keysuccessfactorinmanagingasalesorganization(ppt39)-銷售管理(參考版)
2024-08-18 12:42本頁面
【正文】 Key success factors in managing a sales anization Initial barriers to creating a more effective sales anization at HengAn ? No history of Sales management culture and processes. ? Little prior investment in training for sales people or managers. ? Little management training in past. Managing people low priority. ? Coaching skills or experience is not evident ? No established roadmap for promotion and advancement. ? Recognition programs have not been used to motivate sales anization ? No salary level differentiation for senior and more experienced sales reps/managers/account managers. ? Generally too low pay to attract high potential college educated people. ? No history of accepted incentive plans that actually reward performance. ? Sales territories are very difficult to control and know what gets sold where. Poaching is endemic to system. ? High turnover at Direct Sales and PCC Level. Key success factors in managing sales anizations 1. Setting an expectation that everyone will make 100% of their plans. 2. Incentive/total pensation plans that are equal to the petition. Insure that planned earnings are achieved by your highly qualified people. 3. Quotas that are attainable and reasonable. That they are aligned with pany marketing objectives. 4. Monthly ranking of performance of the sales anization. Quota boards where sales people are located. Published rankings in all others. People do not want to be on the bottom of a ranked list. 5. Recognition programs that reward performance on a quarterly and annual basis. Peer recognition and belonging to a special group is a very powerful incentive to perform. 6. Monthly oneonone plan status meeting. With gap closure strategies as the oute. Insure monthly focus on results. 7. Establishing sales territories,distributors, and customers in a manner that allows for proper coverage and customer satisfaction activities. Key success factors in managing sales anizations 8. Replace the bottom 10 % of your sales anization every year with more qualified people. Expect to pay more for them. 9. Identifying the key activities at each level of the sales anization that really make a difference in increased sales and customer satisfaction. Create a management drumbeat to check that they are being performed in a timely and appropriate manner. 10. Train, Train, Train, and then train some more. Check to insure that your training has had the desired affect. 11. As you invest in training, make sure you don’t allow this training to go somewhere else. As they bee more valuable, pay them more, or someone else will. Sales Planning Process Account and Territory Planning Forecasting ? First Account/Territory Planning ? Keys to Account Planning – Put your best people in your best accounts and expect much from them. This is a good time to change them since you are changing the way they are expected to interact. (. One price policy.) – Rank your accounts by potential, not history, and assign manpower accordingly. – Determine how your accounts buy from you and what tasks are essential for success. Load manpower to match needs. Account teams are necessary for large distributors and key accounts. – For geographical territories insure that they are arranged for maximum coverage with minimum travel. Look at numbers of customer visits and determine if they are too small or worse to large. Your coverage may not be sufficient to maximize sales. Account/Territory Planning ? Keys to Account Planning – Use different levels of Account Managers for dealing with different levels of distributors and customers. – Account Manager beginning level, new hire – Advanced Account Manager After one year of good results – Senior Account Manager determined by customer responsibility – Key Account Manager Natl. accounts and large distributors. Usually leads a team and has people responsibility. Pay them accordingly and expect more out of them. Use training as one indicator of when they rea
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