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Sales
Management and
Sales 2.0
Learning Objectives
L 1
Discuss the key considerations in developing
and implementing effective sales strategies.
L 2
Understand the recruitment, selection, and
training processes involved in developing the
salesforce.
L 3
Identify key activities in directing the salesforce
by leading, managing, supervising, motivating,
and rewarding salespeople.
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Learning Objectives
L 4
Explain the different methods for evaluating
the performance and effectiveness of sales
organizations and individual salespeople.
L 5
Describe how sales organization are using
Sales 2.0 to co-create value with customers.
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Sales Management Process
Defining the
Strategic
Role of the
Selling
Function
Developing
the
Salesforce
Directing the
Salesforce
Determining
Salesforce
Effectiveness
and
Performance
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Sales Management Process
• ______________________________________
– Salesforce structure
– Sales strategies
• _________________the Salesforce
– Recruiting and selecting sales talent
– Establishing training strategies/programs
• _________________ the Salesforce
– Setting salesforce goals and objectives
– Implementing incentive programs
– Overseeing and coaching salesforce
• Determining Salesforce _______________ and
_______________
– Establishing and administering
evaluation measures & systems
– Providing feedback for future
development
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Sales Management Positions (Example)
Vice President
of Sales
Regional Sales
Manager
Regional Sales
Manager
Field Sales
Manager
Field Sales
Manager
Field Sales
Manager
Field Sales
Manager
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Sales Management Best Practices
• ________ a customer-driven culture throughout the
sales organization and firm.
• Recruit and _______________sales talent.
• __________________the right skill set.
• Focus on key strategic issues
by segmenting accounts in
meaningful ways and
providing differentiated
offering to find, win,
and retain customers.
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Sales Management Best Practices
• Implement formal sales and relationship-building
processes.
• ___________________________________ to learn
about customers.
• ______________________________________,
especially marketing.
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Developing and Implementing
Effective Sales Strategies
________
________
________
Classification of
accounts into
categories
_________
_________
Type of
relationship
sought for each
category
_________
_________
Develop selling
approach for
each type or
relationship
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Developing and Implementing
Effective Sales Strategies
______________– Involves the planning of sales
messages and interactions with customers.
Selling strategy can be defined and executed at
three levels.
Customer
Individual
Customer
Groups of
Customers
Individual
Customer
Encounters
Customer
Encounters
Customer
Encounters
Customer
Encounters
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Selling and Relationship Strategies
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Sales Channel Strategy
Determination of ___________________
_________________when executing the sales
effort. Options include a company salesforce
(individual or teams), industrial
distributors, independent
representatives, internet,
telemarketing, and so forth.
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Sales Structure Issues
Specialization
• The degree to which each salesperson could perform
all the selling tasks.
Centralization
• The degree to which authority and responsibility are
placed at higher management levels.
Span of Control
• The number of individuals who report to each sales
manager
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Staff vs. Line Positions
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Sales Organization Alternatives
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Recruiting and Selecting Sales Talent
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Recruitment and Selection Process
– Planning –
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Recruitment and Selection Process
– Locating –
• Career/Job Fairs
• College Career Centers
• On-line Career Sites
(e.g., Monster.com and Careerbuilder.com)
• Internal (e.g., employee referral)
• Employment Agencies
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Recruitment and Selection Process
– Evaluating –
• __________ Screening
• Interviews
• ___________
– Role Plays
– Written
Questionnaires
– Ride-Alongs
• Background Checks
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Sales Training Process
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Ethical Dilemma
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Directing the Salesforce
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Directing the Salesforce
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Directing the Salesforce
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Directing the Salesforce
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The Role of Power
_________
• Don’t be reluctant to use any form of
power.
_________
• Be careful not to overuse the power of
position or punishment.
_________
• Avoid rewarding all desired job
outcomes or behaviors.
_________
• Enhance power through learning and
establishing a good working relationship
with subordinates.
_________
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Communication and Coaching
•
•
•
•
•
•
Coaching:
Focus on
continual
development of
salespeople
through provision
of feedback and
serving as a role
model.
______________________________.
Seek feedback.
Use persuasion and promises.
Establish a team approach.
________________________________.
Ensure salespeople diagnose success as
well as failures.
• _________________
_________________.
• Follow-up on coaching
sessions.
• ___________________.
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Ethical Dilemma
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Determining Salesforce
Effectiveness and Performance
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Sales organization structure, strategies, deployment, management, and
uncontrollable environmental influences also impact sales organization
effectiveness.
Evaluating Sales
Organization Effectiveness
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Evaluating Sales
Organization Effectiveness
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Evaluating Sales
Organization Effectiveness
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Evaluating Salesperson Performance
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Criteria for Evaluating
Salesperson Performance
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_________________________
Evaluation of the activities salespeople perform in
the generation of sales and in completing non-selling
responsibilities (e.g., training, product
demonstrations, sales calls, etc.).
Evaluation
Methods
Should
Possess:
• Reliability
• Validity
• Standardization
• Practicality
• Comparability
• Discriminability
• Usefulness
_________________________
Evaluation of the actual sales results
salespeople achieve (e.g., sales quota,
market share gain, etc.).
Sales 2.0
The use of customer-driven processes enabled by
the latest Web technology to co-create value with
customers.
CRM
Social Networking
Cloud Computing
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Sales 2.0
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Role Play
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