Sales EL Outline

1. Company background (history, operations, company profile, market share, product portfolio, sales
turnover, strategies)
2. Industry background (products, contribution in GDP, market size, annual growth, technological
developments)
3. Corporate organisation chart of the company (hierarchy)
4. Marketing and sales department of the organisation (roles and responsibilities, specially of the key
managers)
5. Sales organisation (in detail, starting from the top of the hierarchy till the end, sales force structure)
6. Selling processes and system (8 step process for selling)
7. Sales planning and budgeting/targeting (how sales are tracked, corrective measures when objectives
are not met)
8. Territory management (how the territory has been designed, how many distributors and managers
have been allocated to each territory, the customer base of each territory)
9. Sales leadership (how are managers leading their subordinates, policies and procedures, corporate
culture)
10. Sales team motivation
11. Sales team KPIs (key performance indicators and their measurement, corrective measures)
12. Sales team compensation
13. Sales team performance measurement and training & improvement plan
14. Your observations on the gaps and recommendations