Sales Activity Management
It’s not just about evaluating the final revenue of an individual – results alone do not tell you much about how you got there, and that could be misleading. It’s about taking that one piece of information and really diving deep into what it means and analysing all the aspects that contributed to achieving that particular revenue result.
Learn a new way of working that will help you repeat past successes and/or correct your actions when results are disappointing by identifying the strengths and weaknesses of your (team) sales activities. Take your sales activity management to the next level and plan for future success.
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THE PROGRAMME
This program gives you a structured model to analyse and manage your sales activities to improve your sales results. The programme is based on Mercuri’s RAC-PASS model:
Results are a consequence of the salesperson’s portfolio, on which some Activities are performed based on personal Competencies.
By analysing all these components, it is possible to develop a Plan of Action that also includes a Support and Supervision program.
CONTENT OVERVIEW
INTRODUCTION
Understand what the RPAC-PASS methodology is about and how it links all the elements together.
RPAC – RESULTS
Analyse the correct indicators to understand the structure of sales results and how close it is to the target.
RPAC – PORTFOLIO
Learn how to objectively analyse the strengths and weaknesses of the customer portfolio to forecast income with more precision.
RPAC – ACTIVITIES
Understand how to improve the effectiveness of
sales activities by taking into consideration the key
indicators.
RPAC – COMPETENCIES
Discover what key competencies should be developed to carry out the activities needed to achieve sales results. Do this by learning how to read the results, portfolio and activities analysis outcome.
RPAC – PLAN YOUR FUTURE
Create a sales Action Plan based on the results of the RAC analysis and define what kind of Support and Supervision is needed to achieve target results.
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