Your Personal Advisor
Jözsef Benkö
email: jozsef.benko@campi.cz
Helpfull Packages
Analysis package
Solution implementation package
Compliance audit package
Relevant Industry Sectors
Banking
Insurance
Information technology
Telecommunications
Energy distributions
Pharmaceutical distributions
Solution Guide
Sales management system
Usual approach to sales growth
Typically the first step taken in the effort to grow sales is the training of the sales staff. However, the results from these efforts seldom produce the desired results. Sales growth is typically minimal and short lived.
Statistical research shows that about 60-80% resources applied to training is useless. The cause is simple: it does not matter how good the skills are in a company if they are not applied and managed correctly.
Better Results and Long-lasting Effect
Campi's methodology implements the Sales Management System before any training of sales skills. This insures a greater impact on sales results. This technique creates sustainable results that motivate acceptance by employees.
The Sales Management System is primarily targeted at the front line sales managers such as branch directors, agency directors, unit managers, area managers, and regional managers. This group typically embodies highly professionals within their sphere, but who may not regard themselves as sales managers.
Philosophy Change, System Change
Sales Management System usually comprises of:
- Sales targets transformed into sales activities of the sale people and the activities of their managers. (See: Activity Management System)
- Sales tools
- Planning
- Delegation
- Reporting
- Audit
- Workshops to establish the sale managers' philosophy
- Coaching system for sales managers
Approximate 50% sales results growth
A good sale management system will bring a company improved results, even in situations where there are only average sales people with insufficient sales skills. The typical improvement is usually 50% or greater improvement in sales.