QUESTION 1

Describe below, how you intend to support each sales team member to move into the green block below:

Example:

George is in the YELLOW BLOCK, so I am going to do the following:

• We have identified the following areas, where George needs help with his sales skills
  • George struggles to sell on VALUE
  • George does not have a clear understanding around the specific sales activities, he needs to perform daily, to support him to
    • Smash his sales target
    • WOW his customers
    • Integrate into his customers business
    • Identify cross and up selling opportunities
    • Consistently Add Value to his current and future customers
    • Keep deals alive and moving through his sales funnel
  • He is not aways clear on the purpose or reason for visiting each customer
  • He needs help to optimise the way he plans he routes daily
  • He allows his time to be dictated by everyone else, because he does not have an effective system to manage his time
  • As George has a number of areas, where he needs support, the next step is to develop a schedule, which describes when you will address each challenge.
• Offer 60 minutes of sales coaching, each week to support George to optimise his sales behaviours and skills
• Invest 1 day a month in the field with George, to mentor and encourage improved sales skills
• Use Feedback Report from the Online Behavioural Assessment, to support the desired improvements in Georges personal sales skills

Using the above as a guideline, please describe in detail below, the plan of action, you intend using to remedy any shortcomings or challenges, you have with your sales team.