good afternoon & welcome ! ssa head meeting on 6 th & 7 th november’2008 @ bhubaneswar...

Good Afternoon &

Welcome !

SSA HEAD MEETING on

6th & 7th November’2008 @

Bhubaneswar ORISSA TELECOM. CIRCLE

07-11-2008

Presentation

on

“Formation of SALES TEAM in BSNL”

An Evaluation & Appraisal by

J.GANTA General Manager (Marketing)

ORISSA TELECOM. CIRCLE

07-11-2008

Company

LOGOBSNL


Formation of Sales team in BSNL

SALES TEAM for BSNL SALES TEAM for BSNL

Company

LOGOBSNL


Ref : No: 5-1/2008-Restg, Dtd: 10th October’2008

Highlights :

• Focus for acquisition of New Customer in the areas of GSM, WLL, Broadband, PCO Leased line etc.

• Curving out of suitable staff to the extent of 20% of total manpower.

• Each Circle shall form about 250-300 Sales team.

• Team leader shall be JTO/SDE/Sr. SDE.

• Each team leader shall have 4-6 teams which in turn will consist of 4-6 members comprising Phone Mechanic & TOAs etc.

• The responsibility of the Sales teams would be for selling the products on LL, BB, CDMA, GSM Mobile, PCOs, Leased lines etc.


Company

LOGOBSNL


Depending on the Business needs of an SSA….• More than one team leader can be assigned to a given product

OR

One team leader can be given responsibility for more than one product.

• The team leader shall report Asst General Manager (Sales).

• 5-6 teams shall report to an AGM.

• SSA head shall be responsible for the sales target.

• SSA head also shall be responsible for monitoring the achievement of Sales & also take corrective measures to achieve the target.

Formation of sales team in BSNL ….

Company

LOGOBSNL


• In the Circle there will be 3 Business head, of the rank of GM/DGM

• Each Business head have the responsibility for a group of service….. Viz:

Group I : GSM MobileGroup II : Landline & BroadbandGroup III : CDMA, PCO & Leased line services.

• Training to all selected staff for 2 days.

• Incentive package shall be worked out for each sales team. • Number of sales team formed shall be conveyed to BSNL HQ.

Formation of Sales team in BSNL ….

Company

LOGOBSNL


• To push our products with Customers.

• Majority of work force of our competitors are used for Sales promotion. Ideally 60% of total strength should be in sales team for a organization like ours.

• Our revenue has fallen due to fall in net addition in Customer base.

• Majority of our staffs having so much of experience is posted in landline segment where the prime works of providing new connections have

drastically reduced.

Why Sales team ?


Company

LOGOBSNL


• Selling is the key activity in marketing; most tangible result of the marketing activities

• Direct or personal selling is one of the ‘PROMOTION’ activities in marketing; other promotional activities are “Advertisement, Sales Promotion, and Publicity”.

• Marketing decision guide Sales management objectives

• Sales functions are part of the wider Marketing Functions

Sales Vrs. Marketing


Company

LOGOBSNL


Tasks performed by Salespersons in general ….

• Prospecting

• Targeting

• Communicating

• Selling

• Servicing

• Information gathering

• Image building

• Allocating

Company

LOGOBSNL


BSNL Sales Force : Role & Responsibility

The job of sales team will be to monitor and increase the retail sales of following BSNL products and services

- Landline

- Broadband

- CDMA

- GSM

- PCOs

- Leased Lines

Company

LOGOBSNL



It aims to push our products & services to customers through:

• Personal Selling

• Direct marketing

• Channel Partners

Company

LOGOBSNL



Channel Management:

• External: Franchisee/ Post Office/ DSAs/ PCO Operators etc.

• Internal : CSCs / Sales Team

- Assigning and Monitoring of Sales targets.

- Ensure availability of Products for all channels

- Delivery of products and collection of CAF etc.

Company

LOGOBSNL


The Personal Selling - Process

Prospecting and Qualifying :

Prospecting: identifying potential customers

Qualifying: Screening leads

Pre-approach :Learning as much as possible about a Prospective customer prior to making a sales call.

Approach : Stage where the salesperson meets the Customer for the first time

Company

LOGOBSNL


The Personal Selling - Process

Presentation and Demonstration :

• Benefits of the product are presented/demonstrated

• Understanding prospect needs is key

Handling Objections and Closing :• Asking for the order

Follow-up :• Helps, which ensures customer satisfaction

Company

LOGOBSNL


BSNL Sales Organization : CIRCLE

Circle Level :

3 Business Heads (GM or DGM) directly reporting to CGM

- GSM Mobile- Landline & Broadband- CDMA, PCO & Leased Line

Circle will have 250-300 Sales Team

Company

LOGOBSNL


BSNL Sales Organisation : SSA

• Team Leader will report to Asst General Manager(Sales). 5-6 Team Leaders will report to one AGM(Sales)

• Team Leader will be of the rank of JTO/SDE/Sr.SDE will head 4-6 sales teams

Team will consists of 4-6 members (TOAs, Phone Mechanics etc.)

Company

LOGOBSNL


BSNL Sales Organisation : SSA

• Responsibility of sales team in SSA will be selling one of the products (Landline, Broadband, CDMA, GSM, PCOs or Leased Line)

• Depending on the business need of an SSA more than one team leader can be assigned to a given product or one team leader can be given responsibility for more than one product.

Company

LOGOBSNL


BSNL Sales Organization : SSA

• SSA heads shall be responsible for the Sales target assigned to them.

• SSA heads will assigned individual targets to AGMs and Team leaders.

• Achievement of sales will be monitored on daily basis and will take necessary corrective measures to achieve the targets.

Company

LOGOBSNL


Managing the Sales FORCE :

• Selecting the Sales Personnel

• Training the Sales Force

• Supervising the sales force

• Motivating the sales force

• Evaluating the sales force

Company

LOGOBSNL


Should not be…

• Arrogant/rude

• Indifferent

• Sarcastic/superior

• Impatient

• Aggressive

• Defensive

• Negative

• Lazy

Selecting the Right person : A Sales person

Should be…

• Honest/trustworthy

• Friendly/Pleasing

• Interesting

• Good listener

• Polite

• Flexible

• Knowledgeable

• Empathizing

Company

LOGOBSNL


Traits of Successful Sales People :

• Intrinsic motivation

• Disciplined work style

• The ability to close a sale

• Ability to build relationships with customers

He should know:

Features…Products & Services

Functions…Who should have it and why

Benefits…for customers

Availability…What is the availability of Product

Competition …. Who, What and at What Price

Company

LOGOBSNL


Factors affecting sales-force motivations …

• Meeting between Manager and Sales force

• Sales targets or quotas

• Sales contest

• Sales convention and conferences

• Freedom to work

• Reward & Recognition

• Financial Incentives

Company

LOGOBSNL


Evaluating the Sales FORCE

Key Performance Indicators :

- Avg. no. of calls per day

- Avg. sales call time per contact

- Avg. revenue per sales call

- Avg. cost per sales call

- % of order per 100 sales call (conversion ratio)

- No. of new customer per period

- No. of lost customer per period

- Sales force cost as a % of total sales

- % of sales target achieved

Company

LOGOBSNL


Rolls of Sales team Vrs Franchisee/DSA

• Road shows directly/ with the help of DSA / Franchisee

• Direct Marketing / Personal selling to CIC / Corporate / Individuals.

• Monitoring the performance as per S&D Policy/ targets to franchisee etc.

• Training to Retailers.

Company

LOGOBSNL


Training & Skills Development :

• Sales Technique - Probing & Closing Skill

• Product Acquaintance : Features, Advantages , Benefits of own product.

• Competitor Product

• Team Spirit, motivation, communication skills

• Segmentations of Customers & their requirements

• Duration of Training ??

Company

LOGOBSNL


How to keep the Sales team motivated ?

• Incentives / Conveyance ..

• Awards

• Reorganization

• Proper selection

• Dress code

• Training ( Internal /External )

• Office Set up

Company

LOGOBSNL


BRAINSTORMING …………….

1 ) How to form & Manage the Sales force ?

Suggestions…

2) How to form / organize sales team ?

• Free from any other activity.

• Vertical split of Sales team.

• Proper Selection. ? ? ? …

• How the sales team will identify prospective customer ?

? ? ? ….

Pl. send your suggestion to Marketing Cell of circle Office

Company

LOGOBSNL


Our Services …

The efforts are many. Alternatives are too many.

GOAL is ONE ? ? ? ….

Company

LOGOBSNL


Thank Thank YouYou

good afternoon & welcome ! ssa head meeting on 6 th & 7 th november’2008 @ bhubaneswar...

Documents

bsnl sales team

circle formation of

number of sales team

bsnl slide

sales promotion

sales teams

sales target

achievement of sales