morganrookie
HI
I am looking for the core competencies that are required for a sales manager and a business manager. What are the most common training needs does a company have.
Please try to give me lot of inputs on this
Thank you

From India
leolingham2000
260

WHAT I HAVE OUTLINED HERE IS A BROAD ROLE OF

A SALES MANAGER AND BUSINESS MANAGER, NOT KNOWING

THE INDUSTRY YOU MAY BE REFERRING TO.

HERE THE FOCUS IS SERVICING MAJOR CHAIN STORES,

KEY ACCOUNTS DIRECTLY ETC.

I MUST ALSO HIGHLIGHT HERE, THAT THE FUNCTIONAL

MANAGERS LIKE SALES MANAGERS/ BUSINESS MANAGERS/

HAVE DUAL LADDER SKILLS/ COMPETENCES

1. MANAGEMENT SKILLS/ ABILITIES / COMPETENCES.

2. FUNCTIONAL SKILLS / ABILITIES/ COMPETENCES.

AS FOR PERFORMANCE MANAGEMENT , YOU MUST

ALWAYS CONSIDER BOTH.

=================================================

MANAGEMENT COMPETENCES

This Middle Management Competency have been developed

for use by MANAGERS.

In preparing these standards we have taken into account the need

to produce a set of competencies which:

•provides a resource which can be customized to any organization.

• provides the basis for assessing workplace competence;

•provides a basis for modern management principles and practice;

•provides best practice concepts in developing and managing organization.

MANAGEMENT COMPETENCES

1.Provide leadership in the workplace, appropriate to the level

of autonomy accorded to individuals/teams.

1.1 Demonstrate high standards of performance.

1.2 Contribute to the Organisation's reputation.

1.3 Influence individuals and teams.

1.4 Make decisions.

--------------------------------------------------------------------------------

2.Manage personal work priorities and development.

2.1 Manage self.

2.2 Negotiate, plan and organise personal work Priorities.

2.3 Develop and maintain personal competence.

--------------------------------------------------------------------------------

3. Lead and participate in, and facilitate work team/group

appropriate to the level of autonomy in the workplace

3.1 Plan the establishment of work team/group.

3.2 Develop team commitment and co‑operation.

3.3 Participate in, and facilitate work team/group.

3.4 Manage and facilitate team performance.

---------------------------------------------------------------------------

4. Establish and manage positive relationships with

colleagues and customers.

4.1 Convey and receive information and ideas.

4.2 Develop trust and confidence.

4.3 Build and maintain networks and relationships.

4.4 Negotiate positive outcomes to rectify difficulties.

---------------------------------------------------------------------------

5.Value and stimulate the diversity of people and the environment.

5.1 Create an environment which recognises; diversity as an asset.

5.2 Promote action which harnesses the diversity in the work team/group.

-------------------------------------------------------------------

6. Contribute to the development of a learning environment.­

6.1 Contribute to planning learning arrangements.

6.2 Implement effective learning.

6.3 Assess workplace competence.

6.4 Monitor and review learning processes and effectiveness.

6.5 Record and report achievement of competency.

----------------------------------------------------------------------------

7.Manage resources to achieve planned outcomes.

7.1 Plan resource use.

7.2 Implement plan for use of resources.

7.3 Monitor human resource performance.

7.4 Monitor financial performance.

7.5 Monitor physical resource performance.

7.6 Review resource capability and utilisation.

7.7 Record and report resource usage.

---------------------------------------------------------------------

8. Manage quality customer service.

8.1 Prepare implementation schedule.

8.2 Deliver products and services.

8.3 Establish monitoring systems and processes.

8.4 Monitor progress and adjust performance.

8.5 Record and report results.

---------------------------------------------------------------------

9. Implement and monitor quality and continuous

improvement processes.

9.1 Implement quality improvement system.

9.2 Monitor performance.

9.3 Consolidate quality improvements and identify opportunities

for further improvement.

----------------------------------------------------------------------

10. Facilitate and capitalise on change and innovation in a

technological environment.

10.1 Develop creative and flexible approaches and solutions.

10.2 Manage work group/team response to emerging challenges and opportunities.

10.3 Implement and monitor change.

-----------------------------------------------------------------------------

11. Develop and maintain a safe and fair work environment.

11.1 Access and share the relevant information.

11.2 Plan and introduce processes to implement workplace requirements.

11.3 Monitor and adjust performance.

11.4 Investigate non‑conformance.

----------------------------------------------------------------------------

12. Create and encourage a learning environment.

12.1 Plan learning strategies.

12.2 Plan and review assessment of workplace competence.

12.3 Evaluate the effectiveness of learning.

-------------------------------------------------------------------------

13. Plan and develop human, physical and financial resource

information for decision making.

13.1 Establish human, physical and financial information requirements.

13.2 Collect, analyse and report human, physical and financial information.

13.3 Manage information systems.

13.4 Prepare resource proposals.

13.5 Monitor and review the management of information.

----------------------------------------------------------------------------

14. ‑Develop plans to meet customer and organization needs.

14.1 Contribute to a shared vision and values.

14.2 Contribute to strategic planning.

14.3 Research customer needs.

14.4 Identify opportunities for product and service enhancement.

14.5 Prepare business plans/budgets.

14.6 Communicate the outcomes of the planning process.

-----------------------------------------------------------------------

15. Participate in planning and reviewing quality and

continuous improvement processes.

15.1 Contribute to continuous improvement planning.

15.2 Review results.

------------------------------------------------------------------------------------

16. Influence the development and direction of the organization.

16.1 Develop the organisation's mission and values.

16.2 Establish goals, objectives and strategies.

16.3 Achieve stakeholder ownership.

16.4 Develop individual managers and management teams.

-----------------------------------------------------------------------

17. Influence and monitor the organization's competitiveness.

17.1 Create systems to monitor internal and external environments.

17.2 Identify and forecast trends.

17.3 Identify competitive strengths and weaknesses.

17.4 Improve organizational systems and processes.

------------------------------------------------------------------------------

18. Manage financial planning and performance.

18.1 Interpret the organisation's financial status.

18.2 Prepare and negotiate budgets.

18.3 Monitor and control financial performance.

18.4 Record and report financial performance.

===============================================

SALES MANAGER

Job Title: Sales Manager

Overall Scope and Purpose of Ensures the region Sales, by,

the Job: administering, directing and co‑ordinating

the business activities, so as to

strategically plan for, develop and

profitably penetrate the Accounts

to which the product, service and

capabilities of the company are directed.

Subordinate directly supervised: Representatives

-------------------------------------------------------------------------------------

The seven major functions within the Job Position are the following:

*Sales

*Accounts Management

*Distribution Management

*Trade Standards [ MERCHANDISING]

*People Management

*Sales Operation

* Customer Service

-------------------------------------------------------------------------------------------------

SALES MANAGER FUNCTIONAL SKILLS/ COMPETENCES

1. Sales ‑

Competency Elements

I

• Analysing Sales situations.

• Making Judgement.

• Sales Planning.

• Organising The Sales.

• Sales Control.

• Sales Initiative.

• Sales Decisiveness.

‑ Sales Leadership.

• Sales Meeting Facilitation.

• Sale Negotiation.

• Technical/Product Knowledge.

• Sales Presentation

*Sales Communication

*Maximising Sales Performance

*Sales Evaluation

*Setting Sales Targets

*Sales Opportunity Identification

*Sales Problem Solving

*Sales Monitoring

----------------------------------------------------------------------------

2. Accounts ‑

Competency Elements

*Analysing Account Performance

*Accounts Planning

• Accounts Knowledge

• Maximising Performance

• Setting Account Target .

• Sales Opportunity In Accounts

*Account Proposal

*Accounts Problem Solving

*Accounts Performance Monitoring

-------------------------------------------------------------------------------------------------------------------------------------------------------

3. Distribution

Competency

Distribution Analysis

Distribution Planning

Distribution Control

. Distribution Sensitivity

Maximising Distribution Performance

Evaluation Of Distribution

Setting Distribution Targets/Goals

Distribution Opportunity Identification

Distribution Problem Solving

Distribution Monitoring

------------------------------------------------------------------------------------------------------------------------------------------------------------------

4..Trade Standard

Job Competency

*Trade Standard knowledge

*Problem solving

*Trade Standard Target/Goals

*Monitoring the program

--------------------------------------------------------------------------------

5. People Management

Job Competency

*Organising Training

*Delegation of Tasks

*Initiating Programs

*Motivating Team

*Team Leadership

*Staff Meetings

*Maximising Team Performance

*Staff Coaching

*Conducting Appraisal

*Action Planning

*Selection

*Problem Solving

-------------------------------------------------------------------------------

6. SALES OPERATION

Job Competency

*Operation Analysis

*Sales Organisation

*Operation Control

*Business operation Planning

*Evaluation of Operation

*Problem Solving

*Monitoring

-----------------------------------------------------------------------------------

7. Customer Service

Job Competency

*Service Flexibility

*Service Initiative

*Service Sensitivity

*Service Documentation

*Setting Targets/Goals

*Problem Solving

*Monitoring

=================================================

SALES MANAGER SKILLS

Major Elements Sub‑elements

Job Management 0 Analysis

0 Judgement

0 Planning

0 Organising

0 Delegation

0 Control

Weight = 20

Personal Effectiveness 0 Initiative

* Flexibility

* Motivation Fit

0 Decisiveness

Weight = 8

Leadership * Individual Leadership

9 Sensitivity

0 Meeting Facilitation

0 Persuasion/Negotiation

Weight = 12

Knowledge/Skill 0 Technical

0 Business

0 Accounts

a Product

Weight = 10

Communication 0 Oral

0 Presentation

0 Written

0 Meeting

Weight = 8

Performance Management 0 Maximising Performance

0 Empowerment

0 Coaching

* Appraisal

I

* Developing Talent

* Feedback

* Evaluation

0 Advising

Weight = 15

Performance Development 0 Setting Targets/Goals

0 Identification of opportunity

* Action Planning Proposal

0 Meeting Expectations

Weight = 12

Operation * Selection

* Co‑ordination

0 Problem Solving

0 Documentation

0 Monitoring

Weight = 15

================================================== =====

================================================== =

==================================================

BUSINESS MANAGER

BUSINESS DEVELOPMENT POSITION

COULD VARY WITH

-company structure

-company sales policiy

-company operation

-company product range

-company sales organization

etc.

BUSINESS DEVELOPMENT ROLE COULD BE

-looking after MAJOR ACCOUNTS only

-looking after KEY ACCOUNT only

-looking after AREA ACCOUNTS only

-looking after MARKET SEGMENT ACCOUNTS only

-looking after EXPORT ACCOUNTS only

-looking after GROUP PRODUCTS only

ETC ETC

HENCE, you must first define the role.

HERE BELOW, IS A STANDARD / UNIVERSAL SAMPLE.

TITLE: BUSINESS DEVELOPMENT MANAGER.

REPORTS TO: SALES DIRECTOR

SCOPE :ESTABLISH, DIRECT, AND COORDINATE THE BUSINESS

DEVELOPMENT ACTIVITIES FOR ............PRODUCTS.

STRATEGICALLY PLAN FOR, DEVELOP

AND PROFITABLY PENETRATE THE MARKET TO WHICH

THE PRODUCTS, SERVICES AND CAPABILITIES OF THE

COMPANY CAN BE DIRECTED.

ENSURES THE SALES TO CUSTOMERS ,

DISTRIBUTORs and RESELLERs achieve the budgeted target.

The seven (Z) major functions within the Job Position are the following:

1 . Sales

2.Account Management

3.Distribution

4.Promotion Management

5.Merchandising

6.Category Management

7.Business Management

BUSINESS MANAGER COMPETENCES

Sales

Competency

Analysing the Sales

situation

•Sales Initiative

•Sales Decisiveness

•Sales Leadership

•Sales Negotiation

•Product/Market knowledge

•Sales Presentation

•Sales Problem Solving

•Sales Meeting Facilitation

•Sales Communicatio

------------------------------------------------------

Account Management

Competency

Key Account Performance Analysis

Key Account Planning

Key Account Profile knowledge

Key Account Problem solving

Key Account Negotiation

Key Account Group Presentation

Communication skill

-------------------------------------------------------

Distribution

Competency

•Analysing Distribution

*Planning Distribution

•Evaluation of Distribution

•Problem solving in Distribution

----------------------------------------------------------

Promotions

Management

Competency

• Evaluating Promotions



• Taking Initiatives



• Planning Promotions



•Problem Solving

Promotions

•Group Presentation in

Promotion

------------------------------------------------------- Merchandising

Competency

• Trade Standard

• Evaluation of

Merchandising

• Planning of

Merchandising

b) Range

c) Pricing

d) Location

e) Stand

0 Product Presentation

g) Secondary Location

h) POS

i) Forward Stock Share

j) Ticketing

----------------------------------------------------------------- Category Management

Competency

Category Business

Analysis

Category Business

Initiative



Category Problem

Solving

Category Planning

-----------------------------------------------------------------

Business Management

Competency

Planning of Key Account Profit Contribution from

Business

•Group Presentation of

plans

*Credit Control:

Plan

*Tradespend

•Business Negotiation

•Numerical skills

•Computer skills

•Financial skill

-------------------------------------------------------------------------------

BUSINESS MANAGER SKILLS

Major Elements Sub‑Elements

Job Management 0 Analysis

0 Judgement

0 Planning

* Organising

0 Delegation

0 Control

Weight = 25

Personal Effectiveness 0 Initiative

0 Rapport Building

0 Flexibility

0 Adaptability

* Motivation Fit

0 Decisiveness

Weight = 10

Leadership * Individual Leadership

0 Sensitive

0 Meeting Facilitation

0 Persuasion

9 Negotiation

0 Interpersonal

Weight = 8

Project Management 0 Appraising

0 Organising

* Planning

* Scheduling

9 Budgeting

Weight = 20

Sub‑Elements

Knowledge/Skill 0 Technical

0 Industry

0 Business

0 Market

0 Accounts

0 Product

Weight = 7

Communication * Oral

0 Presentation

0 Written

0 Meeting

Weight = 7

Performance Development 0 Setting Objectives/Targets

* Identification of Opportunity

0 Action Planning Proposal

0 Problem Solving

0 Meeting Expectations

Weight = 15

Performance Management * Maximising Performance

* Feedback

* Evaluation

* Advising

Weight = 8

Total = 100

================================================== ======

================================================== =====

================================================== =======

COMMON SKILLS NEEDS ARE

-SALES PLANNING

-BUSINESS PLANNING

-PROBLEM SOLVING / DECISION MAKING

-LEADERSHIP

-NEGOTIATION

-MEETING FACILITATION/ SALES COMMUNICATION

-PERFORMANCE APPRAISAL

-PERFORMANCE MANAGEMENT

-COACHING

-SALES PRESENTATION

-TERRITORY MANAGEMENT / WORKLOAD PLANNING FOR REPS.

REGARDS

LEO LINGHAM

From India, Mumbai
kiran_ksk
68

Dear Leolingham Thank you so much for the most descriptive mail. I dont think there will be any thing more than what you have said. Thank you once again. Kiran
From India, Hyderabad
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