Sales activity management
It’s not just about evaluating the final revenue of an individual – results alone do not tell you much about how you got there, and that could be misleading. It’s about taking that one piece of information and really diving deep into what it means and analyzing all the aspects that contributed to achieving that particular revenue result.
Learn a new way of working that will help you repeat past successes and/or correct your actions when results are disappointing by identifying the strengths and weaknesses of your (team) sales activities. Take your sales activity management to the next level and plan for future success.
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Delivery format
100% digital or in combination with face-to-face or virtual classroom.
Storytelling approach with a sales representative and their manager or colleague. Videos, exercises, questionnaires, downloadable documents, interactive scenarios, digital case study and open forums to connect with the community. All materials are compatible with laptops, tablets, and smartphones.
Program overview
The RAC-PASS model helps analyze the factors that influence sales results in order to develop an appropriate plan of action. This will ensure that the results achieved are in line with the sales policy of the company.
Competence
- Knowledge
- Know-how
- Motivation
Customer portfolio
- Quality of commercial relationship
- Attractiveness
- Number of customers
Mobilize
- Managers
- Sales reps
Results
- Sales policy
- External factors
- Internal factors
Sales activity
- Quantity
- Direction
- Quality
- Plan sales activity
Sales activity management – quick answers
What does a sales manager do?
Sales manager is responsible for leading and heading a team of sales representatives. Beyond recruiting and training new members, sales manager sets sales goals, analyzes data and creates training programs for salespeople.
What are sales representatives?
Individuals who interact directly with customers and aim to persuade them to buy a product or service from their company.
What is the difference between a sales concept and a sales strategy?
The sales concept lays the foundation for the strategy, outlining key elements such as the customer buying and selling journey, control processes, and organizational structure for the sales process.
What is the difference between distribution sale and sales?
Distribution sale refers to selling a product through a distribution channel, such as a wholesaler or retailer, rather than directly to the end consumer. Sales, on the other hand, refers to the overall process of selling a product or service, which can include distribution sales as well as direct sales to consumers.
What is the modern concept of sales?
The modern sales concept typically incorporates a customer-centric approach, which means putting the needs and wants of the customer at the forefront of the sales process. It includes using data and analytics to understand customer behaviour and preferences and using technology to personalise the sales experience.
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