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SDM Course

-Dealer Management
-Managing Salesforce

Taking Consulting to Results


www.CPC-india.net
9810033941, 9953987624
Dealer Management

Appointment

Get Work Done


New Dealer Appointment

Plan before hand how you want to proceed

Understand the Dealers current business details

Know about the Decision Maker & Influencer

Know Dealers buying criteria (BC)

Know your strengths & weaknesses

It is ok to invest one/two months to get entry


New Dealer Appointment (Contd)

Shift BC so as to bring towards your strengths

Do it thru soft conversational probing

Dont propose until you have developed

Objective is to just enter and not build volumes


in the beginning

Ensure demand generation activity in the catchment area


Dealer
Management

His satisfaction Our satisfaction


out of you & company out of the distributor

So as to keep him So as to get


motivated & retain him company work as
with the company per requirement
Dealer Management

Are you aware what are his rights & responsibilities

Have you made him aware

Is he working as per the above

Do you give him direct feedback about his gaps

Do you keep market data and review his progress

Are you able to convince him to execute his role


Managing Salesforce

Roles & Responsibilities

Recruitment & Selection

Training
If you are Sales Manager, Tata Sky & you are
managing 4 distributors and 180 dealers.
Then wrt Managing Salesforce, your Role &
Responsibility is

To design JD of the distributors salesforce

To have a say in its recruitment & selection

To induct them into Tata sky way of working

To coach them closely for first 3-4 months


To ensure smooth relations & expectations between
distributor & his salesforce
To help them meet their business targets
Recruitment & Selection

Seek help from your boss to design guidelines for


distributor/salesforce

Convey & engage distributors on this

Be involved in recruitment of the salesforce

Use CBI framework to interview

Use QUICE process model to select


Training of Salesforce

Training is formal (classroom based)

Coaching is informal (field based)

Coaching is your direct involvement

Have a say in contents of training

Check training effectiveness on the field

Pass feedback to the trainer/coordinator


QUICE Process

Qualify the candidate


Influence the candidate towards the company
Convey Expectations so that he knows the reality
Competency Based Interview

Searching for competencies and not for


. qualification

Having list of role specific competencies


. before hand

Asking past performance questions to


. confirm competency level.
Take initiative to
get involved

Observe your
Often reflect & boss in various
improve dealer discussions

Summary

Often discuss &


Learn CBI &
seek advice from
QUICE models
him

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