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(Sales) Management by Tactics ™A supervisory technique used by contemporarysales management - An overview of its effectson...
Do Sales Goals Actually Work?Sales goals can get in the way of asuccessful sale, if you spend too much timethinking about ...
Focus on the Process/ActivitiesThings are very different when youfocus primarily on the process ofselling, rather than wor...
What is (Sales) Management by  Tactics™ (MBT)Management by Tactics™ is a term which describesa supervisory technique utili...
What are the advantages ofapplying MBT?Management by Objectives (MBO) focuses on the outputs (sales results).On the other ...
RESEARCH STUDY – pretest &  post-test results* (with MBT)  Twenty nine subjects from a sample of four companies  represent...
Research Study                          - Post TestThe researcher then proceeded to implement theManagement by Tactics™ sy...
Research Study - ConclusionResults from all four companies suggest thatthere is indeed a relationship between variables:MB...
Including the forms used for MBT™                            Contact: jdr@affluencemarketing.ca(Sales) Managementby Tactic...
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Sales Management by Tactics - in slides

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(Sales) Management by Tactics (MBT) is an unconventional process of increasing sales activities and revenues -- unlike the traditional Management by Objective (MBO). The presentation describes the sales management supervisory technique and its effects on sales performance.

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Sales Management by Tactics - in slides

  1. 1. (Sales) Management by Tactics ™A supervisory technique used by contemporarysales management - An overview of its effectson sales performancePresented by James D. Roumeliotis JD Roumeliotis | Prof. G. DiGirolamo
  2. 2. Do Sales Goals Actually Work?Sales goals can get in the way of asuccessful sale, if you spend too much timethinking about them.Goals are not a bad thing – it’s what spur youto take action.However, primary focus should be on theaction, not on the goal, otherwise, you end upalienating customers through your pressureto reach your goals by making the sale. JD Roumeliotis | Prof. G. DiGirolamo
  3. 3. Focus on the Process/ActivitiesThings are very different when youfocus primarily on the process ofselling, rather than worrying aboutthe day-to-day routine of closingand quotas.When you focus on the process, youstop trying to "make the sale."Because of this, you start buildinglong-term relationships. Eventuallyyour customers start bringing younew business and newopportunities. JD Roumeliotis | Prof. G. DiGirolamo
  4. 4. What is (Sales) Management by Tactics™ (MBT)Management by Tactics™ is a term which describesa supervisory technique utilized by salesmanagement.It is a process in which sales managers/ directors,along with salespeople, identify the day-to-dayactivities required to achieve sales objectives andfocus their energies in controlling such activities(input) – rather than simply focusing on results(output). JD Roumeliotis | Prof. G. DiGirolamo
  5. 5. What are the advantages ofapplying MBT?Management by Objectives (MBO) focuses on the outputs (sales results).On the other hand, salespeople improve their performance when they focus on tasks (inputs) rather than sales objectives (outputs).I t i s e f f e c t i v e i n s e v e r a l t y p e s o f i n d u s t r i e s – for both products & services.E f f e c t i v e i n p e n e t r a t i n g n e w m a r k e t s .E f f e c t i v e i n s e l l i n g n e w p r o d u c t s t o existing customers. JD Roumeliotis | Prof. G. DiGirolamo
  6. 6. RESEARCH STUDY – pretest & post-test results* (with MBT) Twenty nine subjects from a sample of four companies representing different types of industries were selected.Three of the companies sold products (tobacco, textbooks and pharmaceuticals), while the other promoted/sold loan services.T h e f i r s t 3 c o m p a n i e s s o l d t o r e t a i l e r s , w h i l e t h e 4 th s o l d academic textbooks to schools (which in turn sold them to students). During this research, sales representatives from all 4 companies worked exclusively with output goals – namely sales objectives. Data were collected. This stage of the research was referred to as the “Pre -test”.* Source: Management By Tactics (MBT): An Investigation of its Effects on Sales Performance, Giovanni Di Girolamo, Ph.D. (Management), California Coast University, Santa Ana, California, December 2005 JD Roumeliotis | Prof. G. DiGirolamo
  7. 7. Research Study - Post TestThe researcher then proceeded to implement theManagement by Tactics™ system.In this phase of the research, the salespeople weregiven Input goals, such as the number oftelephone calls to be made, number of prospects tovisit and types of sales presentations etc.This stage of the research is referred to as the “Post-test”. JD Roumeliotis | Prof. G. DiGirolamo
  8. 8. Research Study - ConclusionResults from all four companies suggest thatthere is indeed a relationship between variables:MBT had a positive impact on Sales Performance.I nthe absence of applying MBT, all representatives in the study under achieved sales objectives between 21% to 75% of their target.O n the other hand, when all reps were given input goals under the MBT system, the weakest rep hit 100% of target – while the other two reached 117% and 118% respectively for a combined average of 112% of sales targets. JD Roumeliotis | Prof. G. DiGirolamo
  9. 9. Including the forms used for MBT™ Contact: jdr@affluencemarketing.ca(Sales) Managementby Tactics™Copyright 01/2013James D, RoumeliotisProf. Giovanni DiGirilamo

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