Sale Performance Management & ProjectionBy Mr. Ratha Chan
Sale Performance Management (SPM)Sales Performance Management (SPM) is a comprehensivesolution that helps streamline administrative processes,drive desired behavior, and better manage sales resources inorder to achieve desired levels of revenue performance andalso support to overall business objectives.
Critical Factors in SPM1- Set a smart goal:The goal need to align with the strategic goal of the business as a whole.
Critical Factors in SPM (Con’t)2- Communication Factor a)-Internal - Information flows within the team - Coordinate within the team b)-External - Media (how it convey the message to audience) - Customer (expectation)
Critical Factors in SPM (Con’t)3- Process in Sale Force Management a- Saleforce management in retail sector in Cambodia case - Recruitment and Selection - Training (in-class & on-job training) - Setting a sale target - Incentives scheme designation - Sale force Territorial Structure (divide into zone ..) - Supervising and coaching (meeting, debriefing , reviewing record or report , listening to feedback.. ) - Evaluation (Sale report , call report and expenses report) - Retention program
Critical Factors in SPM (Con’t)3- Process in Sale Force Management b- Corporate sale management _ Cambodia Case - Recruitment and Selection ( tighter process) - IT support system on CRM or other database applications - Training (in-class & on-job training)_ more focus on dealing with high level customer satisfaction, negotiation and convincing the executive level or decision maker and more. - Setting a sale target (more consultation) - Incentives scheme designation (more consultation) - Account management (call record, customer record card, weekly and monthly plan..) - Evaluation (Sale report , call report and expenses report) - Retention program
Basic Concept on Sale Projection (SP)1- What is sale projection ?A sales projection provides an estimate of a company’s prospective salesfor a given timeframe. A sales projection can be prepared for eachproduct and/or service that the company is offering.The figures comprising the sales projection are derived based on pastsales figures (when applicable) by adjusting with inflation rate, alongwith reports and statistics from business environment analysis.The most popular timeframes for sale projection are monthly , quarterlyand yearly basis. But quarterly and yearly are more suitable with small andmedium side businesses.
Basic Concept on SP2- Sale Projection Stakeholders:- Overall Management level (VP in Sale & Marketing)- Sale Director or Sale Manger/Supervisor- Finance Manager- HR & Admin Manager- Operation/Production Manager and After-Sale Service Dep’t- Sale Analyst (key person & high capacity in planning)- Business Researcher Specialist ( key person & understanding the business environment)
Basic Concept on SP3-Business Environment Analysis : Impact
Basic Concept on SP- Inputs for Sale Projection are : a)- Previous sale report /data b)- Current inflation rate- lead to high production cost and effect negatively to demand which lead to less demand for upcoming period c)- External and internal statistic and report such as a change in credit policy or a high seasonal period for the product … d)- Customer’s booking & call report e)- Customer database record
"Our staff dont really care about what we want them to do until they know how much we care about them. And you need to prove them by action. So, when a staff knows--truly knows--that you care about them, then they care about you. And when they know you care, they will listen to you... and they will do anything for you. " _Wise Leaders Thought !