Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

The Future of Selling and Sales Management: Sales 2020

18,477 views

Published on

How is sales force management likely to evolve in the coming 10 years?
Main themes are: co creation, networking, communication, the sales process, team based selling and the relationship between sales, marketing and customer service.

Published in: Business, Technology
  • Unlock The Universe & Get Answers You Seek Today In Your FREE Tarot Reading. DO THIS FIRST... To get the most out of your tarot reading, I first need you to focus your intention - this concentrates the energy on the universe to answer the questions that you most desire the answers for. Take 10 seconds to think of your #1 single biggest CHALLENGE right now. (Yes, stop for 10 seconds, close your eyes, and focus your energy on ONE key problem) Ready? Okay, let's proceed. 》》》 https://url.cn/y1xfVrp6
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • DOWNLOAD THE BOOK INTO AVAILABLE FORMAT (New Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://urlzs.com/UABbn } ......................................................................................................................... Download Full EPUB Ebook here { https://urlzs.com/UABbn } ......................................................................................................................... Download Full doc Ebook here { https://urlzs.com/UABbn } ......................................................................................................................... Download PDF EBOOK here { https://urlzs.com/UABbn } ......................................................................................................................... Download EPUB Ebook here { https://urlzs.com/UABbn } ......................................................................................................................... Download doc Ebook here { https://urlzs.com/UABbn } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THE can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THE is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBOOK .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, CookBOOK, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, EBOOK, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THE Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THE the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THE Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • DOWNLOAD THE BOOK INTO AVAILABLE FORMAT (New Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://urlzs.com/UABbn } ......................................................................................................................... Download Full EPUB Ebook here { https://urlzs.com/UABbn } ......................................................................................................................... Download Full doc Ebook here { https://urlzs.com/UABbn } ......................................................................................................................... Download PDF EBOOK here { https://urlzs.com/UABbn } ......................................................................................................................... Download EPUB Ebook here { https://urlzs.com/UABbn } ......................................................................................................................... Download doc Ebook here { https://urlzs.com/UABbn } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THE can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THE is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBOOK .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, CookBOOK, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, EBOOK, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THE Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THE the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THE Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • DOWNLOAD THE BOOK INTO AVAILABLE FORMAT (New Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://urlzs.com/UABbn } ......................................................................................................................... Download Full EPUB Ebook here { https://urlzs.com/UABbn } ......................................................................................................................... Download Full doc Ebook here { https://urlzs.com/UABbn } ......................................................................................................................... Download PDF EBOOK here { https://urlzs.com/UABbn } ......................................................................................................................... Download EPUB Ebook here { https://urlzs.com/UABbn } ......................................................................................................................... Download doc Ebook here { https://urlzs.com/UABbn } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THE can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THE is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBOOK .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, CookBOOK, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, EBOOK, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THE Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THE the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THE Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here
  • DOWNLOAD THE BOOK INTO AVAILABLE FORMAT (New Update) ......................................................................................................................... ......................................................................................................................... Download Full PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download Full EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download Full doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download PDF EBOOK here { https://soo.gd/irt2 } ......................................................................................................................... Download EPUB Ebook here { https://soo.gd/irt2 } ......................................................................................................................... Download doc Ebook here { https://soo.gd/irt2 } ......................................................................................................................... ......................................................................................................................... ................................................................................................................................... eBook is an electronic version of a traditional print book THE can be read by using a personal computer or by using an eBook reader. (An eBook reader can be a software application for use on a computer such as Microsoft's free Reader application, or a book-sized computer THE is used solely as a reading device such as Nuvomedia's Rocket eBook.) Users can purchase an eBook on diskette or CD, but the most popular method of getting an eBook is to purchase a downloadable file of the eBook (or other reading material) from a Web site (such as Barnes and Noble) to be read from the user's computer or reading device. Generally, an eBook can be downloaded in five minutes or less ......................................................................................................................... .............. Browse by Genre Available eBOOK .............................................................................................................................. Art, Biography, Business, Chick Lit, Children's, Christian, Classics, Comics, Contemporary, CookBOOK, Manga, Memoir, Music, Mystery, Non Fiction, Paranormal, Philosophy, Poetry, Psychology, Religion, Romance, Science, Science Fiction, Self Help, Suspense, Spirituality, Sports, Thriller, Travel, Young Adult, Crime, EBOOK, Fantasy, Fiction, Graphic Novels, Historical Fiction, History, Horror, Humor And Comedy, ......................................................................................................................... ......................................................................................................................... .....BEST SELLER FOR EBOOK RECOMMEND............................................................. ......................................................................................................................... Blowout: Corrupted Democracy, Rogue State Russia, and the Richest, Most Destructive Industry on Earth,-- The Ride of a Lifetime: Lessons Learned from 15 Years as CEO of the Walt Disney Company,-- Call Sign Chaos: Learning to Lead,-- StrengthsFinder 2.0,-- Stillness Is the Key,-- She Said: Breaking the Sexual Harassment Story THE Helped Ignite a Movement,-- Atomic Habits: An Easy & Proven Way to Build Good Habits & Break Bad Ones,-- Everything Is Figureoutable,-- What It Takes: Lessons in the Pursuit of Excellence,-- Rich Dad Poor Dad: What the Rich Teach Their Kids About Money THE the Poor and Middle Class Do Not!,-- The Total Money Makeover: Classic Edition: A Proven Plan for Financial Fitness,-- Shut Up and Listen!: Hard Business Truths THE Will Help You Succeed, ......................................................................................................................... .........................................................................................................................
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here

The Future of Selling and Sales Management: Sales 2020

  1. 1. SALES<br />MANAGEMENT<br />2020<br />Text/logo<br />
  2. 2. Sales Management 2020<br />Is an academic research projectaiming to identify and developsolutions for the challenges sales organisations will be facing for the next 10 years. <br />
  3. 3. Sales Management 2020 <br />The project was started in April 2010 in the Netherlands in association with the Sales Management Association.<br />www.sma.nl<br />
  4. 4. Sales Management 2020 <br />The results shown here are based on 46 in-depth interviews with sales directors from different industries.<br />
  5. 5. Question<br />What were the major challenges sales organisations faced in the last 10 years?<br />
  6. 6. Globalisation<br /><ul><li>Customersmerging into larger ones.
  7. 7. Increased coördination between purchase departments.</li></ul>2010<br />Globalisation<br />
  8. 8. Internet<br /><ul><li>customer expection increased
  9. 9. customer online shopping
  10. 10. customer buying power increases
  11. 11. customers loyalty decreases
  12. 12. leading reduced margins for suppliers</li></ul>2010<br />Globalisation<br />Internet Technology<br />
  13. 13. Efficiency and Quality<br />suppliers seek to reduce costs by:<br /><ul><li>increasing the quality of their processes and products in order to reduce service cost.
  14. 14. employing fewer sales people to generate the same sales volumes.</li></ul>2010<br />Globalisation<br />Internet Technology<br />Efficiency and Quality<br />
  15. 15. Governance & Ethics<br /><ul><li>increased control over sales approach
  16. 16. increased awareness on ethical sales behaviour
  17. 17. increases regulation towards ethical behaviour</li></ul>2010<br />Globalisation<br />Governance and Ethics<br />Internet Technology<br />Efficiency and Quality<br />
  18. 18. Customer Orientation<br /><ul><li> increased customer orientation
  19. 19. reduced hit and run sales approach
  20. 20. introduced consultative selling</li></ul>2010<br />Globalisation<br />Customer Orientation<br />Governance and Ethics<br />Internet Technology<br />Efficiency and Quality<br />
  21. 21. Question<br />What are the major challenges sales organisations expect for the NEXT 10 years?<br />
  22. 22. Value Co Creation<br /><ul><li>to continue to add value, sales people will have to start co creating value propositions with their customers.
  23. 23. sales people are moving towards a business consulting role.</li></ul>2020<br />Value Co Creation<br />
  24. 24. Networks<br /><ul><li> in order co create sales people will have to collaborate with a network of partners to deliver the final solution.</li></ul>2020<br />Value Co Creation<br />Networks<br />
  25. 25. Communication<br /><ul><li> more and more communication will happen over the internet.
  26. 26. sales people wil have to learn to use social media to communicate with their customers.</li></ul>2020<br />Value Co Creation<br />CommunicationAmount<br />Networks<br />Communication<br />
  27. 27. Knowledge Management<br /><ul><li> knowledge and know how will become the main differentiating factors for sales people.
  28. 28. systems will be needed to organise the knowledge gathering and dissiminating processes.</li></ul>2020<br />Value Co Creation<br />CommunicationAmount<br />Networks<br />Knowledge Management<br />Communication<br />
  29. 29. Customer Profitability<br /><ul><li> sales people will need to be empowered with tools and knowledge to manager the profitabilty of their customers and opportunities. </li></ul>2020<br />Customer Profitability<br />Value Co Creation<br />CommunicationAmount<br />Networks<br />Knowledge Management<br />Communication<br />
  30. 30. Question<br />How are these past and future challenges affecting the selling process?<br />
  31. 31. Customer’s <br />Buying <br />Process<br />PROBLEM<br />SOLUTION<br />PRODUCT<br />2000<br />2010<br />Consultative<br />Selling<br />Supplier’s <br />Selling<br />Process<br />Consultative selling has enabled sales people over the last 10 years to move fromsolution presenters to problem solvers.<br />
  32. 32. Customer’s <br />Buying <br />Process<br />PROBLEM<br />SOLUTION<br />PRODUCT<br />USE<br />STRATEGY<br />GAP<br />2020<br />Business<br />Consulting<br />2010<br />2020<br />Business<br />Consulting<br />Supplier’s <br />Selling<br />Process<br />For the next 10 years sales people will need to movefromproblem solvers to business consultants <br />
  33. 33. Customer’s <br />Buying <br />Process<br />PROBLEM<br />SOLUTION<br />PRODUCT<br />USE<br />STRATEGY<br />GAP<br />Supplier’s <br />Selling<br />Process<br />CONSULTING<br />MANAGED SERVICES<br />SELF SERVICE<br />KPI BASED<br />THE SERVICE BECOMES THE VALUE PROPOSITION<br />REQUIRES BUSINESS OPERATIONS KNOWKEDGE<br />FEE BASED REMUNERATION<br />DEVELOP CUSTOM MADE SOLUTION WITH PARTNERS<br />REQUIRES SECTOR AND BUSINESS KNOWLEDGE<br />SALES BASED REMUNERATION<br />STANDARD OF THE SELF VALUE PROPOSITIONS<br />REQUIRES PRODUCT KNOWLEDGE<br />
  34. 34. Customer’s <br />Buying <br />Process<br />PROBLEM<br />SOLUTION<br />PRODUCT<br />USE<br />STRATEGY<br />GAP<br />MARKETING<br />SALES<br />CUSTOMER<br />SERVICE<br />Supplier’s <br />Selling<br />Process<br />Sales is moving into the fields of marketing and customer service.<br />
  35. 35. Question<br />What is the future role of Sales, Marketingand Customer Service?<br />
  36. 36. SALES<br />MARKETING<br />SERVICE<br />Traditionally there is one commercial approach for all customers, marketing passing leads to sales and sales passing orders to servicing.<br />
  37. 37. One process does no longer fit all customers.<br />SALES<br />MARKETING<br />SERVICE<br />SALES FORCE<br />SMALLER<br />VOLUME OF COMPLEX RELATIONSHIP ORIENTED CUSTOMERS<br />SELF SERVICE<br />LARGE<br />VOLUME of<br />TRANSACTION ORIENTED CUSTOMERS<br />
  38. 38. One sales person can no longer have all the knowledge required.<br />SALES<br />MARKETING<br />SERVICE<br />SALES FORCE<br />PRODUCT <br />SUPPORT<br />PRODUCT <br />CONSULTING<br />PRODUCT <br />DEVELOPMENT<br />SMALLER<br />VOLUME OF COMPLEX RELATIONSHIP ORIENTED CUSTOMERS<br />SELF SERVICE<br />LARGE<br />VOLUME of<br />TRANSACTION ORIENTED CUSTOMERS<br />
  39. 39. “..we now have a two legged commercial organisation each leg serving a different market…” quote from a sales director of a large copier business.<br />SALES FORCE<br />PRODUCT <br />SUPPORT<br />PRODUCT <br />CONSULTING<br />PRODUCT <br />DEVELOPMENT<br />SMALLER<br />VOLUME OF COMPLEX RELATIONSHIP ORIENTED CUSTOMERS<br />SELF SERVICE<br />LARGE<br />VOLUME of<br />TRANSACTION ORIENTED CUSTOMERS<br />
  40. 40. Next challenge is how to manage the matrixcommercial organisation? <br />SALES FORCE<br />PRODUCT <br />SUPPORT<br />PRODUCT <br />CONSULTING<br />PRODUCT <br />DEVELOPMENT<br />SMALLER<br />VOLUME OF COMPLEX RELATIONSHIP ORIENTED CUSTOMERS<br />SELF SERVICE<br />LARGE<br />VOLUME of<br />TRANSACTION ORIENTED CUSTOMERS<br />
  41. 41. Conclusions<br />Sales is evolving into a business consulting function.<br />Marketing, sales and customer service are merging into a commercial management department.<br />Commercial organisations are splitting into 2 divisions(or legs) each serving a different market with a different commercial approach.<br />The commercial organisation is moving from a functional towards a matrix organisation creating new management challenges.<br />
  42. 42. Currently additional research on the challenges of the next 10 year is conducted. If you are interested in participating in any of the follow up research projects, please contact<br />Dr.RégisLemmens<br />Director of the Sales Competence Centre<br />Email: r.h.l.lemmens@tiasnimbas.edu<br />regis.lemmens@salescubes.com<br />

×