THE SALES MANAGEMENT SYSTEM HIRE TRAIN MANAGE

HIRING A SALES FORCE TEAM 1 Attracting the right candidate Unlimited Earning Potential Professional logistics training offered Selling a Brand (DHL) Entry Level Opportunity Fringe Benefits – Car, Phone, Laptop etc. Target University Career Expo’s Interviewing questions Role Play – Selling Relative Experience Do they understand Sales Cycle Proposition and Learning Propose – Rates, Advantages, Services etc… Close the Sale, Activate. Choosing the right candidate Attitude / Aptitude Willing to Face Customers Need To work Psychometric Testing Reference Checks Remuneration Clear Vision that they can actually achieve their targets Risk / Reward Model Clear, black & White Remuneration – Discussion settled on a figure of $40K + Comm.

TRAINING A SALES FORCE TEAM 2 The first week In House Training – intro to team and business philosophy. E.g. DHL, target market On Job Training – cold calling Utilise some info from boot camp Sales materials Sales Kit Standard Online course Fast success… Run like buggery Leads (old leads to follow up 2 weeks (1 week you lead / 2nd they lead) Ongoing training and support Boot Camp Friday Meeting 90 days to success program

MANAGING A SALES FORCE TEAM 3 Performance Management Pipedrive Measuring KPI’s 10-20 mins Daily Schedule – 1.5 hours on Monday morning Status Update ½ hour Friday afternoon or 10-15 mins per day Motivation Commission – Financial benefits Internal competitions (short term and long term) Goals – new heights / metrics Accountability factors Set Targets Have targets been met Adjusting goals 7 Call concept Personal goals & obstacles that constantly evolve and need updating to inspire motivation Evaluation Weekly