Sales Force Performance Management


Mitko Keramitciev, 26-27.2.2014, M6 Educational Centre

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Seminar overview

Compensation of sales people is one of the key trouble areas of sales management. Many times there is dissatisfaction of the established system or significant amount of resistance when a new one has happened or is about to happen. There is a never-ending task to help improve the sales performance and compensation is often one of the basic tools used in that matter. Although powerful, the compensation is often confusing too.
This workshop covers many areas of sales performance matter: selecting performance measures, setting quotas, construction formulas and other tools and means needed to help the participant make right choices and establish strategic, competitive, fair, yet simple compensation plans. Having in mind the ongoing rapid changes in the working environment, the workshop also addresses the non-material factors of sales-force and employees in general motivation.

Who Should Attend

· Sales team leaders
· Senior and middle level sales managers
· Sales supervisors
· Marketing and commercial managers who are responsible for revenues and field level sales operations
· Heads of business units
· HR managers responsible for sales HR processes

How will you benefit?

Increasing the effectiveness of the sales team through:
· Clear identification of key success factors in managing sales team
· Identification of own managerial style and its effectiveness
· Establishing an adequate system of setting quotas and measuring the results of the team and individuals that it is consist of
· Motivation of the team and team members – tangible and intangible factors
· Development of the key skills to carry out all necessary activities in managing sales and sales teams
· Discovering the key elements needed to build a sense of priorities and allocation of resources

Day 1 (26.02.2014)

11:00 – 11:30 Registration and Coffee

11:30 – 13:00 Module 1
Defining the Performance Management
· How PM fits into the organization
· Shifts in PM
· Case examples 1 and 2
· Short discussion
· Aligning for success
· The role of Leadership
· Exercise

13:00 – 13:15 Coffee Break

13:15 – 14:45 Module 2
Performance Management Skills
· Delegating
· Coaching
· Dealing with poor performance
· MOTIVATING
· Empowering
· Exercise/Questionnaire
Team Management for High Performance
· Team management stages
· Team Effectiveness Questionnaire

14:45 – 15:30 Lunch Break

15:30 – 17:00 Module 3
Performance Management Process
· Performance reviews
· Objective setting
· Measuring performance
· Exercise - Preparing for Sales Performance management

Day 2 (27.02.2014)

11:00 – 11:30 Registration and Coffee

11:30 – 13:00 Module 1
Planning for Success
· Sales Planning Essentials
· Vision - Strategy - Plan - Objective
· Plan vs. Budget
· Typical Sales Plans
· Exercise

13:00 – 13:15 Coffee Break

13:15 – 14:45 Module 2
Sales Performance Management
· KRA's - Key Result Area
· Exercise
· KPI's - Key Performance Indicator
· Exercise
· Measuring / Reporting
· Examples

14:45 – 15:30 Lunch Break

15:30 – 17:00 Module 3
Sales Compensation Models
· Motivation... again
· ...and Stimulation
· Pay per performance
· Incentive schemes
· Material/financial
· Non-material/non-financial
· Best practices
· Is there any best?
· Exercise - Newly defined Sales Compensation Plan

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Mitko Keramitciev
Mitko Keraramitciev is a business consultant and lecturer with extensive international experience acquired through business engagement with several giants and world market leaders in their respective industries.
Being in position to practice international know-how in sales and sales support in local business environment, Mitko successfully dealt with sensitive issues in sales organization, administration and controlling.
His current position as co-founder and Managing Director of Interconn UBS, a consulting company, provided opportunity to profile himself as one of the most experienced trainers in various of fields with extensive training portfolio, with sales management being one of the most practiced.
Mitko's training experience includes, but is not limited to a number of industries like: distribution (FMCG), insurance, banking, pharmacy, tourism, public administration, mining, telecommunication, dairy production, beer production, tobacco, energy production, IT, marketing, sport management, automotive industry, carpentry, publishing and many, many more.
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