engage, retain & maximize sales team performance

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Engage, Retain & Maximize Sales team performance HOW WHY WHEN WHOM WHO WHAT & WHAT NOT ??????????

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Engage, Retain & Maximize Sales team performance . HOW WHY WHEN WHOM WHO WHAT & WHAT NOT ??????????. WHO IS THE BEST SALES MANAGER ?. THE LEADER WHO ENGAGE THE TEAM BETTER. THE LEADER WHO RETAIN THE TEAM BETTER. THE LEADER WHO MAXIMIZE SALES BETTER. - PowerPoint PPT Presentation

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Page 1: Engage, Retain               &  Maximize Sales team performance

Engage, Retain & Maximize Sales team performance

HOW WHY WHEN WHOM WHO WHAT& WHAT NOT ??????????

Page 2: Engage, Retain               &  Maximize Sales team performance

WHO IS THE BEST SALES MANAGER ?

THE LEADER WHO ENGAGE THE TEAM BETTER

THE LEADER WHO RETAIN THE TEAM BETTER

THE LEADER WHO MAXIMIZE SALES BETTER

Page 3: Engage, Retain               &  Maximize Sales team performance

IT’S A STATE ACCOUNT

GDP CONTRIBUTION IS 06.43%

4TH POPULOUS ACCOUNT IN THE COUNTRY

HELD BY COMPETITION FOR LONG 34 YEARS

CUSTOMER COULD NOT EVEN DREAM ABOUT CHANGE

KEY ACCOUNT BREAK IN

Page 4: Engage, Retain               &  Maximize Sales team performance

FORMATION OF TEAM

SET THE COMMON OBJECTIVE

DETAILED PLANNING

CONSISTENT PREPARATION

HIGHER LEVEL OF ENGAGEMENTS

CONSTANT TRUST BUILDING EXERCISES

COMMUNICATION & DEMONSTRATION

FOCUSSED ON SMALL WINNINGS & INSPIRED TEAM FOR THE BIG

KEY ACCOUNT BREAK IN

DYNAMIC COACHING

Page 5: Engage, Retain               &  Maximize Sales team performance

KEY ACCOUNT BREAK IN

RESULT - 13TH MAY 2011

SHE BROKE IN THE ACCOUNT THE ACCOUNT – WEST BENGAL

Page 6: Engage, Retain               &  Maximize Sales team performance

FORMATION OF TEAM

SET THE COMMON OBJECTIVE

DYNAMIC COACHING

DETAILED PLANNING

CONSISTENT PREPARATION

HIGHER LEVEL OF ENGAGEMENTS

CONSTANT TRUST BUILDING EXERCISES

COMMUNICATION & DEMONSTRATION

FOCUSSED ON SMALL WINNINGS & INSPIRED TEAM FOR THE BIG

KEY ACCOUNT BREAK IN

SET THE COMMON OBJECTIVE

HIGHER LEVEL OF ENGAGEMENTS

DYNAMIC COACHING

TRUST BUILDING

Page 7: Engage, Retain               &  Maximize Sales team performance

HIGHER LEVEL OF ENGAGEMENTS

ALIGNING TO COMMON OBJECTIVES,VALUES & ASPIRATIONS

Page 8: Engage, Retain               &  Maximize Sales team performance

HIGHER LEVEL OF ENGAGEMENTS

FULL ENGAGEMENTOccurs at the alignment of maximum Job satisfaction & maximum contribution

Page 9: Engage, Retain               &  Maximize Sales team performance

CRASH &BURNERS

11%

HONEY MOONERS

13%

ENGAGED 34%

ALMOST ENGAGED 29%

DISENGAGED 13%

ENGAGEMENT LEVEL

Blessing White,Inc survey

HIGH LEVEL CONTRIBUTIONHIGH LEVEL SATISFACTION

HIGH LEVEL CONTRIBUTIONMED LEVEL SATISFACTION

LOW LEVEL CONTRIBUTIONMED LEVEL SATISFACTIONMEDLEVEL CONTRIBUTION

LOW LEVEL SATISFACTION

LOW LEVEL CONTRIBUTIONLOW LEVEL SATISFACTION

Page 10: Engage, Retain               &  Maximize Sales team performance
Page 11: Engage, Retain               &  Maximize Sales team performance

ME & MY MANAGER

ENGAGEMENT LEVEL

TRUST FACTOR

Page 12: Engage, Retain               &  Maximize Sales team performance

ME & MY MANAGER

ENGAGEMENT LEVEL

EMPOWERMENT

Page 13: Engage, Retain               &  Maximize Sales team performance

ME & MY MANAGER

ENGAGEMENT LEVEL

COACHING

OBSERVELISTENPROBEFEEDBACK

Page 14: Engage, Retain               &  Maximize Sales team performance

ME & MY MANAGER

ENGAGEMENT LEVEL

REWARDS & RECOGNITION

Page 15: Engage, Retain               &  Maximize Sales team performance

ME & MY MANAGER

ENGAGEMENT LEVEL

COMMON OBJECTIVE

Page 16: Engage, Retain               &  Maximize Sales team performance

ENGAGING THE TEAM

COMMON OBJECTIVE

TRUST FACTOR

EMPOWERMENT

COACHING

RESOURCES

REWARDS & RECOGNITION

ALIGN…ALIGN…ALIGN…

Page 17: Engage, Retain               &  Maximize Sales team performance
Page 18: Engage, Retain               &  Maximize Sales team performance

CRASH &BURNERS

HONEY MOONERS

ENGAGED

ALMOST ENGAGED

DISENGAGED

INTEND TO STAY BY ENGAGEMENT LEVEL

Blessing White,Inc survey

27% YES

70% YES

40% YES 60% YES

Page 19: Engage, Retain               &  Maximize Sales team performance

RETENTION

HIGHER LEVEL OF ENGAGEMENTS

SMART GOALS

WORK CULTURE

CAREER GRAPH

COMPENSATION

CONSTANT COACHING

Page 20: Engage, Retain               &  Maximize Sales team performance

CANON INDIA

KICK OFF MEETORG GOAL TO DIV GOAL TO DEPT GOAL

PMS REVIEW/SET SMART GOAL/MUTUAL AGREEMENT

KNOWLEDGE/SKILLS/WISDOMSTRATEGY /GOAL SETTINGLEADERSHIP SKILLSMANAGERIAL CHARECTERISTICSSOCIAL RESPONSIBILITES

Page 21: Engage, Retain               &  Maximize Sales team performance

Concentration

Consistency

Co-operation

Constraints

Creativity

Clarity

Continuous Learning career growth

Page 22: Engage, Retain               &  Maximize Sales team performance

CanonMAXIMIZING SALES

Page 23: Engage, Retain               &  Maximize Sales team performance

CanonMAXIMIZING SALES

Page 24: Engage, Retain               &  Maximize Sales team performance

0

100200300

400500600

700800900

1000

Rs.

Mill

ion

1997 1999 2001 2003 2005 2007 2009

510 Cr

1257Cr

378 cr

2010

Canon’s Growth Phase

Page 25: Engage, Retain               &  Maximize Sales team performance
Page 26: Engage, Retain               &  Maximize Sales team performance

SUMMING UP……

ALIGNING TO COMMON OBJECTIVES

COACHING IS THE KEY FACTOR

TRUST & CULTURE FOR RETENTION

Page 27: Engage, Retain               &  Maximize Sales team performance