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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
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