Sales Management and Sales 2.0

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Sales Management and Sales 2.0
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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.

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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.

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Sales Management Process
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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

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Sales Management Positions (Example)
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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.

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Sales Management Best Practices

• Implement formal sales and relationship-building
  processes.
• ___________________________________ to learn
  about customers.
• ______________________________________,
  especially marketing.

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Developing and Implementing Effective Sales
Strategies
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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.
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2
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Selling and Relationship Strategies
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Sales Channel Strategy
Determination of ___________________
_________________when executing the sales effort.
Options include a company salesforce (individual
or teams), industrial distributors,
independentrepresentatives, internet,telemarketi
ng, and so forth.
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Sales Structure Issues
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Staff vs. Line Positions
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Sales Organization Alternatives
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Recruiting and Selecting Sales Talent
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Recruitment and Selection Process Planning
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Recruitment and Selection Process Locating
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Recruitment and Selection Process Evaluating

• __________ Screening
• Interviews
• ___________
• Role Plays
• Written Questionnaires
• Ride-Alongs
• Background Checks

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Sales Training Process
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Ethical Dilemma
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Directing the Salesforce
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Directing the Salesforce
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Directing the Salesforce
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Directing the Salesforce
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The Role of Power
Sources
Advice

• Dont 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.

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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.
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Ethical Dilemma
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Determining Salesforce Effectiveness and
Performance
Sales organization structure, strategies,
deployment, management, and uncontrollable
environmental influences also impact sales
organization effectiveness.
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Evaluating SalesOrganization Effectiveness
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Evaluating SalesOrganization Effectiveness
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Evaluating SalesOrganization Effectiveness
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Evaluating Salesperson Performance
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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

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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
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Sales 2.0
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Role Play