Malcolm Rees

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Malcolm Rees DHL Express
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Global Sales Strategy
Segmentation Channel Strategy
Metrics Performance Management
Competitive Strategy
Incentive Rewards
Organizational Linkages
GLOBAL COMMUNICATION
Effectiveness ResourcePlanning
Recruiting Training
Customer Knowledge
Lead Generation
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Global Sales Culture
Why the need for a Global Sales Culture?
What is a sales culture?
A sales culture usually promotes common
understanding of
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Global Sales Culture
What is the starting point of establishing a
sales culture?
Field sales executives
3200
Telephone sales executives
1300
Area sales managers
Key account managers
1200
1000
Countries
Regions
225
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Can we achieve Consistent Global Communication?
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The New DHL Sales Brand
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A Contemporary Brand
The key attributes of a DHL sales person that
formed the foundation for the JUST SELL brand.
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A Contemporary Brand
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Communication Knowledge
DHL Selling Power
The Language of Sales
World Class Sales Management Guide
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What is JustSellDHL
7. Alert Administration can create alerts to
display on all users homepage
1. Search User has the ability to search the
whole website.

• 8. Mini Poll
• Polls administered to receive feedback from the
  ground

2. Toolbox Global downloads and tools available
for all sales staff

• 9. Latest Discussion
• Recent activity from the forum discussion
  boards

Sales Community Platform

• 3. Just Learn
• Variety of training and developmental materials

• 10. Latest News
• Displays any recently uploaded news
  stories/items
• Links directly to the selected news item
• Filter by country/region

4. BDP Best Practices from around the world

• 11. My Groups
• Recent activity from groups the user is
  affiliated to

• 5. Latest Media
• Select from videos, pictures podcasts in
  order of recently uploaded.

12. Developmental Literature World Class sales/
Sales code of conduct and other supporting
literature will be accessible
6. All panels can be reorganized and content
filtered to suit the individual user
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World Sales League
13. World Sales League A performance management
tool that displays a salespersons world ranking

• 14. Monthly Scorecard Updates
• Updated on a monthly basis based on the Global
  Scorecards

• 15. Key Performance Indicators
• The KPIs against which performance is measure.

• 16. KPI Meter
• The KPI meter measures the salespersons
  performance over the month. Exceeded targets
  appear in Green, targets met appear in Orange,
  and targets yet to meet appears in Red.

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• 17. Progress Graph
• A series of dynamic graphs that display KPI
  results.
• Helpful in identifying strengths and weaknesses
  and working out a target forecast with sales
  coaches.

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• 18. Rankings
• Rankings are displayed by Country, Regional and
  Global.

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The Final Simple Message

• We engage 95 of our sales force on a monthly
  basis and 65 weekly
• The most widely viewed aspect is the World Sales
  League
• The sense of competition amongst the sales people
  has increased dramatically they are now blogging
  about it!

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