Sales Management Interactive Training Experience

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SalesManagementInteractiveTrainingExperience
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The Simulation

• Is designed to allow participants to
• investigate
• experience
• the process of Sales Management
• This involves making decisions covering
• staff selection
• training and development
• territory management
• It uses a computer model to simulate the impact
  of these decisions.

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The Process

• Preparation
• familiarisation
• define responsibilities
• set objectives
• decide strategies
• Decision Making
• submit decisions
• simulate impact
• analyse results
• recruit sales people
• Review Debriefing
• make sales directors report
• review results

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The Business Situation

• The senior sales management of a new territory
• that consists of about 100 areas
• each with different potential
• Selling a range of industrial consumables
• that will be bought on a regular basis
• Need to hire and deploy a sales force
• and then manage them

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Decisions

• Three types of decision
• territory management
• sales force changes
• territory changes
• training course changes
• special reporting
• staff to fire
• advertising for staff
• recruiting staff

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Territory Decisions (1)

• Sales Force Changes
• increase salary
• change home base
• change region
• dual call days
• training course
• optional reports
• Each sales person is different and is identified
  by a unique number

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Territory Decisions (2)

• Territory Allocation/Deallocation

• Sales persons territory can consist of one or
  more area.
• Each area is numbered
• It is not necessary to allocate all areas.
• When deciding, you should consider
• potential
• number of customers
• travel
• Etc.

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Territory Decisions (3)

• Training can either be formal (attending a
  course) or informal (dual calling with the region
  manager).
• Training is concerned with improving
• selling skills
• product knowledge
• customer/industry knowledge
• For courses you control duration and the mix of
  skills knowledge training.

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Territory Decisions (4)

• Regional Organisation
• There can be up to four regions (lettered A-D)
• Each has a Regional Manager who can spend up to
  twenty days dual calling with his or her sales
  people
• Each sales person must be allocated to a region
• Several reports are available detailing results
  for individual regions
• You may wish to allocate responsibility for
  separate regions to separate people

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Recruitment Process

• Advertise for Staff
• area for advertisement
• advertisement size
• salary range
• skills knowledge needs
• Interview Results
• current salary, employer home base
• perceived skills, knowledge personality
• Offer Job
• salary
• home base

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Results

• Each quarter you are provided with reports to
  help you evaluate your decisions and your sales
  force.
• The standard reports are
• Financial Results
• Territory Regional Summaries
• Dual Call Commentary
• Training Summary
• Resignations
• And optional reports thus
• Area Summary
• Area Research
• Sales Workload
• Sales Call Analysis

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Financial Results

• On an investment centre basis and so shows
• Sales Revenue
• Gross Profit
• Selling Costs
• Servicing Costs
• Training Costs
• Reporting Costs
• Management Costs
• Sickness Costs
• Recruiting Costs
• Contribution
• Working Capital
• Capital Charge
• Residual Profit
• Return on Capital

• For the
• whole sales unit
• for each region
• for each sales person
• for each area
• As appropriate

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Territory Organisation

• These reports provide information about the
  regions and for each regions sales people as
  follows
• Salary
• Miles Travelled
• Selling Days
• Home Bases
• Territory Sizes

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Dual Call Comments

• This report shows the regional managers
  perceptions about the sales people they dual
  called with as follows
• The number of day spent with the sales person
• Perceptions about product customer knowledge,
  selling skills and morale.
• These perceptions can be
• V. Poor, Poor, Average, Good V. Good
• And their accuracy improves as the number of dual
  call days increase.

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Training Summary

• This report provides information about the
  current range of courses showing
• Duration
• The mix of product customer knowledge and
  selling skills
• The number of sales people attending the course
• The cost of the course

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Optional Reports

• These either take sales force time or cost money
• Area Summary provides financial information about
  each of a sales persons areas.
• Area Research provides information about the
  number of competitors, penetration share for
  served areas
• Area Potential provides information about the
  areas where the company has no sales presence
• Sales Workload provides at all levels information
  about total calls, total customers, the time
  spent selling. On courses, preparing reports or
  off sick etc.
• Sales Call Analysis can be for al regions sales
  people and shows the number of calls on current
  new customer, revenue/call, gross profit/call,
  contribution/call and miles/call
• Besides these reports you may ask for additional
  information.

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Observations

• it takes time to understand
• but the business still must be run
• so your decisions will not be perfect
• time will be a constraint
• but, by the end you should be just in command of
  your business!
• your business competencies will be challenged
• we are here to guide you
• and you should have fun.

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Sales Management Interactive Training Experience