Presentation session 1 - Sales Matters
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Sales Performance Management introduction by Ingram et. al. for Niels Brock International
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Presentation session 1 - Sales Matters
- 1. © 2015 Routledge Taylor & Francis Group Sales Performance Session 1 Sales Management – analysis and decision making by Ingram et. al. Edited by Jakob Helnæs © 2015 Routledge Taylor & Francis Group
- 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. Sales matters! © 2015 Routledge Taylor & Francis Group
- 3. The ”good old days” Now• Limited selection • Few (and local) competitors • Limited information • Hard to acquire information • Wide selection • Many (and global) competitors • All the information you can dream of • Very easy to access information via the internet Situation for buyers © 2015 Routledge Taylor & Francis Group
- 4. Challenges in the Sales Organization Buyers are • More Demanding • Better Prepared • More Skilled • Expecting More © 2015 Routledge Taylor & Francis Group
- 5. Sales Management Response © 2015 Routledge Taylor & Francis Group
- 6. © 2015 Routledge Taylor & Francis Group
- 7. 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 © 2015 Routledge Taylor & Francis Group
- 8. 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. © 2015 Routledge Taylor & Francis Group
- 9. The Best Sales Organizations: • Use information technology effectively to learn about customers. • Integrate sales with other business functions, especially marketing. © 2015 Routledge Taylor & Francis Group
- 10. Effective Sales Managers • Role Models • Mentors • Trustworthy • Responsive • Positive • Enthusiastic • Involved • Motivate and Develop © 2015 Routledge Taylor & Francis Group
- 11. Sales Management Model © 2015 Routledge Taylor & Francis Group