution that would make their life easy and allow tracking of their workforce and to resolve the above issues. After detailed discussions with the relevant software company, a solution was derived. This solution came in the form of a specialized software called METAL.
METAL is an android based application program built on Java. The “WOW” factor of this user-friendly software is that it can work offline. It’s a cloud-based application and a well configured Process Management Tool. The application is designed to take care of your salesforce and end-to-end sales management which enables to drive the business to the next level.
With all these features, is it expensive? No…It’s Affordable
Now, to understand some features of this user-friendly application:

• Organizes your customers’ data, commissions processing, orders, contracts and more
• Data is systematically stored to enable quick accessibility of sales information
• Allows you to automate production orders, resource planning, materials workflow, expenses, scheduling and quality control
• Increases efficiency of production and workforce

Asset Location Management:
• Be aware of the exact location of your company’s assets, tools, equipments, inventory and field service crews
• It helps keep track of company’s assets and take wise decisions regarding any faulty asset
Project Management.
• Our intelligent software processing system allows you to optimize project planning, process flow, costing, document control, resource planning, and task management.

The best part is, this application is not location specific. For instance, a sales personnel in Gujarat can track his orders sitting in Mumbai.
To add to these features, this intelligent application also takes cares of all the necessary Quality, Health and Safety parameters, thus proving to be a boon to manufacturing businesses and service industries, across sectors.