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Field Sales Organization. Patrick Chau Director Field Sales, GCA. Who am I. Christian 36 years old Married for 7 years With 2 sons - Jayden (4 yrs old) - Jonah (6 months old) 14 years of experience in logistics industries Start working in Fritz Companies.

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field sales organization

Field Sales Organization

Patrick Chau

Director Field Sales, GCA

who am i
Who am I
  • Christian
  • 36 years old
  • Married for 7 years
  • With 2 sons
  • - Jayden (4 yrs old)
  • - Jonah (6 months old)
  • 14 years of experience in logistics industries
  • Start working in Fritz Companies
gca international
GCA International

Chris Pollard

COO IIL

Process & Policy

Product/Trade Lane and Commercial Strategy

Beryl Tse

SnrDir OPS & Services Integrity

Vincent Gao

Project Logistics

TBA

NOC

Daryl Chan

Key Accts

Patrick Chau

Director FS

Field Sales

Florence Mok

Head of HR

Michael Pereira

SnrDirector

Air

Phil Chin

Ocean

SiuWah

Controller

Finance

AkantRai

Trade Lane

ISC

Deepak Saxena

Trade Lane

MEA / ANZ

RingoIp

Trade Lane

ACE

Ian Blackman

ISCS

Harry Li

CMC

Victoria Terng

JIT

Paula Patino

Trade Lane

LAM

Operations & Sales Execution

Herbert Wang

Mgr West China

Alan Yu

GM Taiwan

Daryl Chan

MD E China

Vincent Gao

MD N China

Phil Chin

MD S China

oneview sales process

OneView Sales Process

Matching OneView Steps with the Miller Heiman Sales Funnel

sales funnel stages
Sales Funnel Stages

Data suggests a

potential fit

Data suggests a

possible order

Data verifies a

possible order

Universe

Above the

Funnel

In the

Funnel

Best

Few

Clearly defined next steps

Little or no luck involved

opportunity grid
Opportunity Grid
  • Developed Opportunities appear on Company main Page
  • Click + sign to open Opportunity Main Page and Develop New Opportunity
  • Click on Arrow to Access Existing Opportunity
  • Won/Lost Opportunities Appear under History Tab
  • Use Global Search Functionality to search for Opportunities
incentive program objective
Incentive Program Objective
  • To drive the sales behavior towards company directions & goals
  • Target outcomes on new scheme
  • Increase New business on board
  • Increase pipeline visibility and sales forecast
  • Promote Core tradelane & product
  • Grow larger size of wins
  • Align to speak same sales language in GCA
  • Contribution to network selling by sales lead
key elements of refined sales incentive program
Key elements of refined sales incentive program
  • Incentive will only applicable for “Closed/won” opportunity in One View
  • Change of incentive scale in which sales will be rewarded on incentive without an end date.
  • Additional 10% incentive paid to Core Tradelane , Import biz at the 1st year.
  • Incentive to those approved special rate shipments (Can be -ve NR) to Core Tradelane
  • Reward half incentive scale for Qualified sales lead to network at the 1st year.
  • FS must produce 8 sales call (with potential opportunity) per week and min. 5 sales lead per month
slide9

GCA Field Sales – Winning together (starting with the basics)

Ambition

Strategies

Objectives

Areas

Immediate Tasks w/Timeline

ACHIEVE 15% GROWTH ON ROI IN FIELD SALES BY END 2012

REVAMP A FIELD SALES ORGANIZATION

  • Increase average size of wins & win more contracted/regular business
  • Participate in larger tenders & win larger customers
  • Close the back door (stop loosing customers we have won)
  • Build marketing strategy & capabilities (no. of leads/month)
  • Evaluate the right opportunity size for GCA Field Sales organization by week 50
  • Review with respective station / sales managers
  • Re-visit the past win ratio of sold business through One View
  • Identify the Right Opportunity Size (larger)
  • Coordinate with all stations for Global One View initiatives
  • Cleanse up exercise by week 47
  • Process, Usage, Productivity and Opportunity

Data Integrity on One View

DEVELOP EXPERTISE IN CORE TRADE LANE

  • Have compelling show cases in GCA preferred trade lane or segments to demonstrate credibility on larger opportunities
  • Focus & deploy resources in a more targeted way
  • Develop solutions that can be replicated for other customers
  • Align with Trade lane leaders for joint sales effort
  • Align with RM on developing right sales tools (TBA)
  • Air: MSR and Solution Tariff
  • Sea: Grid and/or local area ops
  • Knowledge management on sales materials (on-going)
  • Sales E-Learning Portal
  • One View Training materials
  • Incentive Program
  • GCA / Product / Country / Trade lane presentations

Provide adequate sales tools

ENCOURAGE PERFORMANCE & WINNING CULTURE

  • Be able to attract sales talents due to aggressive & achievable incentive schemes
  • Celebrate every month the top 5 performers
  • Advertise wins internally & externally (case studies, press)
  • Promote ‘best team wins’ principles & include in scorecard
  • Drive sales performance management through One View & coaching

ROI on Sales

  • Develop sales productivity / measuring tools on ROI by week 49
  • Review with finance & HR on ROI for sales
  • Roll out to all GCA stations management
  • Develop a quarterly scorecard to mgt’s review

Yield mgt

  • Manage to provide support & performance to all station managers by week 46
  • Low yielding customer or business
  • Loss making customers

IMPROVE HOW WE WORK TOGETHER

  • Embrace the GCA 2 sales channels, 1 sales pipeline culture
  • Promote clarity & acceptance of roles & responsibilities of commercial function
  • Develop governance, guidelines and decision making process
  • Get close to our counterparts in Regional & Global (initiatives, calls & meetings)

Implementation Hand-over

  • Ensure Sales / sales support is responsible for establishing the SOP or clear shipping instructions.
  • Align with CRD project team for on-going process on implementation and execution by week 48
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