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Sales Force (Sales force planning considerations (Efficiency &…
Sales Force
Sales force planning considerations
Skills & knowledge
Management structure
Business requirements
Efficiency & Effectiveness
Lead management
Time and value considerations
High value.. short time, longer time
Low value.. short time, longer time
Lifeblood of sales organizations
Pipelinemanagement
Aim is to increase high potential leads and improve conversion
What comes in between conflicting priorities, use of effective tools, lack of appropriate metrics & incentives
Sales cycle (definition, metric)
Portfolio selling (shop mix)
Optimizing breadth of product knowledge
Leverage customer base
Account management approach is an advantage
Challenges: defining succes drivers/incentives and extended selling vs. fast closing
Sales force deployment
Right-sized & effective sales force
Where is the demand? Workload balancing
Servicing the market vs keeping costs aligned
Sales management
Customer requirements
Always remember:
Change is constant: plan, revise, re-plan
Customer sits in the center of this change
One size does not fit all
Processes and tools should be in place to capture what is changing, what needs to be changed
Effective sales force
Key benefits
Comprehensive approaches to motivate and compensate the sales force
Managing a dynamic sales force in the face of increasing product, consumer and market complexity
Making the sales force a key source of sustainable competitive advantage for the organization
Beneficial
Innovative training and sales incentives
Impedimental
Lack of opportunity for top performers
Unevenly distributed sales territories
Too much time devoted to paperwork
Sales force effectiveness framework
Enlighteners
: customer knowledge (know-how) necessary to succeed - customer research, targeting, data and tools, customer relationship management
Exciters
: to be motivated and inspired to succeed: culture, leadership, compensation and incentives, motivation programs, meaningful work
Shapers
: skills, capabilities, and values to succeed - recruiting, training, coaching, culture formation, leadership, sales managers, compensation and incentives
Controllers
: to have their activities directed in appropriate ways - culture, sales managers, compensation and incentives, performance management and measurement, goal setting and forecasting, coordination and communication
Definers
: clear roles and territories - sales force design, structure and roles, sales force size, territory alignment
What is sales force?
Sales force is the division of a business that's responsible for selling products and services
The role of the sales force is becoming increasingly important as markets become more competitive, products commodities, and companies focus more on organic growth
A sales force is a group of people that handles the sales process, from reeling in the customers to management the movement of the product
A well-adaptive sales force is a primary competitive edge for businesses