Distribution Develop Me as A Sales and A Leader
- 2. FIRST STEP JOURNEY 0% 20% 40% 60% 80% 100% Volume Handling OOS Effective Call New Brand Penetration Visibility Availability 70% 85% 21% 87% 85% 73% 85%85% 89% 19% 84% 83% 75% 83% #1 #2 #3 #4 First Started as a Salesman is a total Disaster performance : Worst in The Team & Last Ran 86% 88% 90% 92% 94% 96% 98% 100% #1 #2 #3 #4 100% 100% 100% 100% 93% 92% 91% 95% Target Visit Actual 5% 25% 20% 50% Outlet 1st Cluster 2nd Cluster 3rd Cluster 4th Cluster Home Work : 1.Activate Outlet Cluster 1,2,3 2.Achieve on KPI Performance Problem : 1. Merapi Eruption 2. Several Month Empty/vacant Salesman
- 3. ADDITIONAL SKILL 50% 20% 20% 10% Soft Skill Direct Sales Presentation Skill Microsoft Office Skill Reporting & Administration 20% 20% 20% 10% 10% 10% 10% Field Skill Territory Management Outlet Knowledge Character Konowledge Buying Habits Consumer Habits Competitor Activities Adaptibility Field Proggress 0% 10% 20% 30% Development Skill #1 #2 #3 #4 New Area for ME !!! Training Development : Learning by Doing , Doing to Learn More
- 4. INITIATIVE SOLUTION 0% 10% 20% 30% 40% 50% 60% 70% Supervisor Salesman Analyst 50% 20% 50% 20% 70% 30%30% 10% 20% Microsoft Office Field Skill Sales Knowledge Skill Finding Mentor & Coach Proggress 35% 50% 65% 75% Development Skill #5 #6 #7 #8 Learning Lesson Proggress 50% 90% 30% Development Skill Stay at Office Late Discussion with Supervisor Sharing with ASM 50% 30% 20% Individu Proggress Knowledge Skill Motivation Motivation from inside is Learning, Action and Improve..
- 5. NEW CHALLENGE !! Visibility & Stick Selling Program 80% Community Program 10% Mini Event Program 10% Program Area To Do Action : 1.Route Plan & Call Cycle Change 2.POSM Preparation 3.Call List Manual 4.PIC Report 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Volume Handling OOS Effective Call New Brand Penetration Visibility Availability 90% 90% 5% 100% 90% 80% 89% 99% 100% 4% 100% 97% 86% 95% #9 #10 Advantage : 1.KPI Performance increasing 2.Helpful Option Weakness : 1. More Effort on Time Management 2. Actual Visit is need to worried because time spent High 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% #9 #10 #11 #12 82%80% 89%90% Target Visit Actual Helpful but still there is a Challenge and Home Work
- 6. INITIATIVE Action initiative : 1. Selective Outlet Focus 2. Time Management Selective Outlet : 1.Only Outlet with Commitment on Program & Community Area Time Management : 1.Create Role Play Cue Card 2.Create Program Cue Card 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% #10 #11 #12 #13 100% 100% 100% 100% Target Visit Actual Advantage : KPI Performance & Actual Visit can be increasing Sometimes Not Always Physic Power involved but Also Strategy & Out Of The Box Idea
- 7. WHOLESALE & MODERN TRADE This is Part of Job needs : 1.Focus 2.Care 3.Aware 4.Negotiations Skill 20% 20% 10% 50% Skill Upgrade Focus Care Aware Negotiation Initiative : 1. Bundeling Brand : Core With Potential & Others 2. Update Price Brand to Wholesale to Retail 3. Purchase Order Negotiate before Call Update your Knowledge on Learning By Situation and Condition is Needed Sales Plan 50% Actual Target 20% Survey Price 10% Split Volume 20% Work Description Core Brand 80% Potential Brand 10% Others Brand 5% New Brand 5% Volume Target
- 8. WHOLESALE & MODERN TRADE Additional Initiative : 1. Estimate Stock VS Buying 2. Build Up Relationship with Care & Aware to Oulet Margin & Profit 3. Buy Outlet Things as a Emotional Connection 5% 10% 5% 80% Improve Skill Focus Care Aware Negotiation This Is The Part That Sales Direct Skill is more needed as Human & Person Quick Improvement is necessary Fit to the Condition and Situation
- 9. BECAME A PIC / LEADER PROGRAM Visibility & Stick Selling Program 80% Community Program 10% Mini Event Program 10% Program Area To Do Action : 1.Collect Data From Other Sales 2.Report on Excell Everyday & Powerpoint Every week 3.Manual Hardcopy Recap from Day to week Action Management : 1. Collect Handphone Number of Sales 2. Create an Email Account for pool Sales Activity Program 3. Reporting File CC to SPV & ASM 4. Presentation to SPV about Proggress & Sharing Program Improvement from Self Skill became To Social Interaction Skill
- 10. MINI TEAM LEADER SPV 1 22% SPV 2 22% SPV 3 34% SPV 4 22% Salesman New Role on Leader Coordinates To Do Action : 1.Leader of 4 Team Member 2.SPV Information Man 3. PIC on Every Report & Proggress 20% 20% 50% 10% Soft Skill Reporting Skill Presentation Skill Leadership Skill Motivation Skill New Role made a New Challenge & Opportunity but also Great Responsibillity
- 11. ACHIEVEMENT AS MINI TEAM LEADER Volume 30% Program 50% KPI 10% SOM 10% Team Contribution to Area Best Outlet Program 50% Best Sales Development 30% Best Sales from Assistant To Sales 10% Best Outlet Program Creative Display 10% Team Contribution to Area Initiative : 1. List Sticker for Visibility Program 2. 70% Motivated Outlet to won SOM for Brand 3. 90% Outlet Buying Habit change from Oriented to Sales became oriented to Wholesale Outlet 4. Creative Display & Object succes Prompt Consumer Engagement To Win a Competition, Do The Process and Focus to Retail Things
- 12. BECAME A ROLE MODEL New Additional Role : 1.Became A Candidate to A Role Model Sales 2.Present Area To Competition of Sales at Regional Java 3. Won 3rd Place in Regional 4. Promote To Wholesale & Modern Trade PIC For : 1. Microsoft Office Skill 2. Presentation to SPV & ASM 3. Help new Sales to Explore Duty & Call 5% 10% 80% 5% Soft Skill Reporting Skill Presentation Skill Leadership Skill Motivation Skill To Be A Leader is became From Bottom, When you in Top, its now to Think for The Bott Proggress 75% 80% 90% 95% Development Skill #32 #33 #34 #35
- 13. I’M MAYBE NOT THE BEST & HIGH LEVEL EXPERIENCE BUT EVERY SINGLE DAY, WHAT I’M DOING FOR MY JOB NOW AS A LEADER I ADOPT IT FROM DISTRIBUTION EXAMPLE : ONE HIT PROJECT ( RETAIL SEGMENTATION ) ONE HIT Seek Business Customer ( Personal ) Distributor Sales Cafe SPBU / GAS Station Kios / Toko Seek Corporate Consumer Finance Company BPR / Koperasi