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Engage, Retain & Maximize Sales team performance PowerPoint PPT Presentation


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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.

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Engage, Retain & Maximize Sales team performance

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Engage retain maximize sales team performance

Engage, Retain

&

Maximize Sales team performance

HOW

WHY

WHEN

WHOM

WHO

WHAT

& WHAT NOT ??????????


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


Engage retain maximize sales team performance

KEY ACCOUNT BREAK IN

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


Engage retain maximize sales team performance

KEY ACCOUNT BREAK IN

FORMATION OF TEAM

SET THE COMMON OBJECTIVE

DETAILED PLANNING

CONSISTENT PREPARATION

DYNAMIC COACHING

HIGHER LEVEL OF ENGAGEMENTS

COMMUNICATION & DEMONSTRATION

CONSTANT TRUST BUILDING EXERCISES

FOCUSSED ON SMALL WINNINGS & INSPIRED TEAM FOR THE BIG


Engage retain maximize sales team performance

KEY ACCOUNT BREAK IN

RESULT - 13TH MAY 2011

SHE BROKE IN THE ACCOUNT

THE ACCOUNT – WEST BENGAL


Engage retain maximize sales team performance

KEY ACCOUNT BREAK IN

FORMATION OF TEAM

SET THE COMMON OBJECTIVE

SET THE COMMON OBJECTIVE

DYNAMIC COACHING

DYNAMIC COACHING

DETAILED PLANNING

CONSISTENT PREPARATION

HIGHER LEVEL OF ENGAGEMENTS

HIGHER LEVEL OF ENGAGEMENTS

COMMUNICATION & DEMONSTRATION

CONSTANT TRUST BUILDING EXERCISES

TRUST BUILDING

FOCUSSED ON SMALL WINNINGS & INSPIRED TEAM FOR THE BIG


Engage retain maximize sales team performance

ALIGNING TO COMMON OBJECTIVES,VALUES & ASPIRATIONS

HIGHER LEVEL OF ENGAGEMENTS


Engage retain maximize sales team performance

HIGHER LEVEL OF ENGAGEMENTS

FULL ENGAGEMENT

Occurs at the alignment of maximum Job satisfaction & maximum contribution


Engage retain maximize sales team performance

ENGAGEMENT LEVEL

HIGH LEVEL CONTRIBUTION

HIGH LEVEL SATISFACTION

ENGAGED

34%

HIGH LEVEL CONTRIBUTION

MED LEVEL SATISFACTION

CRASH &BURNERS

11%

HONEY MOONERS

13%

ALMOST ENGAGED

29%

LOW LEVEL CONTRIBUTION

MED LEVEL SATISFACTION

MEDLEVEL CONTRIBUTION

LOW LEVEL SATISFACTION

DISENGAGED

13%

LOW LEVEL CONTRIBUTION

LOW LEVEL SATISFACTION

Blessing White,Inc survey


Engage retain maximize sales team performance

ENGAGEMENT LEVEL

ME & MY MANAGER

TRUST FACTOR


Engage retain maximize sales team performance

ENGAGEMENT LEVEL

ME & MY MANAGER

EMPOWERMENT


Engage retain maximize sales team performance

ENGAGEMENT LEVEL

ME & MY MANAGER

COACHING

OBSERVE

LISTEN

PROBE

FEEDBACK


Engage retain maximize sales team performance

ENGAGEMENT LEVEL

ME & MY MANAGER

REWARDS & RECOGNITION


Engage retain maximize sales team performance

ENGAGEMENT LEVEL

ME & MY MANAGER

COMMON OBJECTIVE


Engage retain maximize sales team performance

ENGAGING THE TEAM

COMMON OBJECTIVE

TRUST FACTOR

EMPOWERMENT

ALIGN…ALIGN…ALIGN…

COACHING

REWARDS & RECOGNITION

RESOURCES


Engage retain maximize sales team performance

INTEND TO STAY BY ENGAGEMENT LEVEL

ENGAGED

CRASH &BURNERS

HONEY MOONERS

ALMOST ENGAGED

70% YES

40% YES

60% YES

DISENGAGED

27% YES

Blessing White,Inc survey


Engage retain maximize sales team performance

RETENTION

HIGHER LEVEL OF ENGAGEMENTS

SMART GOALS

WORK CULTURE

CAREER GRAPH

COMPENSATION

CONSTANT COACHING


Engage retain maximize sales team performance

CANON INDIA

KICK OFF MEET

ORG GOAL TO DIV GOAL TO DEPT GOAL

PMS

REVIEW/SET SMART GOAL/MUTUAL AGREEMENT

KNOWLEDGE/SKILLS/WISDOM

STRATEGY /GOAL SETTING

LEADERSHIP SKILLS

MANAGERIAL CHARECTERISTICS

SOCIAL RESPONSIBILITES


Engage retain maximize sales team performance

Concentration

Continuous Learning career growth

Consistency

Clarity

Co-operation

Creativity

Constraints


Engage retain maximize sales team performance

Canon

MAXIMIZING SALES


Engage retain maximize sales team performance

Canon

MAXIMIZING SALES

imagination

instigation

innovation

inspiration

LEADERSHIP

investments


Engage retain maximize sales team performance

Canon’s Growth Phase

1257Cr

840 cr

665 cr

510 Cr

378

cr

2010


Engage retain maximize sales team performance

SUMMING UP……

ALIGNING TO COMMON OBJECTIVES

COACHING IS THE KEY FACTOR

TRUST & CULTURE FOR RETENTION

LEADERSHIP


Engage retain maximize sales team performance

THANK YOU


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