Territory reviews to determine if activities are on track and what changes need to be made. Planning to assure agreement on priorities. Training on products and in nonproduct areas such as sales skills including presentation techniques and role playing. Customer business reviews to establish goals for sales calls including joint calls with managers and suppliers and reviews of actual results. Annual performance appraisals.
Documentation is used to install real planning tools as well as discover trends and patterns.
The sales manager works on an annual basis but breaks that down into quarterly and weekly tools for the sales team to use. Measures and performance indicators help determine if you did what you planned. Key-account plans and analytical models of potential serve as customer analysis tools. Sales management reports serve as business development guides and prospecting systems. Skills to Develop As in any such undertaking, the success of your activity-based sales management system is determined by the skill level and confidence of your sales team.