1. THE SALES MANAGEMENT SYSTEM
HIRE
TRAIN
MANAGE

2. 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.

3. 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

4. MANAGING A SALES FORCE TEAM 3 Performance Management Pipedrive
Measuring KPI’s mins Daily
Schedule – 1.5 hours on Monday morning
Status Update ½ hour Friday afternoon or 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