SALES MANAGEMENT IN IT
INTRODUCTION TO IT INDUSTRY     IT-   Software     ITeS   Business process outsourcing (BPO)     IT-   Hardware and per...
SEGMENT WISE MARKET SHARE
SALES MANAGEMENT PRACTICES Understand   and develop customer needs. Develop trust in the client relationship Know your ...
SALES MANAGEMENT PRACTICES Accountability Coaching Motivating Recruiting Growing   the Sales Force Personally
Lead Generation                    Preparation of saleIT Sales Cycle                    Meeting the customer              ...
CHALLENGES IN IT SALESknow enough about the customers businessanalyze the political structure and align with thosewho have...
SALES HIERARCHY         ALL INDIA SALES            MANAGER         REGIONAL SALES            MANAGER          AREA SALES  ...
ROLES AND RESPONSIBILITIES Procuring business Maintaining business relationships with  clients Sustaining a high level ...
COMPENSATION MANAGEMENT ESOP’s  or Employee Stock Options plans Transportation Medical allowance Allowances for furnis...
SALES PERSONNEL EVALUATION        Set sales force         objectives &        determine sales            strategy         ...
TWO MAIN TYPESQuantitative criteria       Qualitative criteria number of new customer     characteristics,  obtained    ...
SALES EVALUATION Input based system              Output based system                                         RESULTSBEHAVI...
Sales management in it
Sales management in it
Upcoming SlideShare
Loading in …5
×

Sales management in it

177 views

Published on

  • Be the first to comment

  • Be the first to like this

Sales management in it

  1. 1. SALES MANAGEMENT IN IT
  2. 2. INTRODUCTION TO IT INDUSTRY IT- Software ITeS Business process outsourcing (BPO) IT- Hardware and peripherals IT- Education
  3. 3. SEGMENT WISE MARKET SHARE
  4. 4. SALES MANAGEMENT PRACTICES Understand and develop customer needs. Develop trust in the client relationship Know your customer Full knowledge of capabilities and customer applications and the ability to bring to bear internal or external resources in service to the customer Manage competitive threat over the course of an opportunity pursuit
  5. 5. SALES MANAGEMENT PRACTICES Accountability Coaching Motivating Recruiting Growing the Sales Force Personally
  6. 6. Lead Generation Preparation of saleIT Sales Cycle Meeting the customer • Introduction of our Company • Presentation of the products and offerings Closing Follow up
  7. 7. CHALLENGES IN IT SALESknow enough about the customers businessanalyze the political structure and align with thosewho have the greatest influence on the decisioncompetitive dimensionlearn to identify the strategiesmost attractive solution
  8. 8. SALES HIERARCHY ALL INDIA SALES MANAGER REGIONAL SALES MANAGER AREA SALES MANAGER SALES REPRESENTATIVE
  9. 9. ROLES AND RESPONSIBILITIES Procuring business Maintaining business relationships with clients Sustaining a high level of customer service Managing requests for quotes (RFQs) Overseeing all submittals
  10. 10. COMPENSATION MANAGEMENT ESOP’s or Employee Stock Options plans Transportation Medical allowance Allowances for furnishing one’s house. Group medical insurance. Recreational allowances
  11. 11. SALES PERSONNEL EVALUATION Set sales force objectives & determine sales strategy Set performance standard Measure results & compare with standards Take action
  12. 12. TWO MAIN TYPESQuantitative criteria Qualitative criteria number of new customer  characteristics, obtained  Behaviour sales volume,  results of salesperson average sales calls per which cant express in day, number and the quality of gross profit these criteria may depend on subjective evaluation by product/customer, of reviewer. sales orders.
  13. 13. SALES EVALUATION Input based system Output based system RESULTSBEHAVIOUR SALES Sales revenueCalls Sales growth EVALUATReports Sales/QuotaComplains ION Sales/potentialDemonstrations New accountsDealer meetings ContributionDisplay setup marginTravel expense Contribution percentage

×