salesfastproject(ppt)-銷售管理-資料下載頁
2025-08-05 12:32本頁面
【導(dǎo)讀】Salesforcetraining. Majoropportunities. Cisco,Sun,Siebel. Cisco,Sun,Siebel,Dell. Siebel&Enron. GECapital. Dell. Matrixedapproach-DellUniv.,HRsalestraining,productmarketing. Oracle. Enron. SunMicrosystems. Siebel. Cisco. Systemsengineers(productexperts)-Web,traininglunches,specialization. Cisco,Sun,Siebel(possiblyEnron,Dell). Arrangelivevisits
【正文】 a startup. Selected notes: incentive design ? Stock incentives to retain and motivate all employees at bestinclass ? Cisco, Siebel, Sun ? Aggressive pensation plan tied to customer satisfaction and profitability ? Cisco, Sun ? Many need to pete with dot resource drain adjusting pensation ? Boeing, Oracle, Siebel Selected notes: incentive design ? GE Capital ? Sales reps know exactly what GE and they are making on each sale ? Sun Micro ? Designing customer satisfaction metric for pensation formula ? Focusing revenue metrics toward linear bookings ? Enron ? Tiered pensation to maintain profitability ? Maximize behavior by clear definition with high overachievement p ? Retention is not a major issue high growth ? Cisco ? Gives out options like a startup ? All employees have equity stake ? Customer satisfaction tied to pensation for all employees ? Retention is not a major issue high growth Selected notes: anizational design ? Bestinclass panies have a clear sales champion that reports to CEO ? Cisco, Siebel, Sun, Enron, Airbus ? Almost every pany has an SVP of worldwide sales or the equivalent ? Oracle, Sun, Cisco, AdTranz, Enron, Bombardier, Boeing, Airbus ? Frequently reanizing to meet new market and customer demands ? Cisco, Sun, AdTranz Major areas of opportunity ? Expand use of technology to enable sales force ? Systems to reduce transaction processing / time away from customer ? Elearning ? CRM Take brunt of service details off sales force shoulders ? Webbased sales tools and product information ? Change Management ? Shape and standardize product materials based on needs of sales force ? Drive speed of use and customization to customer audience ? Expand sales force feedback into marketing, product info. and training ? Expand mentoring to leverage knowledge of veterans ? Expand consulting and relationshipbuilding capabilities ? Hire and deploy skill set ? Leverage hired guns to mentor account managers ? Build relationships with bestinclass panies ? Ongoing source of innovations for sales force effectiveness ? Identify and execute next leaps in productivity before petition ? Cisco, Sun, Enron, Siebel, Dell
研究報(bào)告相關(guān)推薦
鄂ICP備17016276號-1