FIL Sales Management Learning & Development Program

House Rules

Introductions

Objectives

Content

Group Work What Sales Management tasks do you perform in the office as an FIL Sector Sales Manager?

Dalex Fixed Income Loans (FIL)

Expanding Distribution

2015 Sales Sector Decentralization

Purpose of the FIL Sales Team? FIL GOAL to create profitable customers by disbursing ‘Quality Loans’ and putting the profitable customer ‘first at all times’

FIL Sector Sales Goals (Objectives)

Group Work What Sales Management tasks will you perform in the office as an FIL Team Leader? State at least 5.

Definition of Sales Management Sales management is the attainment of sales force goals in an effective and efficient manner through:

Sales Management Process

Planning The conscious, systemic process of making decisions about goals and activities that an individual, group, work unit, or organization will pursue in the future and the use of resources needed to attain them.

FIL Sales Planning

Group Debate You can predict how much sales a sector will make each quarter

Debate Debrief Sales is a systematic process and is subject to scientific delivery

Sales Management Process

Staffing Activities undertaken to attract, develop, and maintain effective sales personnel within an organization.

Open Forum / Role Play? What tasks should you do to attract, develop, and maintain effective Dalex Paddies within your team?

Sales Management Process

Training The effort put forth by Team Leader to provide the salesperson job-related culture, skills, knowledge, and attitudes that result in improved performance in selling.

FIL Sales Training

Sales Management Process

Leading influence The ability to influence other people toward the attainment of objectives

Group Work What will you be doing different in your offices after the “Leading your team Course”?

Short quiz – True or false? 1.To be a leader, you need to like working with people. 2.A good leader must show confidence in his/her team, even when it is in trouble. 3.All leaders must have managerial skills but not all managers necessarily have leadership skills. 4.The leader is a central heart of activity and interest. All communications between management, the team, and other groups, must pass through the leader. 5.Role uncertainty means that there is uncertainty about a person’s role at any one time.

Short quiz – True or false? 1.To be a leader, you need to like working with people. 2.A good leader must show confidence in his/her team, even when it is in trouble. 3.All leaders must have managerial skills but not all managers necessarily have leadership skills. 4.The leader is a central heart of activity and interest. All communications between management, the team, and other groups, must pass through the leader. 5.Role uncertainty means that there is uncertainty about a person’s role at any one time. True Partly true False True

Sales Management Process

Controlling & Evaluation Monitoring sales personnel’s activities, determining whether the organization is on target toward its goals, and making corrections as necessary.

Controlling & Evaluation Review of Disbursements by: – Sales Executive – Mobile Trips – Territory – Institution Are we on target?

Sales Management Process

FIL Sales TL’s Checklist

Sales Manager’s Checklist Your People General periodic discussion & review Goals & expectations understanding Sales skill training Motivation & inspiration Knowledge training (product/ service/ industry) Recruiting Promotions/ new roles/ new positions Performance reviews Recognition

Sales Manager’s Checklist Operational Issues Sales Activity – Affordability/ mobile trips etc. Disbursement Analysis (sales executive/ territory/ institution) Sales process review Sales communication review & distribution Before-and after-the- sale review (processes) Lead generation (new areas?) Barriers to remove from sales efforts

FIL Sales Management Checklist Your people General periodic discussion & review Goals & expectations understanding Sales skill training Motivation & inspiration Knowledge training (product/ service/ industry) Recruiting Promotions/ new roles/ new positions Performance reviews Recognition Self-development Management skills Additional contributions Operational issues Sales Activity – Affordability/ mobile trips etc. Disbursement Analysis (sales executive/ territory/ institution) Sales process review Sales communication review & distribution Before-and after-the-sale review (processes) Lead generation (new areas?) Barriers to remove from sales efforts

FIL Sales Manager’s Checklist

Group Work

10 Mistakes of Sales managers

Group Work What are the mistakes that Team Leaders make? State at least 5.

10 Mistakes of Sales managers #1 Fail to shift from “super salesperson” mode to managerial mindset Learn what it takes to be an effective sales manager

10 Mistakes of Sales managers #2 Continually fight fires Firefighting comes from a lack of priorities and failing to look for the underlying causes of recurring problems

10 Mistakes of Sales managers #3 Leave staff to sink or swim on their own The #1 priority of a sales manager is to coach the skill and will of the sales team

10 Mistakes of Sales managers #4 Ignore the importance of performance standards/get blindsided by poor performance Observe your best salespeople to define what they do specifically to achieve sales excellence

10 Mistakes of Sales managers #5 Fail to leverage the strengths and resources of your team’s top producers Help your “strong men” become role models

Group Work: Pause & reflect

10 Mistakes of Sales managers

10 Mistakes of Sales managers #6 Spend too much time working with the bottom 20% Focus on middle performers as “emerging contributors”— improving their performance will have a bigger impact on the bottom line than trying to bring underperformers up to minimum standards

10 Mistakes of Sales managers #7 Allow senior salespeople to get stuck in a de- motivated mode Help reenergize experienced but complacent reps; get them to “step up”

10 Mistakes of Sales managers #8 Be inconsistent in recruiting and hiring Develop a rigorous hiring process—your next new hire is the future of your team

10 Mistakes of Sales managers #9 Assume your sales reps will figure things out the same way you did Avoid the temptation to leave people on their own; provide regular feedback and coaching to your reps

10 Mistakes of Sales managers #10 Hang on to low producing salespeople for far too long. Set minimum standards, and then enforce standards by managing poor performers either up, or out the door.

Group Work: Pause & reflect

10 Mistakes of Sales managers