Sales Management - Key Success Factors  ©
Entrepreneur Coalition Builder Major Acct. Mgt .  Executive  Presence Coordinate With Mkt. Forecast & Report Territory Mgt...
Entrepreneur <ul><li>Treating your area of responsibility like a company </li></ul><ul><li>Taking risks within company gui...
Executive Presence Executive Presence <ul><li>Able to talk to client top executive as equal  </li></ul><ul><li>Your compan...
Sales Management Tools   <ul><li>Knows how to use his/her customer relationship management  </li></ul><ul><li>(CRM) system...
Forecasting & Reporting <ul><li>Client’s buying history </li></ul><ul><li>2.  Marketing strategies and plans </li></ul><ul...
Coaching Skills <ul><li>Give advice based on experience on how to approach specific </li></ul><ul><li>account challenges <...
Sales Training, ETC. ©
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Sales Management

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Sales Management

  1. 1. Sales Management - Key Success Factors ©
  2. 2. Entrepreneur Coalition Builder Major Acct. Mgt . Executive Presence Coordinate With Mkt. Forecast & Report Territory Mgt. Sales Mgt. Tools Hiring The Best Compensation Plan Performance Evaluation Sales Training Competitive Strategist Coaching Skills Sales Management ©
  3. 3. Entrepreneur <ul><li>Treating your area of responsibility like a company </li></ul><ul><li>Taking risks within company guidelines </li></ul><ul><li>Requires more involvement at the account level </li></ul><ul><li>Demonstrating a strong business sense </li></ul><ul><li>Competitive with other sales managers </li></ul><ul><li>Close to your sales team </li></ul><ul><li>Involves sales team in strategy development </li></ul><ul><li>Developing unique value propositions </li></ul>©
  4. 4. Executive Presence Executive Presence <ul><li>Able to talk to client top executive as equal </li></ul><ul><li>Your company executives seek out your opinion </li></ul><ul><li>How have you branded yourself – executive or ? </li></ul><ul><li>Your salespeople see you as an executive </li></ul><ul><li>You know how to use your company executives </li></ul><ul><li>to help close major sales efforts </li></ul><ul><li>You understand the overall position of my company </li></ul>©
  5. 5. Sales Management Tools <ul><li>Knows how to use his/her customer relationship management </li></ul><ul><li>(CRM) system to drive sales </li></ul><ul><li>2. Knows how to use competitive intelligence reports to win </li></ul><ul><li>more deals </li></ul><ul><li>Understands how to use shareholder value to support </li></ul><ul><li>the companies value proposition </li></ul><ul><li>4. Understands forecasting tools and trend analysis </li></ul><ul><li>Knows how to use mobile technology to increase productivity </li></ul><ul><li>Uses industry knowledge to support sales strategies </li></ul>©
  6. 6. Forecasting & Reporting <ul><li>Client’s buying history </li></ul><ul><li>2. Marketing strategies and plans </li></ul><ul><li>3. Three types – Pessimistic, Optimistic & Realistic </li></ul><ul><li>4. Economic & industry forecasts </li></ul><ul><li>Macro & Micro forecasting </li></ul><ul><li>6. Consider seasonality </li></ul><ul><li>7. Competition considerations </li></ul><ul><li>8. Geographical considerations </li></ul><ul><li>Use CRM system to evaluate </li></ul><ul><li>10. Product & service considerations </li></ul>©
  7. 7. Coaching Skills <ul><li>Give advice based on experience on how to approach specific </li></ul><ul><li>account challenges </li></ul><ul><li>Help your salespeople to develop internal client management </li></ul><ul><li>coaches to better understand the clients culture, etc. </li></ul><ul><li>Coaches help the salesperson to think through situations, forecasts </li></ul><ul><li>and sales strategies </li></ul><ul><li>Coaches help the individual salesperson to develop their individual </li></ul><ul><li>brand </li></ul><ul><li>Helps the salesperson to further develop their internal and external </li></ul><ul><li>networks </li></ul>©
  8. 8. Sales Training, ETC. ©

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