Managing for Sales Results By Prashant Pradhan. Network 18 Reach of over 300 millions Indians.

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Presentation transcript:

Managing for Sales Results By Prashant Pradhan

Network 18 Reach of over 300 millions Indians

Network 18 Reach of over 300 millions Indians

Leadership Position

Space Selling

National Footprint

Sales Management Sales Promotion Mass Selling Personal Selling Target Market Price Promotion Place Product Personal selling techniques Compensation and motivation approach Selection and training procedure Number and kind of salespersons needed

Managing Teams

“Manager does the Things Right while a Leader does the Right Things”. Manager vs. Leader……..

Managing Wheel Front Line Sales Middle Level Management Senior Level Management

Ambition Vision (SWOT) Goal Setting Focus Drive S Specific M Measurable A Achievable R Realistic T Time Bound Knowing & Managing Self

Managing Teams Take responsibility Plan Organize Inspire Motivate Communicate Control Be Expert

Trait Theory Situational Theory Transactional Leadership Transformational Leadership Managing Teams

Transformational Leadership: Idealized Influence : Trust, Respect, Connect “Feel like working for YOU & Team” Individualized Consideration : Care & Concern Inspiring Motivation “Drive your people to LIVE THEIR DREAMS and towards Sales Performance”. Intellectual Stimulation Managing Teams

Leadership Styles: Autocratic Style Democratic Style Country Club Management Middle Of The Road Team Management “logic + emotion” Managing Teams

Leadership Styles: Managing Teams

Team Building Build Trust Care for your people Masti, People & Performance Brand Your Team “Watch your words and win the world” Managing Teams

Task Team Individual Managing Teams

BEST PRACTICES IN BRANCH MANAGEMENT Sr. No.MotivationSupportControlMISC. 1Monthly ContestsDatabaseWeekly Teamwise PresentationDaily Reports 2New Joinee AwardTrainingMISWeekly Reports 3Birthday CelebrationSales KitProspect ListsMonthly Reports 4Festival CelebrationPositive AtmosphereClient Pending StatusClient Retention 5Motivational PostersMulti Level Squeezing Attendance Muster Quarterly Analysis 6CounsellingTop Clients ListIndividual MeetingKey Clients Status 7Friendly ChatCompany UpdatesTeam MeetingTop Categories 8Innovative SpotsProduct UpdatesPerformance ChartsCompetition Statistics 9Yearly Sales MeetStationeryFlashboard MeetingBisleri In Summer 10MovieInfrastructureFlashboard MarkingsGrooming Kit 11PartyAppointmentsBanners On Month CountdownProposal Letter Format 12PicnicField SupportCommitmentsMedia kit 13SMS/ To MotivateMarket ResearchDaily Plan CheckSample Artworks 14Family VisitClient TestimonialsEvening Visiting Cards CheckClient Gifts 15National Apreciation MailMarketingWarning LetterEmotional Speech 16Appreciation BannersProduct BannersCommitment LetterSacking A Non Performer 17Monthly Meet Good Product Meeting With EVPExit Interview 18Client Office VisitIndustry CredentialsLow Score NoteSupport Staff Motivation 19 Family Well Being TechnologyDirect Field ReportingOffice Décor 20Personal AsistanceBenefit To ClientsCall from Field In AfternoonLead By Example

Superpower “Light the fire within”.. 35% More Revenue in Q4 YOY Of the Sales Cycle…

Picnic Festivals Birthday Celebrations International Conferences Motivation

Confident Communication Experienced Background Smart Attitude, Hard Working & Sincere “Selecting The RIGHT PERSON is very critical” Customized Hiring

Induction: Company, Product, Documentation, Market Place, Procedures, Do’s & Don’ts Selling Skills To Make Him / Her Call Ready Buddy Program & Handholding Field Support Branch Training Champions Daily & Weekly Coaching Soft Skills Workshops Outbound Programs Training

Sales Audit Sales Kit Usage Online Training Common Presentation Styles Mock Calls Sales Videos Top Management Buy-In Middle Management Involvement “excite and energize” Training

Transformational Leadership People Connect & Care Inspiration & Motivation Knowing & Managing Self Team Management Style : High on Task & People Planning & Organising Take Training Seriously Control Over The Situation Hiring Expertise Support : Product, Database, Infrastructure… Summary

“If it is to be..it is up to me”! - Sales Cats

Hum Jeetenge !