Learning Objectives Discuss the key considerations in developing and implementing effective sales strategies Understand the recruitment selection and training processes involved in developing the salesforce ID: 558471
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Sales Management and Sales 2.0Slide2
Learning Objectives
Discuss the key considerations in developing and implementing effective sales strategies.
Understand the recruitment, selection, and training processes involved in developing the salesforce.Identify key activities in directing the salesforce by leading, managing, supervising, motivating, and rewarding salespeople.
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Learning Objectives
Explain the different methods for evaluating the performance and effectiveness of sales organizations and individual salespeople.
Describe how sales organization are using Sales 2.0 to co-create value with customers.
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Sales Management Process
Defining the Strategic Role of the Selling Function
Developing the Salesforce
Directing the Salesforce
Determining Salesforce Effectiveness and PerformanceSlide5
Sales Management Process
______________________________________
Salesforce structure
Sales strategies
_________________the
SalesforceRecruiting and selecting sales talent
Establishing training strategies/programs_________________ the SalesforceSetting salesforce goals and objectives
Implementing incentive programs
Overseeing and coaching salesforceDetermining Salesforce _______________ and _______________
Establishing and administering evaluation measures & systemsProviding feedback for futuredevelopmentSlide6
Sales Management Positions
(Example)Slide7
Sales Management Best Practices
________
a customer-driven culture throughout the sales organization and firm.Recruit and _______________sales
talent.__________________the
right skill set.Focus on key strategic issuesby segmenting accounts in meaningful ways andproviding differentiated
offering to find, win,and retain customers.Slide8
Sales Management Best Practices
Implement formal sales and relationship-building processes.
___________________________________ to learn about customers.______________________________________, especially marketing.Slide9
Developing and Implementing Effective Sales StrategiesSlide10
Developing and Implementing Effective Sales Strategies
______________–
Involves the planning of sales messages and interactions with customers. Selling strategy can be defined and executed at three levels.
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Selling and Relationship StrategiesSlide12
Sales Channel Strategy
Determination of
___________________ _________________when executing the sales effort. Options include a company salesforce (individual or teams), industrial
distributors, independentrepresentatives, internet,
telemarketing, and so forth.Slide13
Sales Structure IssuesSlide14
Staff vs. Line PositionsSlide15
Sales Organization AlternativesSlide16
Recruiting and Selecting Sales TalentSlide17
Recruitment and Selection Process
– Planning – Slide18
Recruitment and Selection Process
– Locating –
Career/Job Fairs
College Career Centers
On-line Career Sites
(e.g., Monster.com and Careerbuilder.com)
Internal
(e.g., employee referral)
Employment AgenciesSlide19
Recruitment and Selection Process
– Evaluating –
__________ ScreeningInterviews___________Role PlaysWritten Questionnaires
Ride-Alongs
Background ChecksSlide20
Sales Training ProcessSlide21
Ethical DilemmaSlide22
Directing the SalesforceSlide23
Directing the SalesforceSlide24
Directing the SalesforceSlide25
Directing the SalesforceSlide26
The Role of Power
Don’t be reluctant to use any form of power.
Be careful not to overuse the power of position or punishment.
Avoid rewarding all desired job outcomes or behaviors.
Enhance power through learning and establishing a good working relationship with subordinates.
Sources
AdviceSlide27
Communication and Coaching
Coaching
: Focus on
continual development of salespeople through provision of feedback and serving as a role model.
______________________________.
Seek feedback.Use persuasion and promises.Establish a team approach.
________________________________.Ensure salespeople diagnose success as
well as failures.
__________________________________.Follow-up on coaching
sessions.___________________.Slide28
Ethical DilemmaSlide29
Determining Salesforce
Effectiveness and Performance
Sales organization structure, strategies, deployment, management, and uncontrollable environmental influences also impact sales organization effectiveness.Slide30
Evaluating Sales
Organization EffectivenessSlide31
Evaluating Sales
Organization EffectivenessSlide32
Evaluating Sales
Organization EffectivenessSlide33
Evaluating Salesperson PerformanceSlide34
Criteria for Evaluating
Salesperson Performance
_________________________Evaluation of the activities salespeople perform in the generation of sales and in completing non-selling responsibilities (e.g., training, product demonstrations, sales calls, etc.).
_________________________Evaluation of the actual sales results salespeople achieve (e.g., sales quota, market share gain, etc.).
Evaluation Methods
Should
Possess
:
ReliabilityValidity
StandardizationPracticalityComparability
Discriminability
UsefulnessSlide35
Sales 2.0
The use of customer-driven processes enabled by the latest Web technology to co-create value with customers.
CRM
Social Networking
Cloud ComputingSlide36
Sales 2.0Slide37
Role Play