1. The Changing World of Sales Management
Module One
The Changing World of Sales Management

2. Sales Management Model
Describing the Personal Selling Function
Defining the Strategic Role of the Sales Function
Developing the Sales Force
Directing the Sales Force
Determining Sales Force Effectiveness and Performance

3. Sales Management Trends
From To
Transactions
Relationships
Individuals
Teams
Sales Volume
Sales Productivity
Management
Leadership
Local
Global

4. Sales Teamwork Approaches
Relatively permanent, customer-focused group
Relatively temporary, transaction-focused group
Core Selling Team
Selling Team
Membership determined by job assignment to a specific buying organization
Membership determined by involvement in particular sales transaction
One team per buying unit
One selling center per sales opportunity

5. Sales Teamwork Approaches
Membership relatively stable
Membership very fluid
Core Selling Team
Selling Team
Characteristics of team depend on characteristics of buying organization
Characteristics of team depend on characteristics of sales opportunity
Mission is strategic with respect to the buying organization
Mission is tactical with respect to the sales opportunity

6. Leadership Trends Yesterday Today Natural resources defined power
Knowledge is power
Leaders commanded and controlled
Leaders empower and coach
Leaders were warriors
Leaders are facilitators
Managers directed
Managers delegate

7. Effective Sales Managers:
Utilize a Strategic Perspective Focused on Customers
Attract, Keep, and Develop Sales Talent
Leverage Technology