1. Changing World of Sales Management

2. 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.

3. Challenges in the Sales Organization
Buyers are
More Demanding
Better Prepared
More Skilled
Expecting More

4. Sales Management Response

6. 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

7. 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.

8. The Best Sales Organizations:
Use information technology effectively to learn about customers.
Integrate sales with other business functions, especially marketing.

9. Effective Sales Managers
Role Models
Mentors
Trustworthy
Responsive
Positive
Enthusiastic
Involved
Motivate and Develop

10. Sales Management Model