Inspiration from the Gulf!

Posted on March 6, 2010 by Mush Panjwani

Three days in Dubai, Jeddah and Riyadh were so full of inspiration! And I’d like to share some:

The ladies team in Dubai has not only become one of the best teams in the Gulf, but in Asia. This small team of five SCs developed by Ketaki, and now managed by Kanchan, has been consistently averaging 2,000 units a month. In February, they were the best team with 2,200 units from just six SCs!
Four top sellers of February: Sarah from Dubai did 951 units; June, Julius and Arnold from Riyadh did 855, 584 and 543 units, respectively! That was almost 2,000 units from the small team of three in Riyadh! For June, this was the third month in the company, and the 855 units came from just 20 dems and 13 orders!
What’s the secret? A few actually:
- Extensive one-on-one training to teach the proper dem before a new recruit starts
- Daily role-play and reinforcement to help SCs master the dem [all three area managers I met had been downloading the training videos every night, and watching and role-playing with their teams every morning]
- Dems only given to parents with kids under the age of six, and usually to both parents together in the evenings and weekends
- Most importantly, they use the same sales kit with the same method and script – no variation, no localization.

All of this may not be applicable to other sales team, but there’s a lot to be learned from their focused and disciplined approach!

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