N5 Sales Management
Probably the most important aspect of the sales call planning sheet is the attention placed on the type of customer coverage. It involves ranking customers by the volume of business generated. It allows the salesperson to focus on the important accounts/clients and minimise the time spent with the unimportant ones, for example: • A accounts (20%) – produce 60% of sales volume • B accounts (35%) – produce 30% of sales volume • C accounts (45%) – produce 10% of sales volume
Ranking is essential to plan the correct frequency for sales calls. In addition to the development of a sales call plan, the sales manager and the salesperson must determine the proper allocation of time to selling and non-selling activities. Selling and servicing time should be planned for the hours in the day when customers and prospects are available. Non-selling activities, for example travel, waiting, paperwork and correspondence, should be done in non-prime hours when customers are not available.
1.4 Evaluate
Salespeople must keep record of their planned activities and, at the end of each week, the salesperson should meet with the sales manager to review the week’s activities. Efficiency in selling activities is measured against the sales call plan. Time devoted to non-selling activities is also evaluated. In this manner, time allocation problems are detected quickly and corrective action can be taken. Information on time usage should be monitored over time in order to identify trends and to take necessary actions to improve the salesperson’s efficiency and productivity.
Activity 1
Analyse the daily activity analysis report on the previous page. Do you think the salesperson allocated the right amount of time for travelling in-between appointments?
2. Time management tools
There are many aids available to help manage time more efficiently and make salespeople more productive.
2.1 Telephones
The telephone is a very useful tool – even if the business does not have the resources for a tele-marketing department to support the sales rep, the salesperson can utilise the telephone, especially a mobile phone to: • Confirm appointments • Inform the client of a delay • To send and receive vital information quickly.
2.2 Cell phones
With cell phones (smart phones), you can reach a person at any time, in any place. A cell phone allows a salesperson to receive or place calls from their cars. The salesperson can therefore make important calls while he drives (hands-free of course!) and so use the driving time productively.
2.3 The Internet
The Internet (e-mails, Twitter etc.), is also a useful aid that a salesperson can use in conjunction with a telephone.
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