India

Sales Model

Sales Traffic Jam Removal

From ---

Devendra Patil, Pune

8055945946

Manager

A

Sales Engineer

B

Sales Engineer

Group Chart - A

Working styleManager Keeps all A class customer with him. Over loaded for further growth of

organizations.

Reasons : 1) Lack of confidence about Sales Engineer to handle these

customer due to product knowledge, relations & authorities for

decisions.

Due to overloaded Manager try to force Sales Engineer to generate New

Business having less knowledge of products, no idea how to penetrate new

customer, no idea where to apply which product to generate fast sales? Is it gives

proper productive results?

Manager always tells if you will not give sales as salary is only on individual

sales growth then this sales engineer works in wrong directions and try to

generate short term business & tap wrong customers which are waiting to take

benefits in terms of Credit, low price, free products etc.

As Manager had no any proper data base to expand team because he had no

time to educate his engineer about product knowledge, cross checking of daily

activities, solutions for trial failure, existing sale loss & further developments at

customer End - Finally engineer Frustrate & Give resign.

Manager

Sales Engineer

4 yrs

Sales Engineer

2 yrs

Sales Engineer

1 yr

Group Chart - B

Working styleManager is free to support all Sales Engineers. Not over loaded.

He distribute his existing customers to his all engineers.

Responsibilities given :

1) Generate new enquiries from old customer.

2) Retain existing business.

3) Generate sales through new customers.

4) Payment followups.

5) Conduct Trials & close sale.

6) Maintain all competitors data to crack trials.

7) Update your technical knowledge.

8) Maintain long term relations with customer end persons.

9) Material supply followups with H.O.

10 ) Maintain proper inventory of all items for your customer to fulfill

supply commitments

Working style

RESULTS1 st year

1) Generate 70% growth in existing customers with support of

Manager by using engineers past experience.

2) Developed 4 New customers by using engineers contacts.

3) Giving good increament.

2 nd year

1) As sales is 1.7 time more less time to generate New enquiries,

less time to developed New customers – due to time waste in retaining

existing business – Finally on paper shows 30% Growth only. – Manager

says not good performance. No time to update technical knowledge

working planto stop Employee

Resigns & Sales Growth

Manager

a

Developer

b

Applicator

c

Sales Reatainer

d

Newe Sales Engr

Group Chart

Responsibilitiesa – Developing Person

Find New customers & New areas with Manager using Relations.

Develop new customer references given by Applicator & Sales Retainer Team.

Make new customer to pre development stage customer with support of

Applicator.

Generate enquiry & mapping with support of Applicator & introduce proper

product.

Generate Vendor code & handover customer to Sales Retainer .

Till Sales Retainer comes in picture Developer had only rights to give quotations &

pricing with prior permission of Manager .

To expand team Developer will choose proper person from Applicator & Sales

Retainer Team with permission from Manager.

Define awards for New customer given person with Manager .

Responsibilitiesb – Applicator/company sales person

Generate or take enquiries from Developer Or Sales Retainer

Formulate customer wise enquiry sheets for action.

Mapping of each & every customer with details in support with Developer or Sales

Retainer.

Order samples for development with support of Developer Or Sales retainer team

with permission from Manager.

Maintain each and every sample Trial Report & Track record.

Prove samples at customer end with support of Developer Or Sales Retainer

Team with presence Or without presence.

Discuss all mappings with Developer , Sales Retainer & Manager to make further

action plan for sales growth

Make small technical seminars at customer end to generate new enquiries.

Launch new products at every customer with support of Developer OR Sales

Retainer.

Maintain & Study competators data to generate successful trials.

Upgrade Developer & Sales retainer Team about product knowledge to generate

new enquiries.

Responsibilitiesc – Sales Retainer

All customer data base existing products maintain Rate master, monthly

consumption & monthly item wise track record with support of Sales- Coordinator

Make category wise customer for service.

Prepare plan of every month for material stock of each customer with support of

Sales- Coordinator

Order follow ups with support of Sales- Coordinator

Highlight items stopped by customer to Applicator, Developer & Manager.

Set target sale figure of Existing business for action plan.

As regular touch with the customer pass Development enquiries to Applicator to

give proper products.

Any customer gives problem regarding business relations highlight to Developer

or Manager.

Payment follow up with support of Sales- Coordinator

Quotations & follow ups for new items proved with support of Applicator .

Order generation, Order finalization & regularization with support of Manager.

Expand team according to responsibilities & area to give sales support.

Update mappings of customer with support of Applicator to generate new

enquiries.

ResponsibilitiesSales coordinator/ Back Staff

All customer data base existing products maintain Rate master, monthly

consumption & monthly item wise track record with support of Sales Team

Make category wise customer for service.

Prepare plan of every month for material stock of each customer with support of

Sales Team

Regular Order follow ups with Customers & documents for promotion supply.

Highlight items stopped by customer to Applicator, Developer & Manager.

Set target sale figure of Existing business for action plan with Sales Team

As regular touch with the customer pass Development enquiries to Applicator to

give proper products.

Any customer gives problem regarding business relations highlight to Sales

Retainer or Manager.

Payment follow up with support of Sales Team

Quotations & follow ups for new items proved with support of Sales Team .

Salary & Incentives

Salary Increment equal on group performance only as every person is equally

responsible to generate sale.

Special Award to the Person given who gives new customer with proper

reference to Developer to generate business after sales start.

Special incentive to Sales Retainer team to generate new productive

enquiries.

Special Incentive to Developer for development of New customer within

defined period.

Special Incentive to Applicator for cracking enquiry in 1st attempt.

Manager get special Incentive for organization growth.

advantages

All are working by default as every one getting work of his interest only.

No need to take experience people every time to increase business.

Every one get equal wages as per work only.

Sales growth is done automatically without pressuring any one to generate

New business.

Dependability about customer development & sales growth on one person is

totally eliminated.

Getting perfect product potential of each & every customer for

Organizational growth.

Every one is utilize his time for defined work only rather than donkey work.