Customer’s help Mercedes seek out Sales Person of the Year 2009
Mercedes-Benz UK is now reflecting to find its Corporate Sales Person of the Year 2009, and the criteria this year is more stringent than ever, setting a real benchmark across the industry. For the first time in the three year history of Corporate Sales Person of the Year, Mercedes-Benz is turning to its corporate customers for their input on the short listed nominees, showing real confidence in the customer service levels that Mercedes-Benz provides.
Under DRIVE UP 09, the Mercedes-Benz Cars Corporate Sales Reward Programme, Sales Managers, Business Development Managers and Key Account Managers are going through a three-phased assessment programme to determine who will be crowned with the coveted title of Mercedes-Benz Corporate Sales Person of the Year 2009.
During the first phase sales Managers were ranked on their performance vs. targets, the percentage of sales they achieved in their market area, growth in their market area for 2009 vs. 2008 and the number of accounts buying two or more cars in 2009 compared to in 2008.
Business Development Managers and Key Account Managers, meanwhile, are assessed on their total sales volume, number of trading accounts and number of new accounts won in 2009.
Phase two sees candidates scored out of ten by Mercedes-Benz UK field teams and, the candidates’ corporate customers. Colin Niklas, National Corporate Sales Manager for Mercedes-Benz said: “Inviting our customers to score our candidates adds real credibility to the Corporate Sales Person of the Year title. Mercedes-Benz is fully committed to first class customer service and this move reasserts our confidence in our sales teams to deliver the exacting standards that our customers expect from us.”
Customers score the candidates on a set of criteria which includes the management of their account as well as the individuals’ understanding of their business, their fleet needs and demands, the service back-up and their ability to communicate and plan ahead.
Niklas continued: “We have recognised that it is vital to give our customers a voice in this process and their involvement will motivate our sales teams to strive for even better customer service through 2010 and beyond. For us the Corporate Sales Person of the Year programme is a great way of raising standards across our network.”
The field teams score on criteria such as networking skills, prospecting and professionalism for the Business Development Managers and Key Account Managers. Corporate Sales Managers are scored on their ability to manage, develop and coach their teams.
With performance figures analysed and customers’ feedback collated the finalists were then invited to attend an assessment day at Mercedes-Benz UK. Through a number of activities the finalists had an opportunity to demonstrate team work, deliver a presentation and be interviewed by a panel of judges. The panel included Simon Oldfield, Sales Director Mercedes-Benz Cars; Colin Niklas, National Corporate Sales Manager Mercedes-Benz cars; and well-respected freelance motoring journalist Julian Kirk.
The title of Corporate Sales Person of the Year is awarded to a Corporate Sales Manager and a Key Account Manager. In 2008 Steve Hannifan (Corporate Sales Manager) and Jo Corbett (Key Account Manager) both of Mercedes-Benz London Corporate were crowned as Mercedes-Benz Sales Person of the Year 2008 for their respective categories. Steve said: “Being Sales Person of the Year 2008 was a real achievement I was delighted that my hard work and dedication had been recognised. You really have to excel in every area of your job to be considered for this award.” Jo Corbett echoed this adding: “Winning the title give me a real sense of pride, which even spread through the team that I work with. We all work hard to ensure that our customers have the very best experience from Mercedes-Benz”.
The prestigious Mercedes-Benz Corporate Sales Person of the Year 2009 will be announced at the National Mercedes-Benz Spring conference on the 25 March.
