For Miss Professor pt.2
I need help -01
smf204SALESMANAGEMENTPLANfinal.pptxSALES MANAGEMENT PLAN
Laird Plastics Six Month Management Plan
Manager:
RPS 4000 / Fall
Agenda
Recruiting strategies
Selection process
Performance measurement
Decision making
Coaching / Training – Retaining hires
Four Business Strategies
Executive Summary
In 2015 I plan to…
Bring on 6 new hires that are qualified to make up a strong sales force
Training each employee to develop skills needed to succeed
Coaching them the Four Business Development Strategies to expand the business in each quadrant
Lower the rate of turnover to improve overall performance
Recruiting / Staffing Strategies
Networking through job fairs and social events
Attend Social Events geared towards professional individuals looking for careers
Using websites like – Monster.com, Jobs.com, Indeed.com to find candidates
Recruiting out of colleges for students in sales programs
Word of mouth
Selection Process
Qualifying each individual...
Making sure we screen every resume to cut out the unqualified
Qualifications should include – BA/BS college degree and one-year experience
Making sure that the interview process is time well spent – Round one will be over the phone, round two will be in person
Selection Process
Evaluate all candidates with the same criteria
Ask pointed and relative questions
If passed the interview process then have to take a pre-employment test and all will be drug tested and background checked
Job Description
Job Description: This position requires someone that can think on their feet, and thrive on being empowered to make their own decisions. No one is going to “hold your hand” and micromanage; your results will speak for themselves. Laird Plastics functions in a strong team environment and we expect all to “carry their own weight.“
-Laird Plastics
Performance Measurement
Review evaluation every 6-months
Forecast meetings once a week to see what got done that current week and what they have planned for the upcoming week
Make sure every employee has long-term and short-term goals to work towards
Decision Making
Making ethical decisions guidelines: (7-step path)
Stop and think
clarify goals
Determine facts
Develop options
Consider consequences
Make the decision
Monitor and modify
Coaching / Training
Group and Individual training
Team building
Training them upfront (before they start)
Sessions include: initiate, focus on behavior, give suggestions and benefits, resolve concerns (QERC), confirm commitments
Coaching / Training
Retaining Hires
Career development opportunities and chances to grow
Regulate feedback
A chance to contribute to the company
Training and development
Performance evaluations
Pay and Benefits
Four Business Development Strategies
Quadrant 1: Increase number of new clients
Prospecting
Networking
Referrals
Canvasing
Build Lasting Relationships
Four Business Development Strategies
Quadrant 2: Increase amount of initial service
Understand all customer’s needs
Always reinforce new ideas
Gain trust from customer
Four Business Development Strategies
Quadrant 3: Increase range of products/service sold per client
Discover needs
Incentives
Bundled packages
Recommendations
Four Business Development Strategies
Quadrant 4: Increase mutual relationship value
Allow feedback
Give more than you receive
Be proactive
Create opportunities
Stay connected
SMART Goals
SPECIFIC:
-Go on five calls a week
-Cold call twice a week all afternoon
-Follow-up to every call
MEASUREABLE:
-Reinforce new ideas
-Gain trust
ACHIEVABLE:
-Discover needs
-Recommendations
REALISTIC:
-Be proactive
-create opportunities
TIMELY:
-Follow through
-Efficiency is key
Benefits
Increase the amount of productivity
Bring the team up to speed where it needs to be
Reduce turnover and increase retention
Fix all issues regarding hiring and motivation
Coach and train and successfully measure performance
Thank you!
Questions??
