For Miss Professor pt.2
I need help -01
smf205salesmgt.pptxSales Management
Managing the Sales Team
April 28,
Agenda
Stryker Overview
First 6 Months
Recruiting Process
Selection Process
Training and Coaching
Clientele Approach
Increasing Revenue
Stryker Overview
-Leader in Medical Technology
-Direct Sales
-30 Manufacturing Facilities
-Surgical Products
-Reconstruction Division
-Neurotechnology and Spine Unit
-Specialized Representatives
First 6 Months
Recruiting - May 1-May 15, 2015
Selection - May 18-22, 2015
Training - May 25-June 5, 2015
Coaching - Once a month through August 2015
Approaching Clients - Begins June 8, 2015
Increase in Revenue - Seen as early as August, 2015
Reports - Completed monthly
Substantial Quota Increase - September, 2015
Recruiting the Team
-Post on Career Builder, Monster, etc → “Ideal” Candidate
-Narrow resumes down with phone interview
-May 12-13, 2015
-Hold all in-person interviews
-May 14-15, 2015
-Include another Sales Manager in interviews
-Second opinions
-Ask the right questions!
What motivates you? How do you research prospects before a call or meeting? If you were hired for this position, what would you do in your first month? What are some of your professional goals? What are some of your personal goals? Tell me about a sales experience you’ve had in the past, positive or negative.
Selecting the Team
“Together with our customers,
we are driven to make healthcare better.”
-2+ years experience
-Medical/healthcare background/passion preferred
-Emphasis on responses to interview questions
-High confidence and motivation
-Goal oriented
-Quality self presentation
Training & Coaching
-2 weeks group training after hire
-In classroom learning → product knowledge
-Role plays
-Close moderation of quota and goals of each team member
-Weekly motivational team phone calls
→ Monday mornings (typically around 1 hour)
-Monthly ride-alongs with reps
-Initiate one-on-one coaching when necessary
Coaching
-Prepare necessary questions
-Initiate goals of session
-Questioning to clarify performance improvement areas
-Give time to listen to team member
-Provide proper feedback
-Resolve any and all present issues with team member
-Find an agreed upon solution
-Develope strategic plan
Approaching Clients
Research!!
-Narrow down best leads
-Have good sales pitch
-Know goals
-There to HELP and SERVICE clients
-Follow up regularly
-Log all calls and results!!
Increasing Revenue
Increase number of new clients
Increase amount of initial service
Increase range of products
Increase relationship profitability for each client
Targeting Mayo Clinic
Increasing Number of New Clients
-Focus on main hospital first
-Rochester Minnesota
-Largest access to patients being treated
-Introduce most needed equipment first
-Neurology/Cardiology
-Communication!
Targeting Mayo Clinic
Increase Amount of Initial Service
-Introduce more needed equipment in Rochester
-Cover all medical device and equipment needs
-Guide in training of all equipment
-Communication and access to representative 24/7
Targeting Mayo Clinic
Increase Range of Products
-Introduce products in more locations
-Rochester and other hospital testimonials
-Introduce more devices and equipment for all medical needs
-Guarantee access to representative at all times!
Targeting Mayo Clinic
Increase Relationship Profitability
-Keep consistent communication
-Quarterly meetings and reports
-Increased hospital clients/product use will allow for discounts
-Build reputable relationship for both parties
-Provide Mayo Clinic with global manufacture possibilities
to encourage expansion
What this means...
-Take the time to hire the right candidate
-Train each and every hire before tackling sales
-Conduct regular team calls and ride-alongs
-Coach all necessary team members
-Monitor performance and quota regularly
-Implement 4 business strategies
-Observe increase in revenue
