Aguinn
Management Consultant/business Advisor
Leolingham2000
Management Consultant
Chilly_fry
Student

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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.

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

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.

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

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

ALAN,
I agree 100% with you that,
the trainer must do a lot of homework on customers/their
profiles before designing the materials.
Otherwise, when you stand in front of the particpants,
your credibility will be shot to pieces.
regards
LEO LINGHAM

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