Managing for Sales Results

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Managing for Sales Results
By Prashant Pradhan
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Network 18
Reach of over 300 millions Indians
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Network 18
Reach of over 300 millions Indians
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Leadership Position
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Space Selling
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National Footprint
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Sales Management
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Managing Teams
Leadership
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Manager vs. Leader..

• Manager does the Things Right while
• a Leader does the Right Things.

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Managing Wheel
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Knowing Managing Self
S Specific M Measurable A
Achievable R Realistic T Time Bound

• Ambition
• Vision (SWOT)
• Goal Setting
• Focus
• Drive

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Managing Teams
Leadership
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Managing Teams

• Trait Theory
• Situational Theory
• Transactional Leadership
• Transformational Leadership

Leadership Theories
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Managing Teams

• Transformational Leadership
• Idealized Influence Trust, Respect, Connect
• Feel like working for YOU Team
• Individualized Consideration Care Concern
• Inspiring Motivation
• Drive your people to LIVE THEIR DREAMS and
  towards Sales Performance.
• Intellectual Stimulation

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Managing Teams

• Leadership Styles
• Autocratic Style
• Democratic Style
• Country Club Management
• Middle Of The Road
• Team Management
• logic emotion

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Managing Teams

• Leadership Styles

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Managing Teams

• Team Building
• Build Trust
• Care for your people
• Masti , People Performance
• Brand Your Team
• Watch your words and win the world

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Managing Teams

• Task
• Team
• Individual

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BEST PRACTICES IN BRANCH MANAGEMENT BEST PRACTICES IN BRANCH MANAGEMENT BEST PRACTICES IN BRANCH MANAGEMENT BEST PRACTICES IN BRANCH MANAGEMENT BEST PRACTICES IN BRANCH MANAGEMENT

Sr. No. Motivation Support Control MISC.
1 Monthly Contests Database Weekly Teamwise Presentation Daily Reports
2 New Joinee Award Training MIS Weekly Reports
3 Birthday Celebration Sales Kit Prospect Lists Monthly Reports
4 Festival Celebration Positive Atmosphere Client Pending Status Client Retention
5 Motivational Posters Multi Level Squeezing Attendance Muster Quarterly Analysis
6 Counselling Top Clients List Individual Meeting Key Clients Status
7 Friendly Chat Company Updates Team Meeting Top Categories
8 Innovative Spots Product Updates Performance Charts Competition Statistics
9 Yearly Sales Meet Stationery Flashboard Meeting Bisleri In Summer
10 Movie Infrastructure Flashboard Markings Grooming Kit
11 Party Appointments Banners On Month Countdown Proposal Letter Format
12 Picnic Field Support Commitments Media kit
13 SMS/Email To Motivate Market Research Daily Plan Check Sample Artworks
14 Family Visit Client Testimonials Evening Visiting Cards Check Client Gifts
15 National Apreciation Mail Marketing Warning Letter Emotional Speech
16 Appreciation Banners Product Banners Commitment Letter Sacking A Non Performer
17 Monthly Meet Good Product Meeting With EVP Exit Interview
18 Client Office Visit Industry Credentials Low Score Note Support Staff Motivation
19 Family Well Being Technology Direct Field Reporting Office Décor
20 Personal Asistance Benefit To Clients Call from Field In Afternoon Lead By Example
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Superpower
35 More Revenue in Q4 YOY Of the Sales Cycle
Light the fire within..
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Motivation

• Picnic
• Festivals
• Birthday Celebrations
• International Conferences

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Customized Hiring

• Confident
  
• Communication
• Experienced
• Background
• Smart
• Attitude, Hard Working Sincere
• Selecting The RIGHT PERSON is very
  critical

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Training

• Induction Company, Product, Documentation,
  Market Place, Procedures , Dos Donts
• Selling Skills To Make Him / Her Call Ready
• Buddy Program Handholding
• Field Support
• Branch Training Champions
• Daily Weekly Coaching
• Soft Skills Workshops
• Outbound Programs

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Training

• Sales Audit
• Sales Kit Usage
• Online Training
• Common Presentation Styles
• Mock Calls
• Sales Videos
• Top Management Buy-In
• Middle Management Involvement
• excite and energize

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Summary

• Transformational Leadership
• People Connect Care
• Inspiration Motivation
• Knowing Managing Self
• Team Management Style High on Task People
• Planning Organising
• Take Training Seriously
• Control Over The Situation
• Hiring Expertise
• Support Product, Database, Infrastructure

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If it is to be..it is up to me!- Sales Cats
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Hum Jeetenge !