Sales Efficiency

Homz UMRIGAR | # 932-186-6301 (India) | [email protected]

Minimizing the role of a sales personThe technology way

By: Homz UMRIGAR


Summary Areas• Role of a Sales Person• Applying the use of Technology as a aid to the role of the

sales person• Market Segments• Program Development • Deployment • Training & Roll-out• Program Adoption Matrix• Evaluation Matrix Assessments• Sample Screen Shots


Role of a Sales Person - 1

• Diagnostic: This involves a salesperson in probing and finding the cause of a problem. Like an expert doctor, a sales person diagnoses the needs of his or her customers

• Analyst: Having diagnosed the need or the market forces the salesperson needs to analyze customer needs and market trends and identify the linkages, if any


Role of a Sales Person - 2

• Information Provider: The salesperson is expected to play the role of an intelligence agent. In this role he or she is expected to keep the management posted of any significant developments in the territory

• Strategist: Another role of the salesperson is that of a strategist. He or she being the “soldier in the field” or the “ man in command”. has to evolve a strategy that can help him or her to be a market leader


Role of a Sales Person - 3• Tactician: A salesperson is also a tactician In the sense that he

or she evolves tactics to win over the customer or to enhance dealer satisfaction. Tactics are short-term action plan flowing from the strategy , which is a long term action plan

• Change Agent: Last, we see a salesperson as a change agent in the market or the territory in which he or she operates, for it is he or she who introduces new product ideas and influences the life-styles and consumption patterns by making new products and services available in the territory and influencing opinion leaders to accept them and recommend the same to others


Applying Technology - 1• Create Diagnostic tool

– Registration form to collect basic information– to know the requirement and publish/map data live to the sales force

/ BI solution– Spread the information to teams (Pre-sales, sales etc)– Deployment options include: internet website, sales office locations,

on-site and more– Recommendations based on information collected

• Recommendation to create a test of parameters identified based on expert judgment and standard operating procedures and processes.


Applying Technology - 2

• Analyst linkages to products / services– Based on the diagnostic tool outcome output

related products / services– Provide suggestions & recommendations – Create live still imagery to sample– Purchase option (+inventory management)– Tele call for more – Schedule a Face to Face Meeting



• Create Information Management / Delivery System– Product / Service vide in-dept modules – Customization options– Demo Videos– Intelligence Agent (Provide a watch-list for vacant

property)– Purchase option (+inventory management)– Tele call for more – Schedule a Face to Face Meeting



• Strategy Application– In-Built strategic intelligence– Matrix v/s others– Value offering – Market intelligence (Live update)– Future outlook (Predications on ROI)– Purchase option (+inventory management)– Tele call for more – Schedule a Face to Face Meeting



• Tactics Application– Short term – Medium Term– Long Term– Cross linked intelligence– Purchase option (+inventory management)– Tele call for more – Schedule a Face to Face Meeting



• Change Agent– New Product Ideas– Life style– Influence – using Key Opinion Leaders (KOL)– Evangelists (EA)– Recommendations (KOL + EA + Customers)– Purchase option (+inventory management)– Tele call for more – Schedule a Face to Face Meeting – Buy Now


Market Segments

Commercial•Office•Organized Retail•Luxury & Lifestyle•Travel & Leisure

Residential •Apartments•Luxury & Lifestyle•Villas


Program Development

Internet Website

Intelligent Kiosk

Video Reels


Deployment - Internet

Web Apps Assessment Tools

Information

Customization & Buy

Rich Media Intelligent website


Deployment – Intelligent Kiosk

Web Apps Assessment Tools

Information Customization & Buy

Intelligent Kiosk


Deployment – Video Reel

Information Comparative Matrix

KOL + EA Opinions

Future Trends

DVD / HD Format


Training & Rollout

Sales Teams•End-to-end

program•Website & Use•Web Application

Use

Tele Callers•End-to-end

program•Website & Use•Web Application

Use

General Training - Optional•End-to-end

program•Information

Sharing


Program Adoption Matrix

Awareness

E-mails

AdvertisementsSMS

Online


EVALUATION MATRIX ASSESSMENTS

Monitor & Control using technology tools for data mining


Sample Screen Shots


Sample Screen Shots


Sample Screen Shots


Sample Screen Shots


Sample Screen Shots


Sample Screen Shots


Sample Screen Shots


Sample Screen Shots


Sample Screen Shot


Sample Screen Shot


Sample Screen Shot


Q&AThank you !


CONTACT INFORMATION

Homz UMRIGARCell # 932-186-6301 (India)[email protected]

Date post:	14-Apr-2017
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