What type of sales representatives are best suited to your business?
What skills should they have?
Where and how should you recruit?
How should you conduct your selection interviews?
Who should be involved in the selection process?
What tests should you use, and how should they be applied?


What causes a lack of motivation?
How should you remedy a lack of motivation?
What type of stimulation should you use?
In what circumstances is stimulation necessary?
How can you encourage your sales representatives to excel?
How can you maintain their motivation?


How should you exercise your authority?
How should you delegate?
How can you offer constructive criticism?
What type of relationship should you maintain with your sales
representatives?
What type of reports can you expect your sales representatives to produce?


What criteria should your assessment be based on?
How frequently should you assess them?
Who should take part in the assessment?
How should performance be analyzed?


How can you get the maximum out of each member of the sales team?
How can you set objectives for and with your sales representatives?
How can you help your sales representatives meet the objectives?
What kind of activities should sales representatives focus on to
improve their performance?


In what circumstances are sales contests necessary?
Ideally, how long should a contest last?
Who should take part?
What type of rewards should you offer?


How often should you organize meetings?
Where and when should they take place?
What should be included for maximum effectiveness?
How should you vary the meetings to maintain the interest of the sales team?
How should you conduct meetings to ensure that everybody
participates?
How should you control the group?
What follow-up action should you take to get the most out of each meeting?


What should be included in your training program?
Who should give the training?
In what circumstances should training be provided?
How can you encourage your sales team to work to their full potential?


What roles should you and the sales representative play?
When should you intervene?
What attitude should you adopt?
What happens after the meeting?


Discover the 15 meanings of the objection “It’s too expensive!”
Discover the advantage and disadvantages of the various
compensation schemes
Which compensation scheme best matches the current situation of your
business?
When should you modify a compensation scheme?
How can you monitor the expenses of your sales representatives?


How many sales representatives should you hire?
When is it best to organize territories based on location, customer types or products?
When should you modify sales territories?
Why, when and how should you move sales representatives from one territory to another?
What value should you place on in-house sectors?
How should you schedule sales representative visits to achieve
maximum benefits your sales team?


What should your annual, quarterly, monthly and weekly duties be?
How can you save time?
Découvrez les 12 règles pour économiser votre temps.
Apprenez comment établir vos priorités.
Modifiez votre horaire de travail et devenez plus efficace.