Sales Representative

on 10/16/2019 4:25 PM

Sales Person’s Mission

By utilizing Pitman Creek Growth Strategies, the sales’ role is to sell and execute trade/manufacturer programs to best position Pitman Creek for growth within the marketplace. The primary focus to achieve this role is to increase:

  1. the retention of current business
  2. incremental sales in existing accounts
  3. development of current retailers
  4. new business.

Sales Person’s Objectives

Objectives clarify what needs to be accomplished, by when, and should be quantifiable and measurable.

  • Each objective must be specific, measurable, attainable, relevant, and time bound (SMART).
  • Sales Rep & Sales Manager need to agree on your objectives.
  • Be prepared to discuss your progress towards achieving each objective.

Objectives

  • Retain Existing Business: X% of Current Accounts are Increasing Revenue
  • Incremental Sales: New Products/Promotion Sales Objective XX% Increase in Target Accounts
  • Develop Current Accounts: New Category/Segment Revenue Objective $XXX,XXX in Target Accounts
  • New Business: Attain 15 New Customers from Focus list by year end.

Competencies

Competencies have a major impact on business results. When you develop your competencies, business results improve, as does your value to the Company. Competencies describe the how of performance; the skills, behaviors, and actions that must be applied in accomplishing objectives. Remember, competencies should link to your objectives.

  • Selling & Communicating; How well do you communicate with your customers?
  • Analytics: Do you know how to analyze sales in your region to offer better suggestions to your customers?
  • Providing Direction: How well do you guide your customers?
  • Building Organizational Capability: Do your suggestions add value to your customers?

Skills & Knowledge

  • Microsoft Excel: This program is used extensively by all sales reps.
  • Sage Business Works: Sales Reps will be trained to use this software.
  • Phone: The ability to listen, take orders and give instructions patiently is crucial.
  • Basic Fishing Knowledge: Not required, but helpful.


 
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