The main objective of this report is to analyze in detail the contributions of the book Coaching in action, both personally and professionally.
Identify the processes that must be followed to develop a highly competitive sales team in order to become or remain the market leader.
Take the most important traits that the book gives us to be leaders and successful sales managers.
I hope this report is of total use and pleasure to your readers.
Coaching in action
The book resembles many comparisons with the sports world since in these disciplines many concepts of leadership, conviction, the fact of maintaining a winning, triumphalist mentality in our sales team are handled, personally I think that each coach has his own style of driving situations and become a true leader with your staff.
The book takes very important sports aspects to be applied to the world of sales, it also shows the work systems that are used as tools to track our team in their work. From the stamped in the book, it can be seen that coaching is a system with strategies of the highest global competitiveness with a whole technology in sales management, so it is seen that it is and that it can be implemented day after day so that our companies do not allow breaking their permanent status q within their organization.
Leadership is one of the most important aspects expressed by the author, that is why it is very important to change our mentality and embark on a path so that we are more visionary every day, learn to make our mark, to be the example of others, to be strategic planners, to the personal and professional call to improve day by day, to form a discipline, to assume commitments and not lose, on the contrary, strengthen our teamwork.
We understood through reading that the manager must comply with the most important and basic aspects of his position, such as being a leader, having the capacity for the selection and training of talents, maintaining a job of accompaniment to his group, being the manager of a good teamwork, keep in mind that the results of his sales team depend on the selection made by him, knowing that his salespeople compete in the market is for their knowledge, for their skills, for their attitudes, for their behavior, for its ethics and something very important that its sellers have excellent public relations.
It is stated that the training must be carried out both individually and as a group and must be planned with the daily diagnosis of needs that are detected to find the strengths, talents and weaknesses of our sales team.
To finish this brief report, the book guarantees that this system can be applied to everything, but expressing that the most important thing is that the director must provide himself with the necessary elements for flexible and quick decision-making according to the changes that are presented..
On a personal level, I think that the book is very useful for our personal and professional life, but I understand that management is not easy, so the book gives us some parameters for it, I do not know if I practice how much they let themselves be applied, I wonder if I will be able to perfection and get a sales team as successful as the one that arises there, I know that my research should never stop or the acquisition of knowledge, but from today I know that my life has changed and that I must start a difficult but a satisfactory way for my personal training to lead me to become a true coach.
Luggies
Market analysis for a new product
Mr. Nicole Frank carried out a market analysis to launch a lightweight vinyl-wrapped children's suitcase (luggies) and found that commercial feasibility was adequate.
Its manufacture would be made in Korea and each order had to be made three months in advance, with great surprise, it managed to sell 12,000 units through indirect sales and 5,000 units through direct sales.
Nicole concluded that she had to carry out a market study but since it was expressed by "I am too busy looking for buyers", therefore I could not do it.
1. How would you undertake the task of developing sales potential for Luggies?
Personally, first of all, it would locate the market or the geographical area to which the briefcase will be directed, how many children are in the age range to be the users of the suitcases.
Then I locate the segment of the market to which it will be directed, seeking to obtain a complete knowledge of direct competition as well as the indirect competition that substitute products may have.
Potential customers would be the parents because they are ultimately the ones who make the purchase decision under possible pressure that the child may exert on the parents.
It is also very important that Nicole as a distributor maintain a two-week stock of inventory or stock.
Some questions arise, such as how many customers were the 17,000 units requested distributed? And how long will these clients take to sell the briefcases, because with the information given partially it would be thought that in one week there were 17,000, in two they would be 34,000, which would give us 68,000 units per month, supposedly monthly, but in marketing they are not allowed. assumptions.
I think that all of the above would be my methodology to use to locate sales potential.
2. How should Nicole Frank predict her sales for the 1990s?
I understand that for Nicole the most important thing would be to know the academic calendar in the segment in which the product is going to be sold and to predict that at the beginning of the school stage it would be her greatest sales flow and that these would stagnate for some months, returning to reactivating for the second academic period, therefore, it would be very important to maintain for these times of high fluidity of the product an inventory with the units that show us the first sales, in order to have a sales history in the future so that they also serve as a basis.
Neptune plumbing company
A conflict involving sales territories
Dr. Jack Gibson is the regional sales director for Denver, Colorado, and as Neptune's policy director, he cannot make quota decisions or split accounts.
There is a problem with two sales representatives with Nick Costa in Colorado and Henry Hank Day in Wyoming.
Nick Costa has a client (columbine distributors company) which, he has served for 10 years with satisfactory sales of 125% of the quota, now Columbine plans to open offices in Wyoming soon and for Henry Hank Day it is a great opportunity Since this area was very difficult and he is under –25% of the quota and with this opportunity he planned to stay on top of the 10% quota increasing his sales by 35%, the problem arises because Nick asked him for the list of contractors Henry.
What course of action should Jack Gibson take in this territorial dispute between Nick Costa and Henry Hank Day?
I personally take two options
- The next Columbine office in Wyoming was given to him and I let Mr. Nick Costa continue to manage it, but he left the accounts of the small contractors to Henry Hank Day since they have always belonged to him.
- I can review or investigate because just as there is Columbine in Colorado with the desire to expand to Wyoming, there must be a company in Wyoming with the desire to reach the Colorado market, so Jack Gibson promotes the expansion and thus can give Henry Hank Day possible accounts of small contractors.
