RM Top Priorities

The role of a sales manager or a Relationship Manager is actually pretty diverse, as not only is this individual in charge of a team of people, but he or she must be prepared to lead the selling in the retail location. Every manager in the industry would love to have a staff full of expert salespeople, but this simply is not the case because people who are great at selling usually move up to better jobs. So, here are the first few top priorities that I have experienced as a Chanel sales manager: Span - Every RM should handle minimum 40-45 w/s. Productivity - As per SLA productivity of 4 issuance per w/s per month. Ownership of model – Relationship management with the center , Sales & verification funnel adherence , center hygiene , 100% pickup to login ratio with more than 95% throughput and persist ency. Standardization –Uniform sales, Verification, PPVC script, adherence to Login officer's concept & DMG guidelines. Ethics & integrity –Ensuring quality sales and customer centric approach Data Procuring and its Importance Data base is the very crucial in channel. Understanding and analysing the data base is as important as understanding the sales funnel. It is a cost to the vendor but the optimum utilisation of the same is the one of the core responsibility of all of us. Any missed data could be your prospective customer. Profiling of the database is also very important. In profiling check the following: Age—Check the age group of the data base. The major data points does not include college students, ladies (house-wives). If so, try changing the data base ,if data base is not available add a line in the pitch start by saying “Please can I know who takes the financial decision in your family. Sir/ Ma’am, Can I please get the concerned person’s number. ”   Income :Check for the income group of the data base. Ask for the base which has salary or income of Rs 15K-20K and above.

Some different types of data base which can be used are billing mobile user, Credit card user, Data connection 2G/3G users, salaried people etc. We need to plan data base requirement and also need to mandatorily follow data scrubbing process.