The document discusses strategies for sales force adoption. It covers several topics:
1. The role of a sales force is to inform, engage, and build strong customer relationships throughout the buying process while also providing feedback to improve company operations.
2. Sales force organization and size determines the degree of control and impacts profits, requiring decisions around specialization and coordination for large sales forces.
3. Sales management involves developing strategies, implementing plans by selecting and supporting salespeople, and evaluating performance through monitoring and analysis.
4. Sales force objectives include prospecting, targeting, communicating, selling, servicing, market research, and allocating products to customers.
2. Introduction
Selling is any transaction in which money is exchanged for a good or
service. During a sales negotiation, the seller attempts to convince or
“sell” the buyer on the benefits of their offer
This has mainly come about from the kind of hard selling associated
with door-to-door selling.
Much of a salesperson’s time is not actually taken up by selling but with a
variety of other tasks that they have to undertake in order to achieve the
sale.
The role of the sales force is to inform, engage, and form strong relations
with customers. It helps customers throughout the buying process.
Additionally, it helps the company to improve its operations through
customer feedback.
3. Sales organization
Sales force organization refers to the type and size of the sales force.
The type determines the degree of controllability while the size has profit
implications. If the sales force is large the organization has to decide
about the kind of specialization and coordination to use.
4. ⚫ Efforts put forth to attain a company’s sales objectives.
⚫ Sales management can involve any of the following activities:
(1)formulation of sales strategy through the development of account
management policies, sales force compensation policies, sales revenue
forecasts, and sales plans.
(2)implementation of sales strategy through selecting, training, motivating,
and supporting the sales force, setting sales revenue targets.
(3)sales force management through development and implementation of
sales performance, monitoring, and evaluation methods, and analysis of
associated behavioural patterns and costs
5. Sales Force Objectives
ASales Force will have one or more of the following tasks.
⚫ Prospecting – search for leads
⚫ Targeting – allocation of time between prospects and customers
⚫ Communicating – info about company and products
⚫ Selling –Approach, presentation, answering objections, closing sales
⚫ Servicing – consulting, technical, financing, etc.
⚫ Info gathering – market research
⚫ Allocating – scarce products to customers.
6. Sales Force Strategy
1. Expanding relationships with existing customers.
2. Extending go-to-market capabilities globally.
3. Expanding into new categories and verticals.
4. Expanding and strengthening the partner
ecosystem.
5. Promoting strong customer adoption and reducing
customer attrition.
7.
8. • Choose the right communication strategy.
• Build loyalty and create memorable customer
experiences.
• Use modern technology to your advantage and
provide fast support.
• Make an Irresistible Offer. (very attractive)
• Personalize customer interactions.
• Request feedback from your customers.
1. Expanding relationships with existing
customers
10. 2. Extending go-to-market capabilities globally
• One of the first steps to global expansion is to create a
clear value proposition.
• Develop a growth strategy.
• Choose your team.
• Prime your product offering.
• Align your business.
• Establish a go-to-market strategy.
• Know your tax and legal requirements.
• Plan your budget
12. 3. Expanding into new categories and verticals
• Expansion through Concentration.
• Expansion through Diversification.
• Expansion through Integration.
• Expansion through Cooperation.
• Expansion through Internationalization.
14. 4. Expanding and strengthening the partner
ecosystem
• The sustainability of the entire business ecosystem as
a whole, as well as the sustainability of the
development of its members, is largely determined
by the existing partnerships, the basic principles of
which are: integrity and interdependence,
complementarity and mutual benefit, the
dynamism of development, adaptability
16. Promoting strong customer adoption and reducing
customer attrition
• Tips for Improving Customer Adoption
• Determine Your Activation Criteria.
• Understand Why Customers Use Your Product.
• Offer a Trial Period.
• Create an Onboarding Team.
• Use a Digital Adoption Platform.
• Use Contextual Content.
• Provide Customer Support and Training.
• Analyze Product Usage
18. ways to reduce customer attrition
• Engage with your customers.
• Educate the customer.
• Know who is at risk.
• Define your most valuable customers.
• Offer incentives.
• Target the right audience.
• Give better service.
