Introduction: Sales
Literally sales means selling of products and services by sales people to the buyer. But to put it in more appropriate manner we can say ,” A Sale is an pinnacle activity involved in selling products or services in return for money or other compensation.” It is an act of completion of a commercial activity.
Sales Intelligence:
1. The term sales intelligence (SI) refers to techniques, applications and practices for collecting, integration, analysis & presentations of sales information.
2. The purpose of SI is to support better business decision making by sales people.
3. It dates 1996 when the original product was developed by company called Vecta Sales Solution Ltd.(Part of EDP grp)
4. SI is similar to Business Intelligence (BI) but is specifically designed for the use of sales people and sales managers only.
SI in Recruitment for Sales Organization
SI can be very effectively used for recruiting of sales personals in a sales organization. we all know that we have IQ to measure Intelligence of different people of different age groups and similarly we have EQ to measure emotional intelligence of different people at different stages of time, similarly we will design and measuring tool or scale which will help an recruiter to measure the sales intelligence of the job applicant who is here to apply for sales job in the company. We will call that scale as Sales Quotient (SQ) or Sales Knowledge Coefficient (SKC).
We will set an SQ for different sales positions:
1. Sales executive
2. Sales managers
3. Channels sales head
4. National sales head
Case Study:
(Selection for Sales Executive, National & Channel Sales Head for Sales organization)
According to the SQ score the person will be selected. Lets us take an example to explain the concept. Let us suppose to for,
1. SE the Set SQ is 1.
2. SM, setted SQ is 2
3. CSH,setted SQ is 3
4. NSH, setted SQ is 4.
Case no: 1
Now suppose there is a vacancy for Sales Executive in a sales org. we will set an exam paper to cheque the sales intelligence of the person which is required, keeping in mind the position (SE). If the person scores 1 or close to 1, he will be hired or else he will be rejected.
Case No: 2
Suppose there is a vacancy for NSH, whose SQ must be close to 4.Then we will levelize the exam paper to check the SI of the person
Level 1: Basic Concepts of Sales Intelligence will be checked.
Level2: if from sales back ground his depth of SI will be checked.
Level3: Successful and Failure of formulated strategies with previous organization will be discussed.
If the applicant will be able to pass all levels will respective scores, then he will be selected for the post of National Sales Head or Channel Sales Head of the sales org.
Sales Efficiency:
Once a job applicant is hired, it’s very important for the senior management to measure his efficiency and also help them to improvise in adverse situations when they are not performing well.
To calculate SE we need 2 things:
1. SQ
2. EQ
SQ mostly will remain same as the hired person has appropriate SQ that’s why he is in the organization. the only variable factor will be EQ. As EQ is never constant here. it will change according to situations like for example during the time of recession when sales are not happening and sales persons are repeatedly failing in spite of applying every sales knowledge and experience their emotions tends to fall down and which generally demotivates them and resulting in deep frustration.
This will help us in improvising EQ under such situations.
Another thing it will help in is during performance appraisal procedures which happen annually for promotions of sales personals. a sales person with balanced SQ, EQ and SE will always show balanced and expected results and will have succeed more in comparisons to the sales people who perform suddenly or sometimes performs when luck favors and fails mostly.
How to calculate Sales Efficiency (SE)
As we see there is a relation between SE, SQ&EQ. and over here we will be calculating SE in percentages so we will use Geometric Progression to calculate SE
Sales Efficiency (SE) =√Sales Quotients X Emotional Quotients
ή=√ SQ XEQ
Bibliography
1. Personnel Interviews at monsterindia.com by top professionals
Categories:
A. Senior Managers (Top Management of Monsterindia.com, Hyderabad, India)
1. Channel Sales Head Telesales (Aquision and Retention): Mr. Atul Malhotra ,22nd Sept 2008
2. Regional Sales Manager Telesales Acquisition hyd:Mr. Akash jain ,22nd Sep 2008
3. Senior Training Manager at monster.com: Zach ,12th Sep to 19th Sep 2008
4. Senior Sales Manager PA Acquisition :Mr.Praneeth Marnani ,17th Nov 2008
5. Senior Sales Manager Hyderabad Telesales: Mr. Auro Jyoti Patnaik.,19th Nov 2008
B. Senior Account Managers At Monsterindia.com, Hyderabad , TeleSales
1. Sr Account manager :Veera Babu ,17th Nov 2008
2. Sr.Account manager : Nazeer ,11 jan 2009
3. Sr.Account Manager : Neeta Kasi ,19 jan 2009
4. Sr. Account manager : Sujhata Mala ,29th Jan 2009
5. Sr. Account Manager: Venketesh Mekhala, 1 feb 2009
6. Sr Account Manager :Praveen ,2nd march 2009
7. Sr. Account Manager :Pratap ,5th march 2009
8. Sr Account Manager Retension : Mis Prassana ,15th sept 2008
9. Sr Account Manager Ecommerce : Mr.Arif Shaddy ,2nd oct 2009
C. Senior Sales Executives At Monsterindia.com
1. Sr. Telesales Executive Banagalore : Mr.Subragshu Badhra ,1st march 2009
2. Sr. Telesales Executive Bangalore : Mis Deepika Nirmal,2nd march 2009
3. Sr. Telesales Executive Bangalore : Mis Lavanya ,3rd march 2009
4. Sr. Telesales Executive Bangalore : Misis Manjuri Rizawan,21st nov 2008
5. Sr. Telesales Executive Chinnai,Hyderabad Telesale :Mis Anjum Amlani,17th nov 2008
6. Sr.Telsesales Eexutive;Field Sales Executive Bangalore: Fatima Taiyab,9th sept 2009
7. Sr. Telesales Executive Retension : Mis Swetha Kulkarni ,10th sept 2009
3. Books :
4. Phillips Kotler, Principles Of Marketing ,11th Edition,2004
5. Ken Lord ,Selling Ice To Eskimos
6. Magazines
(i) Sales and Marketing, Nov 2009 Edition
(ii) Presses From XLRI College, 2009
