Ten Slides in Ten Minutes - Thinking about Sales OperationsBill Graham CP.APMP
Without a central (and consolidated) Sales Operations function a sales organisation is heading for disaster. This slide deck presents a few thought on the elements of the Sales Operations function
Ten Slides in Ten Minutes - Thinking about Sales OperationsBill Graham CP.APMP
Without a central (and consolidated) Sales Operations function a sales organisation is heading for disaster. This slide deck presents a few thought on the elements of the Sales Operations function
Formalizing the Sales Support Function How-To GuideDemand Metric
Executive Summary
At the highest level, the Sales Support function is responsible for ensuring that the Sales & Marketing departments have the tools, resources, and systems they need to achieve current and future sales revenue targets.
Read this brief 2-page guide to learn:
Director of Sales Support Roles & Responsibilities
Action Plan for formalizing the sales support function
Read this report to learn how to assess your current level of effectiveness, and if necessary, hire an experienced Director of Sales Support.Download our Director of Sales Support Job Description to get started!
Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request.
Being efficient as possible by identifying Key Performance Indicators or benchmarks easily allows managers and reps to measure where they are in relation to their activity plans. This presentation shares our KPI's.
OpenSymmetry - Maximize the benefits of your SPM StrategyOpenSymmetry
OpenSymmetry Breakout Session during the 2013 Xactly CompCloud Conference in San Franciso - May 2013. Presenter: Laura Roach, Chief Marketing Officer with OpenSymmetry
Strategies for Managing Sales Teams: How to find, select and compensate these...MaRS Discovery District
Hiring, managing and compensating effective salespeople is one of the biggest challenges faced by young companies, it can also be the area where most executives have the least experience and the most discomfort from a management perspective. This practical, experience based session will work through the importance of identifying, sourcing and hiring the right person for the needs of your business, considerations in managing them, and structuring compensation plans to incent the right results, and protecting the company's ability to turn a profit.
Helen Robert and Lynn Cameron, Managing Partners of TechEdge, and
Margo Crawford, President & CEO, Business Sherpa
Anaplan SPM webinar series, part 4: Motivating the right behavior with incent...Anaplan
Our five-part sales performance management series continues with a webinar on sales compensation.
Every sales manager needs to strike the right balance between recognizing top performers and driving strong sales growth—all while ensuring the incentive compensation plan is fair, competitive, and profitable for the business. With the complexity of sales commission structures, there is no single “right answer” for how to set up an incentive program.
This webinar will discuss some key tactics for setting the right plans to make a greater impact on the bottom line.
Formalizing the Sales Support Function How-To GuideDemand Metric
Executive Summary
At the highest level, the Sales Support function is responsible for ensuring that the Sales & Marketing departments have the tools, resources, and systems they need to achieve current and future sales revenue targets.
Read this brief 2-page guide to learn:
Director of Sales Support Roles & Responsibilities
Action Plan for formalizing the sales support function
Read this report to learn how to assess your current level of effectiveness, and if necessary, hire an experienced Director of Sales Support.Download our Director of Sales Support Job Description to get started!
Demand Metric's How-To Guides are designed to provide practical, on-the-job training and education and provide context for using our premium tools & templates. If there is a topic that you would like to see covered, please contact us at info@demandmetric.com (link sends e-mail) to make a content request.
Being efficient as possible by identifying Key Performance Indicators or benchmarks easily allows managers and reps to measure where they are in relation to their activity plans. This presentation shares our KPI's.
OpenSymmetry - Maximize the benefits of your SPM StrategyOpenSymmetry
OpenSymmetry Breakout Session during the 2013 Xactly CompCloud Conference in San Franciso - May 2013. Presenter: Laura Roach, Chief Marketing Officer with OpenSymmetry
Strategies for Managing Sales Teams: How to find, select and compensate these...MaRS Discovery District
Hiring, managing and compensating effective salespeople is one of the biggest challenges faced by young companies, it can also be the area where most executives have the least experience and the most discomfort from a management perspective. This practical, experience based session will work through the importance of identifying, sourcing and hiring the right person for the needs of your business, considerations in managing them, and structuring compensation plans to incent the right results, and protecting the company's ability to turn a profit.
Helen Robert and Lynn Cameron, Managing Partners of TechEdge, and
Margo Crawford, President & CEO, Business Sherpa
Anaplan SPM webinar series, part 4: Motivating the right behavior with incent...Anaplan
Our five-part sales performance management series continues with a webinar on sales compensation.
Every sales manager needs to strike the right balance between recognizing top performers and driving strong sales growth—all while ensuring the incentive compensation plan is fair, competitive, and profitable for the business. With the complexity of sales commission structures, there is no single “right answer” for how to set up an incentive program.
This webinar will discuss some key tactics for setting the right plans to make a greater impact on the bottom line.
Building the Sales Effort
Whether One Person or a Team
Bob Brown
DS4: Building the Sales Effort – Whether One Sales Person, or a Team! Thursday May 7, 8:30 - 9:45
Transform Your ABM Metrics from Wobbly into World-ClassDemandbase
Your ABM metrics define your performance to date and drive your strategy going forward. So why the heck are they so tricky to nail down? In this session, we’ll provide a roadmap to your metrics nirvana by diving into real-world reports and analytics, and show you how to operationalize the next generation of ABM KPIs.
2. 1. Business Context
2. Business Goals
3. Current Business Activities & Pain Points
4. Our Approach
5. How Does It Work?
6. Implementation Stages & Benefits
8. Why Us
9. Industry Trend & Future
5. Activities
- Identify New Customer/Distributors
- Execute Beat as scheduled
Take Orders
Take Feedback
Organize Stock, Take Stock Report
Build Relation, Cross Sell & Up Sell
Study Competitors Products & Movements
- Submit Daily Sales Report
- Communicate & Co-ordinate with partners (sub-distributors/Logistics)
Pain Points
No Organized(hassle free) way of reporting Orders/Feedbacks/Reports
No Timely Action/Authorization on Feedbacks and Approvals from superiors
No Regular Reward/Recognition for job well done
6. Activities
- Setting Team & Individuals Target & Goals
- Ensure Every Member is Accountable
- Create Beat Plan & Track Sales
- Keeping Track of Inventory (in-house/distributed)
- Weekly / Monthly /Quarterly Sales review & fine-tune Planning
- Strategize Promotions & reduce stock wastages
- Ensure Timely Communication across teams and management
Pain Points
Not Having Sufficient data & tools for effective planning
Not having customer classification & historical consumption records
Not Having Sufficient data for authorizing & Taking One time decisions
Lack of Forecasting & Intelligence
Unable to do pattern analysis of sales (Area Wise, Product wise, Class Wise)
7. Activities
- Product Catalog & SKU Management
- Appointing Area Sales Manager & Distributors
- Employee Skills Improvements Through Training
- New Product Launches
- Manage Area Wise Pricing & Promotions
- Ensure Timely Communication across teams and Partners
- Accounting & Tax Management
Pain Points
Not Having Real-time data to measure team & partner Performance
Understanding Consumer buying potential & patterns
High Attrition in the team
Unable to enforce good practices across teams
8. Our Approach
Adopt next Gen Techniques & Technology
to
Systematically Capture ACTIVITIES at real-time,
Address most of the PAIN POINTS,
& enable Collaborative COMMUNICATION
between Sales, distributors, logistics &
management team.
9.
10. Reporting Framework
Weekly/Monthly Results
Streetwise
Area wise
Zone Wise
Area Sales Index
Area Stock Utilization
ARPS
Back/Office Data Centre
Inventory Accounting
“Sales Achievement
Award” for this month
goes to….
OMS
GIS &
Tracking
Survey
Mobile
Sync
BI
Market Research
Printer
GIS - Beat
Planning
Area
Sales
Manager
1. Planning & Organizing
2. Plan Schedule & Execution
Take Orders
No Order
Shelf Analysis
Survey
3. Activity Tracking & Monitoring
4. Distribution Order
Classification of Area/Customers
5. Sales & Market Analysis
