Sales performance enhancement with FUTURA sales consulting

1. Customer requirements

We work with a constant focus on your goals and requirements, and to do this we need the following information:

• corporate and sales targets
• the goals you have set your sales staff:
  • business requirements, eg sales targets, expected profit contribution, product goals
  • expected conduct during contact with customers
  • skills requirements (abilities and knowledge)
  • demands on the work environment
• determination of the performance you expect from your sales staff

2. Analyses of current employee performance

• In situ analyses of the internal, field and after-sales staff
  The cooperation between these functions plays a decisive role in the enhancement of sales performance, because the era of the "lone warrior" is over. So the style of cooperation needs to be analysed, and methods for improvement need to be developed.

In order to provide specific support to the field sales force, we carefully examine selected employees' handling of areas and customers and assist them during customer contact.

• FUTURA SALES WORKSHOPS (all field sales representatives)
  We work with your case studies in our workshops. Using role-plays and group assignments we train the participants in various customer situations. The sales workshops provide us with further indications of current performance and how to better support each individual field sales representative.

3. Employee performance enhancement

• Teamwork training (internal, field and after-sales teams)
• These employees participate in a team training session which aims to strengthen team spirit, improve communication and the flow of information, and organize teamwork to be more efficient and more successful.
  Sales training for the field sales force (with the FUTURA Interval System)
• After analysing the performance of the field sales force we organize individual training groups to cover different sales topics. The aim of this is to provide each individual with specific support.
  We carry out sales training with each group in several modules and in an interval process in order to give the staff the opportunity to put the achievement of their personal goals into practice.
• Coaching training for sales managers
• The various employee appraisal interviews which are central to successful coaching, such as eligibility, motivation, target achievement, negative feedback, and success check interviews, are covered in detail in order to be used in practice as a coaching tool.

  Individual coaching of field sales representatives by the sales manager

• The sales managers draw up with their employees an individual coaching plan with goals, specific activities and success checks. On the basis of the coaching sessions there is a continuous comparison between the current situation and agreed targets as regards the employee's conduct and also when comparing his/her target sales figures. >> FUTURA Coaching

4. Success checks

In collaboration with company/sales management we determine the criteria which will form the basis of success measurement (eg turnover, profit contribution, etc) und the interval after which the success check should take place.
The success of activities is evaluated constantly in order to have a current picture of the extent of success and the opportunity to intervene in individual cases.