Standards of Performance Prerequisites:
- Achieve all targets.
- Weekly activity plan on time/every time (Close of business Friday)
- Weekly call reports on time/every time (Close of business Friday)
- Monthly report on time/every time (by 4th of each month)
- Clean Car
- Smart Appearance
- Always Punctual – on time/every time
Area of Responsibility:
- Specification of Reynaers products to architects and specifiers
- To efficiently track all projects from conception to order
- To target main contractors and secure open spec projects
- To identify and secure ongoing projects for Reynaers fabricators nationwide.
Market Knowledge:
Responsibility for continual personal and company update as to the state of the market and its requirements. Performance standards to be attained:
- To be conversant with competition and its products
- To be fully aware of existing and potential customer base
- To be aware of regional variations regarding product suitability
- To provide constant feedback on market information and changing trends.
Administration:
Responsibility for the maintenance of systems and on time reporting. Ensure standards of performance are attained:
- To concisely maintain customer records on Sales Force
- Demonstrate an ability to submit and maintain a record of customer correspondence.
- Maintain an on-time submission of required monthly reports.
- Ensure adequate stocks are held of all relevant sales aids.
Sales Skills:
Responsibility and standards of performance are to be attained for the use and development of sales skills to achieve optimum results.
- Selling skills are constantly used, developed, and refined.
- A clear objective is set before every call.
- Ensure availability of all relevant selling aids for call
- To be able to build and maintain a rapport with the customer.
- To be able to effectively communicate the features and benefits of products by good demonstration and presentation.
- To be able to effectively overcome objections and gain commitment.
- To successfully track and secure projects on going
Product Knowledge:
Responsibility to fully understand all relevant company products and attain standards of performance:
- The ability to understand and communicate product information and interpret product features in customer benefits.
- Within a typical sales call to be able to recall majority of product information with reference.
Targets:
Responsibility for the ‘on-time’ achievement of agreed targets and that standards of performance are attained when:
- Agreed targets are attained or exceeded.
- Correct product mix is attained.
- Correct margin value is attained.
Attitude:
Responsibility is held for the conveyance and maintenance of correct attitudes and required standards of performance are attained:
- Positive
- Enthusiastic
- Responsible
- Sincere
- Confident
- Empathetic
