Session 6: Sales Operationalisation
‣ Preparations for the Mentor:
1. Read this session and draft a plan so you know how to lead it.
2. Prepare notes on what you expect the participants to have achieved since Session 5. This will help you to evaluate their production plan and its implementation, their financial documents and marketing implementation thus far.
3. In this session, participants will need information they agreed when preparing the marketing plan, the decisions made about sales in the marketing plan, and the forecasts agreed in the Marketing Plan. Therefore, please collate this information and note it down here so you have it ready for this session:
a. agreedroute / s to market:
b. agreed back-up alternative routes to market:
c. profile of the market niche they are trying to reach:
d. monthly sales and marketing targets:
4. Ensure that participants understand that they need to operationalise their sales soon after this session.
‣ Beginning the Session:
Explain to the participants that the purpose of this session is threefold: a. Firstly, to explore sales operationalisation b. Secondly, to review their performance thus far c. Finally, to monitor and follow up on the social start up process and the participants ‟ involvement
1. Explain to the participants that they are almost at the end of the Social Start Ups programme, so their start up should be well into its operationalisation ….. hopefully you and the participants will agree that there is less to do now than there was before, and that the participants are feeling confident about continuing to manage their social start up after the end of this programme.
2. Ask participants to present to you an update about their production planning and marketing implementation since the last session.
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