1 / 21

Sales Supervisor Manual: Maximizing Your Team's Performance

This manual provides guidance on coordinating activities, managing Key Opinion Leaders, prioritizing products, training and assessing your team, defining targets, and leading for excellence. It emphasizes optimizing sales team, maximizing turnover, managing expectations, and motivating employees effectively.

daney
Download Presentation

Sales Supervisor Manual: Maximizing Your Team's Performance

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. DENK SUPERVISOR MANUAL Author: Sales Department September 2014

  2. Germany has a TEAM … Portugal has Ronaldo BrazilhasNeymar … and a fantastic TRAINER! Letyour REPS workas a TEAM Letyour TEAM do the WORK ArgentinahasMessi

  3. Job Description • Coordinate activities • Manage KOL‘s • Prioritize products • Train your team • Assess your team‘s performance • Prioritize customers • Define target for your team • Train your team • Lead your team to excel

  4. Goal of a Supervisor?

  5. Goal of a Supervisor? Optimization of your sales team Maximization of turnover by your team

  6. Goal of a Supervisor? SALES TEAM OPTIMIZATION

  7. Howto…? Manage expectations Clear targetsforyourteam Moderate conflicts Interaction Definition Budgets forareas MANAGE Plan ActivitiesforKOL‘s + areas Timetable + priorities Development + Training plan

  8. Howto…? Sectorialorproductsplit Customer classification Overview Productfocus Weekly + dailyvisitschedule Targets ORGANISE Samples + literature in linewithobjectives Weeklysales target per product in units

  9. Howto…? DENK vision + strategy Stay in contact Expectations + targets Communication Recognition Producttrainingandsalestraining Positive feedback MOTIVATE Support Material forREP‘swork Money, safety, security Joint visits

  10. Howto…? Joint visits + follow-upvisits Weekly achievementsagainsttarget Assessment Performance of REPs + Feedback Monitoring Control Market information Report Daily + weeklyvisit plan Costs + receipts

  11. „Keep yourperformers in thegreen.“ THE PERFORMANCE OF EMPLOYEES Motivation Skill

  12. Focus ofSupervisor‘sWork „The market will not cometoyourdesk …“ Time in office Time in thefield • Meetings • Reports • Administration • Joint visits • Follow-up Solo visits • KOL‘s

  13. Focus ofSupervisor‘sWork „Strong Reps needlesssupportthanweakones.“ JOINT VISITS … tosupportyoursales team in theirwork … tohelpthemimprove theirperformance

  14. Focus ofSupervisor‘sWork The repisfriendly, but when I ask a questionabout a product he isoftenconfused The repseemstoknowantibiotics but does not answermyspecificquestions FOLLOW-UP VISITS I am not ateasewhentherepvisits. He alwaysseems so tired. I wonderif he hasn‘tgosomeissues

  15. Focus ofSupervisor‘sWork The repisfriendly, but when I ask a questionabout a product he isoftenconfused The repseemstoknowantibiotics but does not answermyspecificquestions FOLLOW-UP VISITS The repdoes not knowthebasicsabouthisproduct I am not ateasewhentherepvisits. He alwaysseems so tired. I wonderif he hasn‘tgosomeissues The repcannotrespondtothedoctorsneeds The repis not motivated

  16. Your German SucessStory 1. Job description 2. Goal 3. How? Optimizingtheteam Manage Motivate Organise Control

  17. Checklist • Visit schedule for each rep • Visit report cards for each customer • Global list of customers in country • Customer list for each rep • Guideline for joint visits • Assessment sheet for reps • Daily/weekly visit report • Overview of samples + gimmicks with use per rep • Product prioritization

  18. DENK PHARMA GmbH & Co. KG | Prinzregentenstrasse 79 | 81675 München | www.denkpharma.de | Germany

More Related