This document discusses sales performance management and projection. It explains that sales performance management is a comprehensive solution that helps streamline processes, drive desired behaviors, and better manage sales resources to achieve revenue goals and business objectives. It also outlines critical factors in sales performance management, including setting smart goals aligned with business strategy, effective internal and external communication, and establishing the right salesforce management processes for both retail and corporate sales teams. The document concludes by defining what a sales projection is and providing an example of a quarterly sales projection table.

1. Sale Performance Management &
Projection
By Mr. Ratha Chan

2. Sale Performance Management (SPM)
Sales Performance Management (SPM) is a comprehensive
solution that helps streamline administrative processes,
drive desired behavior, and better manage sales resources in
order to achieve desired levels of revenue performance and
also support to overall business objectives.

3. Critical Factors in SPM
1- Set a smart goal:
The goal need to align with the strategic goal of the business as a whole.

4. 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)

5. 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

6. 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

7. Example of sale management tools

8. Basic Concept on Sale Projection (SP)
1- What is sale projection ?
A sales projection provides an estimate of a company’s prospective sales
for a given timeframe. A sales projection can be prepared for each
product and/or service that the company is offering.
The figures comprising the sales projection are derived based on past
sales figures (when applicable) by adjusting with inflation rate, along
with reports and statistics from business environment analysis.
The most popular timeframes for sale projection are monthly , quarterly
and yearly basis. But quarterly and yearly are more suitable with small and
medium side businesses.

9. Basic Concept on SP
2- 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)

10. Basic Concept on SP
3-Business Environment Analysis :
Impact

11. 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

12. Example of Quarterly Sale Projection

13. "Our staff don't 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 Leader's Thought !

14. THANK YOU
FOR
YOUR INTEREST