Sales Effectiveness Improvement Project Phase 1 – Diagnosis of the Current Situation (How to Adequately Empower the Sales Team)
- Sales strategy formulation (sales positioning and strategic content): Establish an annual update mechanism and communication process (maintain consistency with business strategy and market strategy)
- Clarify the functional scope and work items of the sales department (based on sales strategic positioning)
- Sales Process Design: Design end-to-end sales flow charts and cross-departmental communication models
- Review and optimize the sales organization structure, responsibilities and role definitions (update job descriptions)
- Clarify the sales management and control mode: including the sales management level coefficient, KPI performance system, reporting and communication mechanism, sales budget management mechanism and other key contents
- Establish a sales training structure: based on sales execution and implementation goals, clarify the training target groups and the training content based on each group (training department, to be determined)
- Optimization of the existing sales compensation system (HR department) based on changes in the sales organization and market trends
- Define training and coaching courses for sales managers to ensure the implementation of sales effectiveness improvement (Training Department, to be confirmed)
Phase 2 of the Sales Effectiveness Improvement Project – Solution Design
The second phase of solution design will cover:
- The focus of the project
- Establish the company's sales strategy
- Clarify the scope of the sales function and specific responsibilities
- Sales process system design (based on sales function responsibilities)
- Optimize the sales organization structure, responsibilities and role definitions
- Optimize and establish a sales management system, including:
- Sales staff establishment and management level coefficient
- Sales budget management mechanism (preparation, application, review)
- Reengineering of sales appraisal system (highlighting key points and paying attention to service levels)
- Construction of sales communication and reporting system (internal and external communication)
- Establishment of sales training structure (IT department)
- Optimize the existing sales compensation system (HR) based on sales organization changes and market trends
The third phase of the sales efficiency improvement project - optimization and improvement
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