CRITERIA FOR FIELD SALES

5.FIELD SALES CHAMPION 2012.
This Award is to recognise the level of skill required to successfully sell to customers in a Field Sales environment
Please address the following criteria in your submission;
. Nature of the Field sales
. KPI’s as set by organisation and how these were exceeded
. Challenges to closing sales in industry sector
. Demonstrated negotiation skills
. Evidence of cross-selling / Up-selling
. Details of of post-sales responsibilities – where appropriate
. Customer testimonials – where appropriate
. Team Leader testimonial
. Commitment to training and improving business knowledge
. Contribution to others in the team
. Examples of Field Sales Champion behaviour / success

6. CHAMPION FIELD SALES MANAGER 2012.
This Award is specifically for the day-to-day hands on leadership of a Field sales team.
Please address the following criteria in your submission;
NB Please state how many people work under the nominee and the type and size of the tele-sales activity
. Nature of the Field sales
. Team performance against KPIs and objectives
. Challenges to closing sales in industry sector
. Evidence of building and development of successful teams
. Leadership and motivation of team both in successful times and periods of adversity (economic downturn)
. Sales team development programme
. Personal and team achievements
. Retention levels in the team
. Team  / Sales manager testimonials
. Example of Champion Field Sales Manager behaviour

9. CHAMPION SALES TEAM
This category is open to all sales teams – across tele-, field and fmcg sales
. Client and management testimonials required
. The judges are looking for:

. Excellent team leadership and direction
. Clear and measurable team objectives
. Sales performance including financials against budget
. Efficiency of response, including enquiry handling, process and logging
. Innovative use of communication tools to enhance sales performance and customer experience – Twitter, Facebook, LinkedIn
. Staff training and team motivation
. Evidence of customer satisfaction & feedback

10. CHAMPION SALES SUPPORT TEAM
This category is open to all sales teams – across tele-field and fmcg sales
. Client and management testimonials required. The judges are looking for:

. Excellent team leadership and direction. Clear synergy with the Sales Team/s
. Evidence of sales support – including (where applicable) competitive  research, preparation of sales collateral & presentations, product / service research, appointment setting,
. Innovative use of research & communication tools to enhance sales support – Twitter, Facebook, LinkedIn
. Evidence of excellent team performance –  including financials against  budget
. Efficiency of response, including enquiry handling, process and logging
. Staff training and team motivation
. Evidence of feedback from Sales professional / teams being supported.

11. CHAMPION SALES TRAINING PROGRAMMES (Best Sales??)
The judges are looking for an innovative sales training programme that delivered impressive results
.  The Award will be presented to the organisation that can demonstrate a comprehensive and effective training programme that takes into account the current and future needs of the sales team.

Please address the following criteria in your submission;
. How you determined the aims and objectives  of your sales training initiative
. How you assessed the sales training needs of the team
. How the training led to a measurable improvement  in sales performance
. How you utilised technology to maximise the effectiveness of the training
. Demonstrate the training programme’s Return on Investment
. Describe any innovative new learning methods deployed
. Clear measurement processes including customer feedback

12. Best Implementation of Sales Technology
The judges are looking to recognise the implementation of a quality sales support solution that demonstrates clear business benefit and return on investment. This category is open to any company who has implemented a technical project to aid or assist in the sales process. Judges will be looking for: . Business rationale for investment in technology . Comprehensive Project plan – objectives, budget, training required. Details of any obstacles encountered during implementation and how they were overcome;. Evidence of improved sales performance linked to investment. Demonstrated ROI. Future plans for further investment

Terms and Conditions
1. The activity must have taken place between 1st January 2011 and 31st December 2011 in the Republic of Ireland.
2. The fee for each individual category entry is €75 plus VAT @ 23%.
3. Fees are non-refundable.
4. Payments must be made on-line at www.irishsaleschampion.ie.
5. All information submitted will be treated in confidence.
6. As part of the judging process entrants  -mystery shopping may take place where appropriate.
7. A minimum number of entries may be required for an individual category award to be made. This is at the discretion of the judges and the judges’ decision is final.
8. Closing date for receipt of entries is Friday March 23rd, 2012 at 5.00pm. Late entries will not be accepted.
9. The conferring of an award is based on the unanimous view of the judging panel. No correspondence will be entered into. The judges’ decision is final. 10. Any attempt to influence/canvas the judging panel or tamper with the judging process will result in prompt disqualification for all entries  pertaining to the entrant on whose behalf the canvassing is made.

Entries are invited NOW
contact Donna O’Connor on 086 837 0577. Continue reading