keysuccessfactorinmanagingasalesorganization銷售管理(參考版)
2025-05-08 20:37本頁(yè)面
【正文】 Key success factors in managing a sales organization Key success factors in managing sales organizations 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 organization. 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 organizations 8. Replace the bottom 10 % of your sales organization every year with more qualified people. Expect to pay more for them. 9. Identifying the key activities at each level of the sales organization 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 Account Territory Planning Process ? What is Account Planning. – First step in establishing the input from sales for the business planning process. Out put at this stage is a forecast of next years revenue by major product/SKU. New products may or may not be included in this initial forecast. – This forecast is rolled up through the sales offices and Provincial offices and is aggregated at each level for input to the next level of forecasting responsibility. – Expense budgets are used to keep this an honest exercise. Less revenue means less expense budget to spend. – This is truly a bottoms up approach from the account level. Account/Territory Planning Pr
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