Post on 12-Jan-2017
© 2015 Routledge Taylor & Francis Group
Sales PerformanceSession 1
Sales Management – analysis and decision making by Ingram et. al.
Edited by Jakob Helnæs
© 2015 Routledge Taylor & Francis Group
U.S. companies spend more than $800 Billion on salesforces
500 Largest U.S. Salesforces employ 24 million salespeople
Salespeople for the 200 largest companies generate over $6.4 Trillion in sales.
Sales matters!
© 2015 Routledge Taylor & Francis Group
The ”good old days”
Now• Limited selection• Few (and local)
competitors• Limited information• Hard to acquire
information
• Wide selection• Many (and global)
competitors• All the information
you can dream of• Very easy to access
information via the internet
Situation for buyers
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All this leads to
Challenges in the Sales Organization
Buyers are• More Demanding• Better Prepared• More Skilled• Expecting More
How we deal with it© 2015 Routledge Taylor & Francis Group
Sales Management Response
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© 2015 Routledge Taylor & Francis Group
The Best Sales Organizations:• Create a customer-driven culture
throughout the sales organization and firm.
• Recruit and hire the best sales talent
• Train and coach the right skill set
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The Best Sales Organizations:• Focus on key strategic issues by:
– segmenting accounts in meaningful ways– providing differentiated offerings
• Implement formal sales and relationship-building processes.
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The Best Sales Organizations:• Use information technology effectively to learn
about customers.
• Integrate sales with other business functions, especially marketing.
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Effective Sales Managers• Role Models• Mentors• Trustworthy• Responsive• Positive• Enthusiastic• Involved• Motivate and Develop
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Sales Management Model
© 2015 Routledge Taylor & Francis Group