keysuccessfactorinmanagingasalesorganization(ppt39)-銷(xiāo)售管理-閱讀頁(yè)
2024-09-03 12:42本頁(yè)面
【正文】 ful results that can be achieved. 3. It creates a yardstick by which sales anization can measure themselves against others within their office, Region, and Nationally. 4. Sets expectation that everyone can and should do a better job of selling their products. 5. Way of establishing a recognition program based on sales performance. Ranking of Quota Performance (Example) What could be ranked? Current Month YTD (Sept) ? Total Revenue attained (%) 103% 109% ? Product Revenue 1 (%) ? Product Revenue 2 (%) ? Product Revenue 3 (%) ? New Accounts (%) ? New Product Revenue (%) ? Expense Budgets (%) ? Forecasting Accuracy (%) Quota Performance Board Beijing Sales Office Name (Sales Revenue YTD (Sept.)* 1. Dan 138% 2. Allen 131% 3. Rick 119% 4. John 111% 5. Bill 109% 6. Tony 108% 7. William 105% 8. Paul 100% 9. Dick 83% 10. Tom 76% *Could also have a board for designated products How to use ranking to enhance sales ? Publish rankings every month in a news letter ? Rank by Sales office, Province, Region, Nationally ? Use in monthly oneonone meetings as motivation tool. ? Use in monthly sales meetings(office) to recognize sales leaders. ? Make it a positive tool, do not threaten with it. The implied threat is there. ? Use it in performance appraisal process to establish great, good, average, and not acceptable performance. RECOGNITION PROGRAMS RECOGNITION PROGRAMS ? TRIED AND TRUE METHOD OF MOTIVATING SALES ORGANIZATIONS. ? ADDITIONAL TO INCENTIVE PART OF PAY PLAN. ? USED AT ALL LEVELS IN THE SALES ORGANIZATION. – HQ RECOGNITION PROGRAMS YEARLY – REGIONAL RECOGNITION PROGRAMSQUARTERLY – SALES OFFICE PROGRAMSMONHLY ? BUDGET FOR PROGRAMS AT EACH LEVEL. AND REWARDS USUALLY HIGHER FOR HIGHER LEVEL PROGRAMS. ? USUALLY IN THE FORM OF CASH, PRIZES,DINNERS OUT, TRIPS TO RESORTS. TYPICAL RECOGNITION PROGRAMS AT LEVELS IN THE ORGANIZATION ? SALES OFFICE – MONTHLY SALES CONTESTS FOR THOSE WHO COMPLETE SALES GOALS. (IE PENETRATION OF A NEW PRODUCT.) USUALLY PRIZES OR CASH ? REGIONAL OFFICE – QUARTERLY MEETING WHERE SALES LEADERS MEET AND ARE TREATED TO CASH OR PRIZES AND PEER RECOGNITION. ? HQ – YEARLY RECOGNITION CLUB FOR ALL SALES FORCE WHO ACHIEVE 100% OF QUOTA. Recognition Club 100% Club,CEO Club, Achievers Club, HengAn Club ? Establish a special club(name to be determined) for everyone down to the account manager level in the sales anization who achieve 100% of total quota on a yearly basis. This club must be earned each year. Only quota carrying people can earn this reward. Nonquota guests can be invited at the discretion of executive management. This should be kept to a minimum or it diminishes the value of the club to those who have to earn this reward. ? The reward for belonging to this group (remember everyone on quota is expected to achieve it) is a special event sponsored by the Executive level. ? Suggested rewards might include an event for 4 days and 3 nights in a resort setting where a special program(business meeting would be held for 189。 day and recreational activities such as golf, tennis, boating, siteseeing, cultural events etc. would take place). During the business meeting, most of the time would be spent recognizing the sales leaders by region and listening to motivational speeches that will generate new enthusiasm for the current years sales goals. Some limited training could also be done. (Warning this can’t seem like too much work) Remember it is a reward not a work event.. This event would normally take place in the March timeframe every year. Everyone who qualifies receives a lapel pin, signifying membership in the club,. to wear until the club event takes place. It must then be reearned. ? If done correctly this can be a great motivational tool. The sales force will not want to miss being at the event and being a part of a winning team.
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