A free and easy training to be a better manager

This self-teaching course for managers, now freely open to all, is designed for the participants to the management courses of Patrick M. Georges, at the business schools of HEC Paris, the University of Brussels, the Vlerick School of Management, the Collège des Ingénieurs.
Three 8-hour tracks are available. Personal Management, Team Management and Business Unit Management.

How to benefit from this self-teaching course

1. Check the course program.
Select your weekly learning objective from the list of the 24 one-hour modules.
Open the module from the key words list below, according to their natural sequence, 1M to 24M, or to their topic.

2. Check how good you are as a manager. Answer the questions.
Study the referenced or downloaded documents. Search the web.

3. Improve your management skills. Check your answers.
Compare with the answers of this blog community or unmask the most frequent answers

4. Optional. Ask for the teacher support by e-mails, video conferences or class sessions

Get started with module 0 to check the 24 learning objectives

Click 0M on the key words list below to start

How to manage a sales unit ? Module 22.1 Track Business Unit Management

Input
How to apply a simple management process to manage a sales unit better
Survey
Who got some experience in managing sales ?


Exercise
1. Answer the following questions
2. Compare your answers with the most frequent answers showed below ( masqued )
3. Mail your questions to the teacher for comments or potential for improvement

Questions
1. Facing a sales unit / team with bad or declining results, what are the six questions you should ask them ?
2. What are the indicators you will measure in order to select the right method to apply ?
3. List all the classical methods managers apply frequently to help a sales unit ?



Most frequent answers

Is that a problem of



1. Time facing customer
2. Time or cost to sell
3. Sales method
4. People motivation
5. Coordination with marketing
6. Coordination with production





What questions managers ask when managing sales

Are we selling more aggressively?
Are we reducing the time to sell?
Are we reducing the costs to sell?
What are the sales results?
Are we the most profitable sales channels?
Are we deviating from our sales processes?
Do we have the best sales forces?
What do we get from marketing to support sales?
Will the customers sign those major orders?
How are we supporting the production?


The performance that managers should monitor
Sales process streamline indexes
Sales team seniority index
Return per sales channel
Time to sell
Cost to sell
Time facing customers
Bidding volume
Win rate
Sales force availability
Sales people compensation variability
Promotions freedom
Sales forecast accuracy
Pipeline value (suspect/prospect/repeat)


The favorite sales rules that managers can engage
Increase the front/ back office staff ratio
Do not overshoot sales objectives
Optimize sales force availability per customer segment
Increase the bidding volume at stable win rate
Limit the cost to sell according to return per customer segment
Reduce the time to sell
Vary sales channel according to return per sales channel
Check sales people compensation variability at 30 %
Increase the TFC on target customer segment
Check TFC balance between suspect, prospect, consumer and customer
Feed production with sales activities data
Plan customer approach strictly
Sales methods What are the three first actions
Planned customer approach
Suspect-prospect-consumer-customer transformation
CRM
Cross-selling, bundling, additional sales
Captive customer
Selling signed order forms to turn the sales unit into a profit center
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