Hey Frds,
Can any1 tell me how i can design a Training module for the Higher ups in Marketg in the Co.i mean The Zonal Sales Mngers ,etc) I'm doing an intership in a Pharma Co.
I want to knw certain specific topics to be coverd with them n any other related thgs.
thks waitg for sum1 's reply soon.
Shants.
From China, Qinhuangdao
Can any1 tell me how i can design a Training module for the Higher ups in Marketg in the Co.i mean The Zonal Sales Mngers ,etc) I'm doing an intership in a Pharma Co.
I want to knw certain specific topics to be coverd with them n any other related thgs.
thks waitg for sum1 's reply soon.
Shants.
From China, Qinhuangdao
TRAINING MODULE
ZONE SALES MANAGEMENT TRAINING
Based on your brief, I am assuming
-zone managers report to the national sales manager
-zone managers manage sales reps and/or medical reps
-products include prescription / OTC products.
I have included all probable elements of the sales management
functions. My suggestions based on my own experience
-spread the course over 2 / 3 years
-blend the course with practical/ theory concepts.
-you may cover HR areas/ but outsource experts from different
fields [ motivation/ leadership etc]
Also blend the course in such a way to cover
-zone managers with limited experience
-zone managers with medium exposure
-zone managers with lengthy experience, but lacks modern
methods.
etc
==================================================
The ZONE sales managers have three major functional
responsibilities.
1.Accounts management/ Customer management.
2.Sales people management.
3.Zone sales organization management.
==================================================
1.Accounts management/ Customer management.
A. Accounts planning.
-accounts profiling / individal accounts planning.
-----------------------------------------------
B. Accounts management.
-developing / managing/ maintaining accounts.
------------------------------------------------
C. Negotiation selling.
-using negotiation skills to close sales.
-------------------------------------------------
D.Customer relationship development/ management
========================================
2.Sales people management.
X. Sales jobs
-job analysis of sales reps
-job specification
-roles
--------------------------------------------------------------
A.Sales leadership
-leadership
-interpersonal skills
-management style
-communication
---------------------------------------------------------------
B.Sales people performance management
-field visits
-field sales training
-sales coaching[ one to one ]
-counseling
-empowering sales people
-training
----------------------------------------------------------
C.Sales people performance development
-performance appraisals/ reviews
-setting performance objectives
-preparing/ conducting interviews
----------------------------------------------------------
D.Salesforce communication
-conducting sales meetings
-sales review weekly
-sales development meeting
-quarterly reviews/ action planning.
-----------------------------------------------------------
E.Psychology in sales management
-managing problem situations
-handling problem sales people
-using motivation as a catalyst
-managing the changes in policies/procedures/market /etc.
--------------------------------------------------------------
===========================================
3.Zone sales organization management.
A. Sales operation audit
SEE THE NOTES AT THE BOTTOM OF THE PAGE
-----------------------------------------------------------------------
B.Sales OBJECTIVES/ target setting
-setting sales objectives
-setting sales target
-resellers target
-----------------------------------------------------------
C. Sales planning
-linking the sales with the marketing strategy
-sales strategy for individual territory plans
-sales strategy for resellers
-sales promotions guidelines
-----------------------------------------------------------------
D.Sales management control
-developing reporting systems
-controls through feedback systems
-managing by exception
----------------------------------------------------------
E. Organization of Sales
-planning the sales
-planning the organ. structure required to service.
-planning the salesforce strength
================================================== =
One of the most important element for sales management
is auditing, which should include
-sales rep performance audit
-territory audit
-accounts audit
-sales performance
-zone market audit
-channel/ distribution audit
-product sales audit
-resellers audit
-major / key accounts audit
-competition analysis
-pricing
-sales promotion audit
-review of sales policies of the zone.
-sales procedures review
-sales force expenses
etc etc etc.
=============================================
YOU MAY CIRCULATE A LIST TO THE ZONE SALES MANAGERS
AND TO THEIR BOSS / SEEK A FEEDBACK
BEFORE YOU DESIGN.
HOPE THIS IS USEFUL TO YOU.
REGARDS
LEO LINGHAM
From India, Mumbai
257ZONE SALES MANAGEMENT TRAINING
Based on your brief, I am assuming
-zone managers report to the national sales manager
-zone managers manage sales reps and/or medical reps
-products include prescription / OTC products.
I have included all probable elements of the sales management
functions. My suggestions based on my own experience
-spread the course over 2 / 3 years
-blend the course with practical/ theory concepts.
-you may cover HR areas/ but outsource experts from different
fields [ motivation/ leadership etc]
Also blend the course in such a way to cover
-zone managers with limited experience
-zone managers with medium exposure
-zone managers with lengthy experience, but lacks modern
methods.
etc
==================================================
The ZONE sales managers have three major functional
responsibilities.
1.Accounts management/ Customer management.
2.Sales people management.
3.Zone sales organization management.
==================================================
1.Accounts management/ Customer management.
A. Accounts planning.
-accounts profiling / individal accounts planning.
-----------------------------------------------
B. Accounts management.
-developing / managing/ maintaining accounts.
------------------------------------------------
C. Negotiation selling.
-using negotiation skills to close sales.
-------------------------------------------------
D.Customer relationship development/ management
========================================
2.Sales people management.
X. Sales jobs
-job analysis of sales reps
-job specification
-roles
--------------------------------------------------------------
A.Sales leadership
-leadership
-interpersonal skills
-management style
-communication
---------------------------------------------------------------
B.Sales people performance management
-field visits
-field sales training
-sales coaching[ one to one ]
-counseling
-empowering sales people
-training
----------------------------------------------------------
C.Sales people performance development
-performance appraisals/ reviews
-setting performance objectives
-preparing/ conducting interviews
----------------------------------------------------------
D.Salesforce communication
-conducting sales meetings
-sales review weekly
-sales development meeting
-quarterly reviews/ action planning.
-----------------------------------------------------------
E.Psychology in sales management
-managing problem situations
-handling problem sales people
-using motivation as a catalyst
-managing the changes in policies/procedures/market /etc.
--------------------------------------------------------------
===========================================
3.Zone sales organization management.
A. Sales operation audit
SEE THE NOTES AT THE BOTTOM OF THE PAGE
-----------------------------------------------------------------------
B.Sales OBJECTIVES/ target setting
-setting sales objectives
-setting sales target
-resellers target
-----------------------------------------------------------
C. Sales planning
-linking the sales with the marketing strategy
-sales strategy for individual territory plans
-sales strategy for resellers
-sales promotions guidelines
-----------------------------------------------------------------
D.Sales management control
-developing reporting systems
-controls through feedback systems
-managing by exception
----------------------------------------------------------
E. Organization of Sales
-planning the sales
-planning the organ. structure required to service.
-planning the salesforce strength
================================================== =
One of the most important element for sales management
is auditing, which should include
-sales rep performance audit
-territory audit
-accounts audit
-sales performance
-zone market audit
-channel/ distribution audit
-product sales audit
-resellers audit
-major / key accounts audit
-competition analysis
-pricing
-sales promotion audit
-review of sales policies of the zone.
-sales procedures review
-sales force expenses
etc etc etc.
=============================================
YOU MAY CIRCULATE A LIST TO THE ZONE SALES MANAGERS
AND TO THEIR BOSS / SEEK A FEEDBACK
BEFORE YOU DESIGN.
HOPE THIS IS USEFUL TO YOU.
REGARDS
LEO LINGHAM
From India, Mumbai
Hey Leo,
Thks for the detailed informatn on my topic. can u tell me how i can allot time duratn for certain topics wch accdg to u are imp for Trng of ZSMs.
Btw, The ASM is below the ZSM and then the SRs / MRs threafter.
thks n do reply.
Shants.
From China, Qinhuangdao
Thks for the detailed informatn on my topic. can u tell me how i can allot time duratn for certain topics wch accdg to u are imp for Trng of ZSMs.
Btw, The ASM is below the ZSM and then the SRs / MRs threafter.
thks n do reply.
Shants.
From China, Qinhuangdao
I understood the sales organization structure and how it
cascades down.
zone sales managers
vvvvvvv
areas sales managers
vvvvvvv
sales reps / medical reps.
BUT my question is "to whom does the zone sales managers
report to "
This is the person with whom you should work with / get approval.
Also, while selecting subjects, you could select a blend of
-what the organization needs priority wise
-what the zone sales managers think, they need.
==================================================
The ZONE sales managers have three major functional
responsibilities.
1.Accounts management/ Customer management.
2.Sales people management.
3.Zone sales organization management.
==================================================
1.Accounts management/ Customer management.
A. Accounts planning. [ 4 hrs ]
-accounts profiling / individal accounts planning.
-----------------------------------------------
B. Accounts management.[ 4 hrs]
-developing / managing/ maintaining accounts.
------------------------------------------------
C. Negotiation selling. [ 8 hrs ]
-using negotiation skills to close sales.
-------------------------------------------------
D.Customer relationship development/ management [ 4 hrs ]
========================================
2.Sales people management.
X. Sales jobs [ 4 hrs ]
-job analysis of sales reps
-job specification
-roles
--------------------------------------------------------------
A.Sales leadership
-leadership [ 4 hrs ]
-interpersonal skills [ 4 hrs ]
-management style [ 4 hrs ]
-communication [ 4 hrs ]
---------------------------------------------------------------
B.Sales people performance management [ 16 hrs ]
-field visits
-field sales training
-sales coaching[ one to one ]
-counseling
-empowering sales people
-training
----------------------------------------------------------
C.Sales people performance development [ 8 hrs ]
-performance appraisals/ reviews
-setting performance objectives
-preparing/ conducting interviews
----------------------------------------------------------
D.Salesforce communication [ 8 hrs ]
-conducting sales meetings
-sales review weekly
-sales development meeting
-quarterly reviews/ action planning.
-----------------------------------------------------------
E.Psychology in sales management [ 16 hrs ]
-managing problem situations
-handling problem sales people
-using motivation as a catalyst
-managing the changes in policies/procedures/market /etc.
--------------------------------------------------------------
===========================================
3.Zone sales organization management.
A. Sales operation audit [ 8 hrs ]
SEE THE NOTES AT THE BOTTOM OF THE PAGE
-----------------------------------------------------------------------
B.Sales OBJECTIVES/ target setting [ 4 hrs ]
-setting sales objectives
-setting sales target
-resellers target
-----------------------------------------------------------
C. Sales planning [ 8 hrs ]
-linking the sales with the marketing strategy
-sales strategy for individual territory plans
-sales strategy for resellers
-sales promotions guidelines
-----------------------------------------------------------------
D.Sales management control [ 4 hrs ]
-developing reporting systems
-controls through feedback systems
-managing by exception
----------------------------------------------------------
E. Organization of Sales [ 8 hrs ]
-planning the sales
-planning the organ. structure required to service.
-planning the salesforce strength
================================================== =
One of the most important element for sales management
is auditing, which should include
-sales rep performance audit
-territory audit
-accounts audit
-sales performance
-zone market audit
-channel/ distribution audit
-product sales audit
-resellers audit
-major / key accounts audit
-competition analysis
-pricing
-sales promotion audit
-review of sales policies of the zone.
-sales procedures review
-sales force expenses
etc etc etc.
=============================================
THE total hours works out 120 hours = 15 days x 8 hours.
Based on my exposure to many corporations, as a guideline,
The normal requirements for training is 4 days per person per annum
minimum and a maximum of 8 days per annum.
The corporations would not allow sales people to be
off the field for too long.
regards
LEO LINGHAM
From India, Mumbai
cascades down.
zone sales managers
vvvvvvv
areas sales managers
vvvvvvv
sales reps / medical reps.
BUT my question is "to whom does the zone sales managers
report to "
This is the person with whom you should work with / get approval.
Also, while selecting subjects, you could select a blend of
-what the organization needs priority wise
-what the zone sales managers think, they need.
==================================================
The ZONE sales managers have three major functional
responsibilities.
1.Accounts management/ Customer management.
2.Sales people management.
3.Zone sales organization management.
==================================================
1.Accounts management/ Customer management.
A. Accounts planning. [ 4 hrs ]
-accounts profiling / individal accounts planning.
-----------------------------------------------
B. Accounts management.[ 4 hrs]
-developing / managing/ maintaining accounts.
------------------------------------------------
C. Negotiation selling. [ 8 hrs ]
-using negotiation skills to close sales.
-------------------------------------------------
D.Customer relationship development/ management [ 4 hrs ]
========================================
2.Sales people management.
X. Sales jobs [ 4 hrs ]
-job analysis of sales reps
-job specification
-roles
--------------------------------------------------------------
A.Sales leadership
-leadership [ 4 hrs ]
-interpersonal skills [ 4 hrs ]
-management style [ 4 hrs ]
-communication [ 4 hrs ]
---------------------------------------------------------------
B.Sales people performance management [ 16 hrs ]
-field visits
-field sales training
-sales coaching[ one to one ]
-counseling
-empowering sales people
-training
----------------------------------------------------------
C.Sales people performance development [ 8 hrs ]
-performance appraisals/ reviews
-setting performance objectives
-preparing/ conducting interviews
----------------------------------------------------------
D.Salesforce communication [ 8 hrs ]
-conducting sales meetings
-sales review weekly
-sales development meeting
-quarterly reviews/ action planning.
-----------------------------------------------------------
E.Psychology in sales management [ 16 hrs ]
-managing problem situations
-handling problem sales people
-using motivation as a catalyst
-managing the changes in policies/procedures/market /etc.
--------------------------------------------------------------
===========================================
3.Zone sales organization management.
A. Sales operation audit [ 8 hrs ]
SEE THE NOTES AT THE BOTTOM OF THE PAGE
-----------------------------------------------------------------------
B.Sales OBJECTIVES/ target setting [ 4 hrs ]
-setting sales objectives
-setting sales target
-resellers target
-----------------------------------------------------------
C. Sales planning [ 8 hrs ]
-linking the sales with the marketing strategy
-sales strategy for individual territory plans
-sales strategy for resellers
-sales promotions guidelines
-----------------------------------------------------------------
D.Sales management control [ 4 hrs ]
-developing reporting systems
-controls through feedback systems
-managing by exception
----------------------------------------------------------
E. Organization of Sales [ 8 hrs ]
-planning the sales
-planning the organ. structure required to service.
-planning the salesforce strength
================================================== =
One of the most important element for sales management
is auditing, which should include
-sales rep performance audit
-territory audit
-accounts audit
-sales performance
-zone market audit
-channel/ distribution audit
-product sales audit
-resellers audit
-major / key accounts audit
-competition analysis
-pricing
-sales promotion audit
-review of sales policies of the zone.
-sales procedures review
-sales force expenses
etc etc etc.
=============================================
THE total hours works out 120 hours = 15 days x 8 hours.
Based on my exposure to many corporations, as a guideline,
The normal requirements for training is 4 days per person per annum
minimum and a maximum of 8 days per annum.
The corporations would not allow sales people to be
off the field for too long.
regards
LEO LINGHAM
From India, Mumbai
Leo,
I'm sure you'd agree with what I tell everyone before you ever begin training--Todd Lapidus was right in his book High Impact Training .
Always know who your customer is before you even begin the planning process.
So often, the individual contracting with us isn't the true customer for the training.
Alan
From United States, Bluff City
I'm sure you'd agree with what I tell everyone before you ever begin training--Todd Lapidus was right in his book High Impact Training .
Always know who your customer is before you even begin the planning process.
So often, the individual contracting with us isn't the true customer for the training.
Alan
From United States, Bluff City
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Training Module.zip
Training module 1.doc