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Sales Management, Part I
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| £1,050 (only as part of BPG toolkit)
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For all sales managers. How to be a better coach. How to be a leader. Recruitment. Induction. Staff retention. Staff productivity. Pay plans. Sales incentives. Sales targets. Making your sales meetings work. How to work out exactly what a customer enquiry really costs.
List of Contents:
- What all good Sales Managers know and consistently apply
- Are you getting good value from your sales executives?
- Coaching – improve the performance of your team
- Recruiting the right material
- Induction programmes – cutting down on showroom staff churn
- How to stop salespeople who leave you from stealing your customers
- What to do if your sales team is spending too much time on paperwork and not enough on selling
- Does your pay plan give you what you want?
- Effective pay plans for your sales force
- An activity-based pay plan
- Sales commissions – the ‘ad hoc’ game
- Sales incentives – how to make them work
- An incentive to get your people demonstrating more cars to more customers
- Demonstrators – how not to get burned by that executive model
- Sales meetings – how to make them work
- Sales targets – stay on track to hit your targets
- Targeting sales staff in a different way
- Sales control – how to get the most out of your Record of Enquiries Sheet
- The true cost of a customer enquiry
- Be a leader – not just a manager
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