For whom are the Coaching programs designed?George Todorov2015-07-28T14:09:51+03:00
- Senior Management – Sales Directors, Marketing Managers, CEOs
- Middle Management – Regional Managers, Brand Managers, Supervisors
The goal is:
- because of the insufficient time
- because of the difficulty of the cases that require individual approach
- because of the possibility of mistake with major consequences
to be made individual program for Coaching that can help managers to deal with the above problems.
How long will the training process take?George Todorov2015-07-28T14:51:28+03:00
- For new teams (new members) – 3 days. The days are not in a row. Usually they are per month.
- For active teams – 2 дни. The days are not in a row. Usually they are per month..
- For teams with experience – 1 ден
- For Middle management – 1/2 day-1 day
- For Senior management – 1/2 day-1 day
Which is the most effective Market Research?George Todorov2015-07-28T15:25:29+03:00
The most effective market research is:
- The Market Research is not a one-time thing. To be effective it should be done once every three months.
- The one that includes up to 7 indicators. Everything over 7 makes the research hard to be executed and increases the chance for results that are not reliable.
- The coverage must be large enough to cover minimum 500 point of sales or 1000 respondents
What the effective Sales Controlling for companies includes?George Todorov2015-07-28T15:56:10+03:00
The most effective Sales Controlling for companies includes:
- Controlling of the functions and the standards of the employees
- Controlling sessions every month that can serve as a basis for assessment of the quality of work
- Synchronization with bonus schemes
- The process can be executing by outsourcing company or the middle management of the company
Which Sales Trainings are the most effective?George Todorov2015-07-28T17:41:53+03:00
After 8 years of experience of our coaches in ReExe we can conclude the most effective trainings are:
- VERY IMPORTANT! Set on the business and product portfolio of the company.
- VERY IMPORTANT! Not a random ones. The trainings should be put on a year-long coaching program.
- VERY IMPORTANT! With 75% practical cases and wises and 25% theoretical information.
- IMPORTANT! On the same level as the employees are.
- IMPORTANT! Prearranged with the management training plan.
How often you should do Controlling?George Todorov2015-07-28T17:10:43+03:00
- Typical trends tracking controlling – 1 time / month
- Functional evaluation controlling – minimum 2 times / month
- Sectors controlling (zones checking) – minimum 2 times / month
- Motivational controlling and tightening the discipline – 1 time / 3 months
Management team of the company should define the goal of the controlling process and how often the sessions are going to be.
Which criteria has to be met in a Market Research?George Todorov2015-07-28T17:33:36+03:00
They are:
- Snapshot conception – “snapshot“of the condition of the market for a short period – what happens in 5000 point of sales in 1 week not in 3000 point of sales in 3 months
- Real-time conception – the information is going to the analyzing team in the moment of its collection without delays
- Specific KPIs conception – with “specific parameters/indicators” that show specific values
- Flow-decision conception – the information helps the decision-making in the process of the research
Which is the most effective way of Trade Consulting?George Todorov2015-07-28T17:37:25+03:00
- Which is based on specific priorities of the company
- Which is oriented to protect the customer from making a mistake
- Which focuses on small specific actions in the short-term
