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Developing a Sales Framework for a Team of 15 Sellers Across 6 Showrooms in Romania

Oct 4, 2024 | Insights, Learning & Development

Client Overview: A prominent retail company in Romania operates six showrooms spread across major cities (Bucharest, Cluj-Napoca, Iasi, Timișoara, Oradea, Constanta). The company has a team of 15 sellers distributed among these showrooms. The client needed a cohesive sales framework to enhance team performance, unify sales practices, and improve overall sales effectiveness.

Objective: To create a clear sales process and a comprehensive sales manual tailored to the unique needs of the company, involving the input and expertise of the existing sales team.


Steps Taken:

Initial Consultation and Assessment:

  • Conducted an initial consultation with the company’s leadership to understand their vision, goals, and current challenges.
  • Performed an assessment of the existing sales processes through interviews and surveys with the sales team members and showroom managers.

Sales Process Design:

  • Collaborated with the sales experts within the team to identify key sales stages: prospecting, initial contact, needs assessment, presentation, handling objections, closing, and follow-up.
  • Defined clear, actionable steps for each stage to ensure consistency across all showrooms, including a common dress code for the team.

Framework Development:

  • Created a structured framework outlining roles and responsibilities, key performance indicators (KPIs), and best practices.
  • The company already had integrated tools and technologies already in use. Together we streamlined the processes.

Sales Manual Creation:

  • Worked closely with sales team experts to draft the sales manual. This included detailed guidelines on customer interaction, product knowledge, sales techniques, and troubleshooting common issues.

Training and Implementation:

  • Organized training sessions in each showroom to introduce the new sales process and manual, ensuring all team members understood and were comfortable with the new practices.
  • Included real-world scenarios and role-playing exercises to help sellers apply the concepts in practical settings.
  • Provided ongoing support through follow-up meetings and feedback sessions to address any issues and refine the process further.

Monitoring and Feedback:

  • Implemented a system for regular performance reviews to monitor the effectiveness of the new sales process.
  • Encouraged continuous feedback from the sales team to make iterative improvements to the framework and manual.

Outcome:

  • Increased sales volume with 50%, year-on-year.
  • Improved sales consistency and performance across all showrooms.
  • Enhanced customer satisfaction due to a more professional and unified approach.
  • Increased sales team confidence and effectiveness through clear guidelines and comprehensive training.

Conclusion: By involving the sales team in the creation of the sales process and manual, we ensured the framework was practical, user-friendly, and tailored to the company’s specific needs.

Calin Grigorovici and Darius Popirtac are available to discuss similar solutions that fit your team needs.

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