EXPRESSION OF INTEREST – DEVELOPMENT, DEPLOYMENT, EMBEDDING, CERTIFICATION & TRAINING OF TRAINERS ON NEW SAFARICOM WAYS OF SELLING (BOTH IN CLASS AND DIGITAL CONTENT TO BE USED BY DIFFERENT TEAMS TO ENSURE NEW ROUTINES, WORK PRACTICES AND PROCESSES ARE ADOPTED)

Introduction

This EOI will lead to identification of a consultant /training firm to help embed sales force effectiveness programs within our sales force (both Safaricom, Franchise Partners, Dealers and Agents). It is envisaged that the Company will work with in-country distribution teams/regional sales teams spread across the six regions.

The program has 3 components, namely:

• SFE (Sales Force Effectiveness)

This is a discipline that drives common understanding of Safaricom’s commercial priorities among the sales force and accompanying routines that govern implementation. Its aims at creating singular focus and a sense of purpose on the activities required to execute the set priorities. It is a system that ensures alignment of commercial activities with capabilities within the sales force.

• CAP (COMPETENCY ACQUISITION PROCESS)

CAP is a process that Safaricom has adopted to drive integrated learning at the moment of need to deliver competency development. It is important to empower the learners and their leaders to own the process by empowering them through defined learning paths on the job and tasks that should be understood and executed to demonstrate competency. Measures of competency need to be linked to SFE measures to ensure progress can be tracked to democratize learner’s certification process.

• Governance on Accreditation and Certification (License to Operate, Serve, Sell and Lead)

develop Governance on accreditation and certification process that builds a balance scorecard that will guide PDR sessions and support career development conversations.

The Training to be offered should cover but not limited to:

The Global Element Consultant Responsibility

• Embedding of the SFE capabilities
• Conduct regular assessments on the team’s ability to execute key priorities.
• Conduct an analysis of sales force teams and assess effectiveness.
• Ensure that the CAP process is being tracked across the country.
• Baseline assessment for both Safaricom staff and Franchise partners
• Implement training interventions to raise execution capability for the sales teams (both internal and partners).
• Develop competency assessment frameworks and skills gaps analysis.
• Lead the team in implementing segmented execution.
• Coach the sales teams in implementation of the CAP process.
• Train teams on essential selling skills
• Rollout Training on merchandising skills and routines
• Deploy Solution Selling Process and embedment rituals.
• Training on field supervision skills
• Training of trainers to ensure continuity and ownership.

NB: Download the document below for more details.