2 Learning Objectives L 1 L 2 L 3 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.L1L2L3
3 Learning Objectives L 4 L 5 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.L4L5
4 Sales Management Process Defining the Strategic Role of the Selling FunctionDeveloping the SalesforceDirecting the SalesforceDetermining Salesforce Effectiveness and Performance
5 Sales Management Process ______________________________________Salesforce structureSales strategies_________________the SalesforceRecruiting and selecting sales talentEstablishing training strategies/programs_________________ the SalesforceSetting salesforce goals and objectivesImplementing incentive programsOverseeing and coaching salesforceDetermining Salesforce _______________ and _______________Establishing and administering evaluation measures & systemsProviding feedback for future development
6 Sales Management Positions (Example) Vice President of SalesRegional Sales ManagerField Sales Manager
7 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 issues by segmenting accounts in meaningful ways and providing differentiated offering to find, win, and retain customers.
8 Sales Management Best Practices Implement formal sales and relationship-building processes.___________________________________ to learn about customers.______________________________________, especially marketing.
9 Developing and Implementing Effective Sales Strategies ________ ________ ________Classification of accounts into categories_________ _________Type of relationship sought for each categoryDevelop selling approach for each type or relationship
10 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.Groups of CustomersIndividual CustomerCustomer Encounters123
12 Sales Channel Strategy Determination of ___________________ _________________when executing the sales effort. Options include a company salesforce (individual or teams), industrial distributors, independent representatives, internet, telemarketing, and so forth.
13 Sales Structure Issues The degree to which each salesperson could perform all the selling tasks.SpecializationThe degree to which authority and responsibility are placed at higher management levels.CentralizationThe number of individuals who report to each sales managerSpan of Control
18 Recruitment and Selection Process – Locating – Career/Job FairsCollege Career CentersOn-line Career Sites (e.g., Monster.com and Careerbuilder.com)Internal (e.g., employee referral)Employment Agencies
19 Recruitment and Selection Process – Evaluating – __________ ScreeningInterviews___________Role PlaysWritten QuestionnairesRide-AlongsBackground Checks
26 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.
27 Communication and Coaching ______________________________.Seek feedback.Use persuasion and promises.Establish a team approach.________________________________.Ensure salespeople diagnose success as well as failures._________________ _________________.Follow-up on coaching sessions.___________________.Coaching: Focus on continual development of salespeople through provision of feedback and serving as a role model.
34 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:ReliabilityValidityStandardizationPracticalityComparabilityDiscriminabilityUsefulness
35 Sales 2.0The use of customer-driven processes enabled by the latest Web technology to co-create value with customers.CRMSocial NetworkingCloud Computing