1. Sales Management and Sales 2.0

2. 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

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

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

5. 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

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

7. 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.

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

9. 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

10. 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

11. Selling and Relationship Strategies

12. 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.

13. 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

14. Staff vs. Line Positions

15. Sales Organization Alternatives

16. Recruiting and Selecting Sales Talent

17. Recruitment and Selection Process – Planning –

18. 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

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

20. Sales Training Process

21. Ethical Dilemma

22. Directing the Salesforce

23. Directing the Salesforce

24. Directing the Salesforce

25. Directing the Salesforce

26. 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.

27. 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.

28. Ethical Dilemma

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

30. Evaluating Sales Organization Effectiveness

31. Evaluating Sales Organization Effectiveness

32. Evaluating Sales Organization Effectiveness

33. Evaluating Salesperson Performance

34. 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

35. 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

36. Sales 2.0

37. Role Play