3.Audit of the Sales Team and Team Leader

Audit of the Sales Team and Team Leader Applying the Seven Secrets Of Champion Sales Teams 10/27/2009 Audit for a Champion Sales Team 1 4 Secrets of Marketing  Right Products  Right Clients  Right Message  Right Field Force 10/27/2009 Audit for a Champion Sales Team 2 Do I have a Champion Team?        How well do they sell? Do they have the practical data base of Knowledge to sell Are they trained in basic Selling Skills Do they apply them consistently Are Motivated y committed Do they have Winning Attitudes? Does my team have the 7 secrets of a Champion Team? 10/27/2009 Audit for a Champion Sales Team 3 7 Secrets of Champion Teams        Clearly well defined job and tasks Capable and Motivated Committed to their Sales Quota or Sales Objective. Have necessary skills and knowledge and apply them consistently Have the tools to do the job Receive constant feedback on the job Receive rewards for performing as desired 10/27/2009 Audit for a Champion Sales Team 4 1. Do you have a well-defined job and tasks       How many tasks do they have in their Job Function? Are they given Competency Standards for these tasks or is the evaluation subjective? Is the Performance Evaluation solely based on sales and prescriptions? Or is it also based on achievement of activity standards based on the job? Do you reward innovation and initiative? Do you measure and reward total effort and work done? 10/27/2009 Audit for a Champion Sales Team 5 2. Do you hire Champion Reps? 1 2 3 4 5 6 7 8 9 10 Passion to sell. Like to influence others, sell ideas Enthusiastic, lively yand with a positive atitude. Organized, sets SMART objectives, manages time well Flexible, good listener, adaptable to all client types Entrepreneurial, automotivated, proactive, has Initiative and Finiciative. Honest and responsible, fulfills promises Persevering, patient, tenacious, focused on results Driving ambition to succeed, high self esteem. Fast Learner, Self learner, Invests in self training. High energy, high quantity and quality of work. Audit for a Champion Sales Team 20% 15% 10% 10% 10% 10% 5% 5% 5% 10% 10/27/2009 6 3. Are my Reps Committed to their Quota?         Involve your Rep Review the Sales History of His Territory Sales of biggest Accounts the 20/80 Sales of the Biggest Products, Promoted products versus Non Promoted Sales of all Accounts and Account ranking Compare with Previous Year Make a forecast per Account 10/27/2009 Audit for a Champion Sales Team 7 4. Do I Constantly Train my Reps on Selling Skills ?     Do I provide them with Selling Models Do I encourage them to exchange selling models Do I reward self training Do I ensure that what they learn in class is applied in the field? 8 Audit for a Champion Sales Team Maximize Field Force Productivity Do my Reps have the following Selling Skills on the Core Products? Needs, Features and Benefits  Effective Use of Clinical Papers  Handling Competition  Handling Resistance  Ensuring Successful Trials  9 Audit for a Champion Sales Team 10/27/2009 5. Do they receive the tools and resources needed to do their job?     Do samples and promo materials arrive on time? Do they have the time needed to do their job? Do I try to minimize their meetings and special assignments so they can have more time to see their doctors? Is the Incentive Program working the way it should? 10 Audit for a Champion Sales Team 10/27/2009 6. Do I constantly measure Performance and provide feedback?      Do I have an Annual Accompanied Call Plan? Do I follow it meticulously? Do I give written and oral feedback on Work Contacts? Do I consult previous WC records before conducting a new WC? How do I does my team rate me as a communicator? Audit for a Champion Sales Team 10/27/2009 11 7. Do I provide correction and recognition to my team?     Do I use the “Sandwich technique” in correcting my team? Do I criticize privately and recognize in public? Do focus my criticism on behavior and not on personality? How does my team rate me in my style of correction? Audit for a Champion Sales Team 10/27/2009 12 7. Do I provide constant motivation for my team?       How well do I know Rep Do I have a Personal Profile for each Rep Do I know their social styles? Do I adapt to their Social Styles Do I have an Annual Motivational Plan for each of them? How will my team rate me as a Motivator? Audit for a Champion Sales Team 10/27/2009 13