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TheSalesManagerGame-v.1
WWINDERSALESCONSULTINGSARL

Question: Who is your best sales rep?

YoudiscussaboutyourfirstopinionwiththeCEOofACME.Heremindsyoutotakeintoaccounthis3mainprioritiesforACME:increasethenumberofcustomersfocusonXcustomersthedemandofwhichis+5%focusonAandBproducts-moreprofitable-sourceofdifferentiationforACME.

Question: Who best respects the priorities given by the CEO ?

Youmayask1questiononly
Theincentiveplanissimple.Allsalesrepshaveafixedsalary,plusapercentageonsales&profit.Bothelementsarethesameforallsalesreps.Whosellsmoregetsmorecommissions.That’sall.
No.NotthatACME’sstrategicmarketdepartmentresearchknows.
Averygoodquestionindeed!ACMEwillextractthisinformationforyou.Clicknexttoviewthosedata…
Agoodquestionindeed.Wewilltalkaboutthisinamoment.ButthereisanotherquestiontoaskfirsttoknowwhichsalesrepsbestworksforthefutureofACME.Exceptionally,youmayaskanotherquestion:)

Question: Who best respects the priorities given by the CEO ?

OSCAR
PAULA
Neverjudgeandpraisesalespeopleontheir‘static’salesrevenue.AlwaysuseKPIsreflectingyoursalesstrategyintermsofkey-customersandkey-productsAlwaysdoa‘static’&a‘dynamic’analysisofthoseKPIsAnalysesalesinthiswayeverymonth,todetectasapbadtrendsanddeviations,andtakecorrectiveaction.Congratulateandencourageeachsalespeoplefortheirsuccessandprogress,andunderlinetheir#1improvementarea.

Your 1st choice was .

Your 2nd choice was .

Your 3rd choice was .

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