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Sales Management Audit (Floor presence (Arrival, Revs, Power Hours, Dead…
Sales Management Audit
Recruitment
Setting Reps up for the day
Floor presence
CDO
Training
Sales Skills
Campaign Management
VP creation
Fracture Point analysis
Problem solving
Recruitment
Sourcing
Personal
Outreach style
Social Media
Frequency
Channels
Messaging
Outreach style
Agencies
Management
Outreach Style
Selection
Reading CVs
Initial call and appointment
First Interview
Questions
Exploring issues
Choice and depth
Personal Style
FFE
Attractiveness
Feedback
Arrogance rating (H/L)
Managing the interview environment
Establishing velvet glove control
Choice of second chair
Leader/Follower
Seduction
Compulsion
Transference of feeling
Getting & Handling questions
Getting the candidate closed
Objection Handling
Training
Tape
Frequency
Accuracy & effectiveness
Follow up
Induction
Syllabus
Modules & duration
Consistency
1-2-1 sessions
Frequency
Selection of topic
Effectiveness
Group training
Frequency
Effectiveness
'entertainment'
Accuracy (on point)
VP Creation
Managing the brief
Managing the knowledge uptake
Methodology & ownership
Campaign Management
Allocations
Money ball science
Over allocation of resources
Category VP
Weekly reporting
Reallocation & Decision Making
Tracking Proposal destination
Setting reps up for the day
Revs
Check from Neck up
Lead & Hook checks
quality & quantity
Deal checks
Practice
Pre Post call
Warm ups
Floor presence
Arrival
Revs
Power Hours
Dead spots
24/7
Sales Skills
Sales Process adhesion
Value vs Capability
ROT
Objection Handling
Rapport
Control
CDO
Control
Creativity
Price defence
Kill/Close decision
Fracture Point Analysis
Reporting Used
RAG
Tracker
Prop counter
Objection Audits
First call reconnect rates
Commits
Others
Prop checking
VP Checks
Call back checks
Personal GSFY areas
Problem Solving
People
Product
Administration
Inter departmental
Upward management