Sales Management Quotient

Services Audit & Survey Sales Management Quotient

Customer will negotiate with you till you make him realise that you have reached rock bottom.

— Sanjay Singh
  • Top 10 Reasons for Salesman’s Pride - The Sales Consultant in me has been in the profession of selling since last 34 years and I must tell you that there is no profession like this in the world. I would like to embrace this profession even if I get another 7 lives as a human being! In this blog I want to

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B2B Sales Management Audit Format

  • Role of a referee vis a vis player
  • The concept of MNOC(Min No of Calls/day)
  • “No” is the best answer for a salesperson
  • NONSENSEâ„¢ Salespersons (Networking, Objection Handling, Need Analysis, See Prospects, Educate and Serve, No is a good answer, Soft Skills, Engage customers)
  • Promise Quotient(PQ) Level of a salesperson
  • SWITS Relationship Management
  • Business Networking
  • Probing Skills
  • Communication : Storytelling, Active Listening, Voice Throw and Modulation, Paraphrasing, Johari Window
  • Action Selling System – Key Account Management & Institutional Sales
  • PEAK Selling System – Direct Selling
  • Impact Selling System – Channel of Distribution Sales
  • Call Opening – Salesperson, Concept, Solution, Product
  • The journey from Objection no 1 to Objection no 4 – The From – To Approach
  • Handling the price objection
  • Facing the discount query
  • Closing Techniques
  • Shivaji Maharaj of your area – Guerrilla warfare ( Beats, Routes, Journey Cycles)
  • SPANCO cycle
  • Mapping Customer Clouds
  • Secondary sources of leads
  • E-commerce leads
  • Telecalling
  • Mapping Customer Behavioral Pattern to generate leads – Psychographics, Demographics, Income graphics, Firmographics
  • Email Broadcast, SMS Blast, Direct Mailing, Business Opportunity Meets(BOM)
  • Member Get Member (MGM) schemes
  • Elements of Sales Funnel – Leads, Opportunity, Proposals, Negotiation, Close
  • The nature of Sales Funnel
  • Thumb rules of Sales Funnel
  • Moving down the funnel with effective sales management
  • Sales Dashboard Tracking
  • Primary, Secondary , Tertiary Sale
  • Pareto’s Rule – ABC Classification of Channel Partners
  • Channel Recruitment
  • Channel Engagement – A, B and C category channel strategy
  • Channel Profitability
  • Number, Type and terms of recruitment
  • Compensation Tool Kit
  • Incentive Schemes and the craft of framing it
  • Team Retention avoiding burnout syndrome
  • Hire, Fry and Fire
  • Sales productivity vs performance metrics
  • Dyads of performance
  • Monitor productivity
  • Maintain past performance
  • Measure Change metrics
  • 3M as a change driving agent in Sales Performance
  • Conducting the Gap Analysis of customers
  • The Tipping Point
  • Process of upselling
  • When , what and where to do cross selling
  • Process of cross selling
  • The Reference Tree
  • Process of Reference Selling
  • Demand Forecasting for Reference Selling
  • Seamless convergence from Sales to Service
  • Good breeds Good
  • Correlation coefficient of good work and sales numbers
  • Case Studies
  • Node that conjugates and integrates. Power of synergy
  • Understanding the account more than account holder
  • Solutions approach to account management( Not clerical)
  • Action Selling System : 4 Buying Signals, 9 Acts of Sale
  • Clients classwork is your homework
  • Servicing through relationships and Man Fridays
  • The Problem – Do not bargain over positions
  • Methodology – Separate Profile from Problem, Focus on Interests; not positions, Invent Win-Win, Insist on Objective criteria
  • Yes, but – BATNA, Negotiation Jujitsu, Dirty Tricks sword of Damocles
  • Ten Questions people ask about “Getting to Yes” – Fair play, Dealing with people, Tactics, Power
  • Is it a competitive sport?
  • Pareto’s Optimal Curve – The Bargaining Zone
  • K & R’s Leverage Slope of Negotiation
  • Concepts in Negotiation – BATNA, ZOPA,
  • The Starting Point of Negotiation
  • Preparing for Negotiation – Prepare, Discuss, Propose, Bargain
  • 3 Dimensions of Negotiation
  • Possible outcomes of a Negotiation Compromise, Collaborate, Compete, Accommodate, Avoid 7 immutable laws of Negotiation – You must be buyers first choice, Your solution creates, Anticipate getting squeezed
  • on prices, Be proactive on budget, Expand pie with set of non-monetary trade ups, Never give without getting (Negotiators Tool Kit), Know your walk away price and conditions
  • Closing the Sale 7 steps guide to execute negotiation plan
  • Use of closing time Quick Sheet
  • Chief Knowledge Resource (2002 – Present) Strategic Concepts (I) Pvt. Ltd
  • Sales Management Consulting Business Growth & Strategic Planning
  • Sales Training Sales Audit Proprietor (1998 – 2002) Concept Consulting Direct Sales Associate for ICICI Bank Ltd
  • Airtel and Tata Indicom Knowledge Resource (1992 – 1998)
  • PH Management Consultants Place Advisory services for Textile Industry Vertical in spinning, knitting and weaving processes Area Manager (1988 – 1992)
  • Hindustan Office Products Limited Dolphin, Palmtops SE (1985 – 1987)
  • Eureka Forbes Limited Member of first direct selling team of Eureka Forbes

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