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Sales Policy Manual Handbook
Why sales policy manuals & handbooks affect sales...
Many items that belong in a sales policy manual have not been contemplated yet. This usually results in undocumented and on-the-spot decisions that frequently change the next time a similar situation arises for lack of recall or other reasons.
Unfavorable decisions that are viewed as haphazardly applied or arbitrary lower morale... which lowers production.
When decisions are "policy" and documented, sales people are hugely less affected when they don’t "win," because at least everyone is playing by the same rules; so they do not feel singled out for being unfairly treated.
When things change constantly and no one knows how the Company is going to operate, production stagnates throughout your Company. A one-time investment in establishing and documenting your policies improves drive and sales.
Sales Policy Manual Handbook Contents Outline (80+ pages)...
- Corporate Mission
- Territories & Responsibilities
- Performance expectations, Territories, Sold
- Income Policies
- Compensation program, Split premises, Revenue & commission splits, National Accounts commission splits
- Credit & Collection
- Policies, Collection, Billing, Credit cards
- Rates & Discounts
- Rate protection, Agency commission
- Advertising Guidelines
- Impermissible Advertisers, BRCs, House ads, Trade ads
- Credits, Make Goods
- Ad Errors
- Editorial Policy
- Paperwork
- Client & Prospect notes, Insertion orders, Cancellations, Renewals
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Jenae Rubin • 954-290-9896
