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Sales Management and Sales 2.0. 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.
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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. L L L 1 2 3
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. L L 4 5
Sales Management Process Defining the Strategic Role of the Selling Function Developing the Salesforce Directing the Salesforce Determining Salesforce Effectiveness and Performance
Sales Management Process • ______________________________________ • Salesforce structure • Sales strategies • _________________the Salesforce • Recruiting and selecting sales talent • Establishing training strategies/programs • _________________ the Salesforce • Setting salesforce goals and objectives • Implementing incentive programs • Overseeing and coaching salesforce • Determining Salesforce _______________ and _______________ • Establishing and administering evaluation measures & systems • Providing feedback for futuredevelopment
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 differentiatedoffering to find, win,and retain customers.
Sales Management Best Practices Implement formal sales and relationship-building processes. ___________________________________ to learn about customers. ______________________________________, especially marketing.
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. 1 2 3
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.
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 Agencies
Recruitment and Selection Process – Evaluating – • __________ Screening • Interviews • ___________ • Role Plays • Written Questionnaires • Ride-Alongs • Background Checks
The Role of Power Sources Advice • 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.
Communication and Coaching • ______________________________. • Seek feedback. • Use persuasion and promises. • Establish a team approach. • ________________________________. • Ensure salespeople diagnose success aswell as failures. • __________________________________. • Follow-up on coaching sessions. • ___________________. Coaching: Focus on continual development of salespeople through provision of feedback and serving as a role model.
Determining Salesforce Effectiveness and Performance Sales organization structure, strategies, deployment, management, and uncontrollable environmental influences also impact sales organization effectiveness.
Criteria for EvaluatingSalesperson 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: • Reliability • Validity • Standardization • Practicality • Comparability • Discriminability • Usefulness
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 Computing
