Leading a Winning Sales Team

LEADING A WINNING SALES TEAM
By Ronnie Traballo
 
COURSE OUTLINE
5E’s of Leadership Framework
 
Roles and Responsibilities of a Sales Supervisor / Sales Operations Manager

Envision
  • Clear Plan and Objectives; Create a Realistic Plan (SMART based Planning)
  • Developing Objectives / Sales Forecast
  • Understanding KRA’s
  • Planning Role of Sales Supervisor /Sales Operation Manager
 
Enable
  • Train and make them Capable (The Supervisor as a trainer and enabler)
  • Recruitment
  • Training via EDAC Process
               
Energize
  • Motivate and Inspire the sales team
  • Incentive Systems via KRA’s
  • Recognition Program
  • Career Path
 
Execute
  • Follow through
  • Coverage Plan
  • Daily Sales Reports and Monthly WorkPlan
  • Handling Meetings
  • Store Check/ Field Audit
  • OTHERS - F&A / HR /
 
Example
  • Practice what you preach
  • The Sales Supervisor / Sales Manager as a Salesman (Value of House Accounts)
  • Being on the frontline with the sales team
 
WHO SHOULD ATTEND
  • Sales Supervisors, Managers, and Heads
 
KNOW YOUR SENSEI
 

Ronnie Traballo is the Managing Director of Cypress Bomanite- a leading global brand of decorative concrete flooring licensed from USA. He started his career in P&G working as a distributor specialist. He was then assigned as a Key Account Manager in Central Luzon. Simultaneous with this responsibility, he also became a sales consultant and trainer to various multi-national companies in the country. He eventually got hired as a full time Regional Distributor Strategy manager of Chevron (Lubricants Division) covering 10 countries in Asia Pacific. He helped transform and streamline the sales organization from a wholesale-based operation into a streamlined distributor based channel. After a few years, the family business, Cypress Bomanite, was offered a regional scope and become Bomanite’s exclusive manufacturing and marketing partner in South East Asia. He went back to the family business and armed with his B2B skills, he established the regional presence for Bomanite in Southeast Asia.