Create this and it will work as a key to your Sales

Create this and it will work as a Key to your sales?

Surprised!

Bold claim but this is true, eager to know what it is?

The answer is:

Creating a clearly defined Job Description (JD) for your sales team

A clearly defined JD not just help you as a business owner to match the role with the candidate requirement, but it also establishes a clarity for the salesperson from the very beginning in terms of what is expected from him.

There are instances when the HR team in absence of a clearly defined JD evaluates a candidate based on the half-baked inputs received from the sales department or from the Business owners and this not just leads to a wrong candidate being selected but also the financial and business loss.

Creating a JD for the sales team – Key considerations.

Role: Mention the Role for which you are sourcing the candidates.

Role Definition: Clearly define the role in length in terms of what is expected from this Role, what is it that the person is required to perform, elaboration of every minutest detail will help bring clarity.

Responsibility Deliverable: What are they responsible for? Mention all the key Deliverables which they are responsible to deliver, it should include 3-5 key essential components of this job role.

Tasks & Activities: What tasks and activities should they do to fulfil their responsibilities? Mention all the tasks in a Step - by - step and sequential manner that they must perform to fulfil their key responsibilities and deliverable.

This should also include that what is it that they need to learn more that can help them progress to the next level, clearly mention the skills and knowledge they should acquire and what is the next level of growth.

Measurement Metrics: What are the parameters which will be used to measure the success of their role? It should include all relevant parameters for this Job role, mention the targets, numbers, that they need to deliver.

E.g Sales – Measurement Matrix can include Revenue generation, Order closed, customer met

E,g Marketing - Leads generated

When every salesperson knows about their Roles, Expectations, there are no confusions and no conflicts and NO mismatch of expectations, there is absolute clarity which leads to conviction, that leads to alignment to Organizational goals. Review system also become more Objective and improvement areas can be highlighted based on the data.

Please find a filled in Job Description template, the same is just for reference purpose, each and every organization needs to design based on Job role and expectations.

Role: Inside Sales and Promotional Tele Marketing Executive ?

Role Definition

Sales & Promo Tele Marketing Executive is one who is responsible for following up on the customers who have bought in the past (Repeat Customer), Customers to Whom samples have been given, Old Customer who purchased once or twice and now not Purchasing. She also needs to work on collecting the Testimonials, Reviews from Internal Customers.

Responsibility Deliverable

Sourcing Internal Sales Data

Samples Given Data

Tele calling customers for conversion & Sales Promotions

Develop Inside sales and Promotion skills to grow into a Team Leader.?

Tasks & Activities

Sourcing the accurate data from Internal database

Capturing the sample activity data – Online/Offline

Maintaining Records of calls made, Feedback, Reviews and Testimonials from Customers.

Reporting on daily basis as per company templates

Collecting Review/Testimonials from Existing customers.

Spending 5 Hours on daily basis for Customer calling

100 Calls – Connected Calls on Daily basis

Measurement Metrics

Daily Calling – 100 / Day

Daily Report submission in Google sheets

Customer conversions – 5 / Day

Reviews & Testimonials – 2 / Day