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Changing World of Sales Management

Changing World of Sales Management. U.S. companies spend more than $800 Billion on salesforces. 500 Largest U.S. Salesforces employ 24 million salespeople. Salespeople for the 200 largest companies generate over $6.4 Trillion in sales. Challenges in the Sales Organization. Buyers are

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Changing World of Sales Management

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  1. Changing World of Sales Management

  2. U.S. companies spend more than $800 Billion on salesforces 500 Largest U.S. Salesforces employ 24 million salespeople Salespeople for the 200 largest companies generate over $6.4 Trillion in sales.

  3. Challenges in the Sales Organization Buyers are • More Demanding • Better Prepared • More Skilled • Expecting More

  4. Sales Management Response

  5. The Best Sales Organizations: • Create a customer-driven culture throughout the sales organization and firm. • Recruit and hire the best sales talent • Train and coach the right skill set

  6. The Best Sales Organizations: • Focus on key strategic issues by: • segmenting accounts in meaningful ways • providing differentiated offerings • Implement formal sales and relationship-building processes.

  7. The Best Sales Organizations: • Use information technology effectively to learn about customers. • Integrate sales with other business functions, especially marketing.

  8. Effective Sales Managers • Role Models • Mentors • Trustworthy • Responsive • Positive • Enthusiastic • Involved • Motivate and Develop

  9. Sales Management Model

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