Sales Management and Sales 2.0

Learning Objectives L 1 L 2 L 3 Discuss the key considerations in developing and implementing effective sales strategies. Understand the recruitment, selection, and training processes involved in developing the salesforce. Identify key activities in directing the salesforce by leading, managing, supervising, motivating, and rewarding salespeople. L 1 L 2 L 3

Learning Objectives L 4 L 5 Explain the different methods for evaluating the performance and effectiveness of sales organizations and individual salespeople. Describe how sales organization are using Sales 2.0 to co-create value with customers. L 4 L 5

Sales Management Process Defining the Strategic Role of the Selling Function Developing the Salesforce Directing the Salesforce Determining Salesforce Effectiveness and Performance

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

Sales Management Positions (Example) Vice President of Sales Regional Sales Manager Field Sales Manager

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.

Sales Management Best Practices Implement formal sales and relationship-building processes. ___________________________________ to learn about customers. ______________________________________, especially marketing.

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

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. Groups of Customers Individual Customer Customer Encounters 1 2 3

Selling and Relationship Strategies

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.

Sales Structure Issues The degree to which each salesperson could perform all the selling tasks. Specialization The degree to which authority and responsibility are placed at higher management levels. Centralization The number of individuals who report to each sales manager Span of Control

Staff vs. Line Positions

Sales Organization Alternatives

Recruiting and Selecting Sales Talent

Recruitment and Selection Process – Planning –

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

Recruitment and Selection Process – Evaluating – __________ Screening Interviews ___________ Role Plays Written Questionnaires Ride-Alongs Background Checks

Sales Training Process

Ethical Dilemma

Directing the Salesforce

Directing the Salesforce

Directing the Salesforce

Directing the Salesforce

The Role of Power Sources Advice _________ 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.

Communication and Coaching ______________________________. Seek feedback. Use persuasion and promises. Establish a team approach. ________________________________. Ensure salespeople diagnose success as well as failures. _________________ _________________. Follow-up on coaching sessions. ___________________. Coaching: Focus on continual development of salespeople through provision of feedback and serving as a role model.

Ethical Dilemma

Determining Salesforce Effectiveness and Performance Sales organization structure, strategies, deployment, management, and uncontrollable environmental influences also impact sales organization effectiveness.

Evaluating Sales Organization Effectiveness

Evaluating Sales Organization Effectiveness

Evaluating Sales Organization Effectiveness

Evaluating Salesperson Performance

Criteria for Evaluating Salesperson Performance _________________________ 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 of the actual sales results salespeople achieve (e.g., sales quota, market share gain, etc.). Evaluation Methods Should Possess: Reliability Validity Standardization Practicality Comparability Discriminability Usefulness

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

Sales 2.0

Role Play