"name": "COMPONENTS OF INTERNAL ENVIRONMENT", The implementation of the sales program. Paradigms are basic assumptions about reality. Basically, its more complex to improve knowledge-worker productivity. Because of the accelerating pace of change in today's business milieu, ongoing training and professional development of the sales force has never been a higher priority.
Innovation and creativity in working with clients toward business improvements is central to the modern sales role. They establish territories, set sales quotas and train their team to hit the ground running. { Selection, training, and motivating the sales force. Environmental variables are affected and changed by marketing activities, as when new products and promotional programs help to change lifestyles and social values. "name": "CHANGING SALES MANAGEMENT AGENDAS", Salespeople have to be given the knowledge and tools to intelligently manage the customer relationship and customize product applications to individual customer requirements. Digital marketing encompasses all marketing efforts that use an electronic device or the internet. Salesperson\u2019s view of jobs requirements role perceptions.
accounts by category, size, territory, current % penetration and call frequency.
From the 2007 Chally report in the customer s own words: Need#1: Be personally accountable for our desired results. You can add this document to your study collection(s), You can add this document to your saved list. }, 7 Customers are more likely to use digital capabilities for their non-strategic and repeat purchases. "@context": "http://schema.org", }, 5 Need#2: Understand our business. External environment. "width": "800" ", Is it better to switch sales rep equivalent effort to hunting new accounts rather than farming existing ones, which can perhaps be better served by digital channels? Workload balance: Better coverage of clients and prospects, and better market penetration, Sales potential balance: Fairer evaluation of salespeople, improved morale, and maximised sales potential, Travel efficiency: More face-to-face selling time and reduced costs, Minimised disruption: Acceptance by salespeople and customers and lower transition costs, Efficient alignment process: Efficiency in matching the right salespeople with the right customers, Assessing your organisations current level of analytical maturity, Identifying use cases and developing proofs of concept, Defining team structure and ways of working, Defining the roadmap, enablers and success criteria, Creating and articulating the vision and deploying it across the organisation. ", We then measure sales performance by establishing account profitability, by looking into costs to serve and profiling account differences (for example, by territory). Need#5: Be easily accessible. 1-1 McGraw-Hill/Irwin 2008 The McGraw-Hill Companies, All Rights Reserved C H A P T E R ONE Market-Oriented Perspectives Underlie Successful Corporate, Human Resource Management Gaining a Competitive Advantage. "contentUrl": "https://slideplayer.com/slide/11327496/42/images/9/COMPONENTS+OF+EXTERNAL+ENVIRONMENT.jpg", Sales managers have to recalibrate their approaches to securing the best sales talent. Sales managers use their knowledge of a product and proven success in a field to manage a team of sales agents. ", Feel free to get more details in our full Management Challenges for the 21st Century summary.
This calls for a new definition of performance and long-term shareholder interests. Is the category for this document correct. They are also more likely to use digital channels for non-strategic and repeat purchases. The formulation of a sales program. Customers expect a salesperson to advocate for them inside the vendor firm, navigating through internal processes and bureaucracy to solve customer problems and meet customer needs. "contentUrl": "https://slideplayer.com/slide/11327496/42/images/10/COMPONENTS+OF+INTERNAL+ENVIRONMENT.jpg", Sales managers must stay abreast of changing consumer preferences, tastes and preferred means of communication. Sales Management activities. For smaller value customers, pure digital may make the most sense. Personal characteristics. Book Summary Management Challenges for the 21st Century, Management Challenges for the 21st Century, Psychology, Economics, Sociology & General.
The evaluation and control of the sales program. Need#6: Solve our problems. Company attributes: To address who the customer is, for example SIC codes, site of company, and catchment area of that business (retail outlet, coffee shop etc. Did you find mistakes in interface or texts? Mapping the as is state helps us understand: Our proprietary sales force analytics suite of applications takes a detailed approach to mapping as is sales efforts by channel, geography, product, and account, allowing us to optimise your sales at each level. "description": "External and internal (organizational) environmental factors influence sales managers in four basic ways. Sales representatives should know the rewards of hitting a target and the consequences for missing a goal. The evaluation and control of the sales program. }, 10 Focus on your share of customers disposable income (and if its increasing/decreasing). Its very important for us! Account Management Policies.
What is then the right approach towards sales force sizing and allocation to provide product information, e-detailing, e-CRM, and online ordering, in an age of AI-powered chatbots? They travel frequently to local, regional and national headquarters. Sales managers must facilitate the sales role by knocking down organizational impediments to salesperson-client partnerships. The evaluation phase involves developing methods for monitoring and evaluating sales force performance through appropriate metrics. Has my organisation adopted the right processes for effective sales management? As customers move from initial research into the evaluation and consideration phase, digital tools that provide information such as a comparison tool or online configurator can be combined with face-to-face interactions with a sales rep or telesales. Other challenges in sales and marketing include satisfying customers, dealers and distributors. 2022 SlidePlayer.com Inc. All rights reserved. [Note: Managing oneself is about using the questions above to gain the essential insights you need to take charge of your career as a knowledge worker. Read The Effective Executive summary on the key behaviors you need to lead knowledge workers (yourself included) effectively . Need#6: Solve our problems. Organizations should make decisions based on global economic competitiveness, not local/ political considerations. A repeat purchase now can be a complete digital exercise, and pre-sales is often digitally conducted research, resulting in the role of the sales rep to sit at a sweet spot in the customer journey. Balance between the need for change vs continuity (or stability). Salesforce, Marketo) are all examples of impactful technology enablers.
The next stage of the process is converting these critical factors into a step-by-step plan for optimising sales force size, design, and allocation. It will no longer be about technology or systems, but how we interpret, organize and use information make better decisions, manage risks and create value. An example when the government declares the sale of a product to be illegal or when a well-entrenched competitor makes it unattractive for the firm to enter a new market.
COMPONENTS OF EXTERNAL ENVIRONMENTEconomic (GDP, Disposable Income, Competition, distribution, channels, etc. Changes in the environment can create new marketing opportunities for an organization, as when a new technology allows development of new products. "contentUrl": "https://slideplayer.com/slide/11327496/42/images/3/CHANGING+CUSTOMER+NEEDS+DRIVE+CHANGES+IN+SALESPEOPLE%2FCont%E2%80%A6jpg", Evaluation and control of sales force performance Chapter 2: Strategy and Sales Program Planning.
Need#3: Be on our side. Sales managers have to recalibrate their approaches to securing the best sales talent. Helping students succeed has been her passion while serving in many areas of student affairs and adjunct teaching. The 2007 Chally report identifies the following areas of sales management focus: Creating a customer-driven culture. The Marketing Environment Chapter The Marketing Environment Marketing Environment: The actors and forces outside marketing that affect marketing. Given the real-time nature of managing today s customer relationships, sales managers have to ensure the sales force is capable of leveraging the right technology at the right time in the process. Best practices benchmarking and continuous process improvement are now concepts that must be understood and mastered. "name": "SALES MANAGEMENT PROCESS",
"@context": "http://schema.org", Marketing strategy. Today's salesperson must think well beyond product features to understand and affect customized product applications. Traditionally, the sales force has among the least understood organizational functions by others in the firm and mostly resided in its own silo. Developing enabling information technology. Recruiting and selecting the right sales talent. Sales teams can leverage digital channels such as search engines, social media, email, and their websites to connect with current and prospective customers. With smaller sales teams it is always important to see sales force costs as an investment to be optimised, and not as one to be minimised. Re-optimising your sales teams for the future requires an initial as is assessment of your sales organisation. Clients want to work with a real partner who takes as much ownership of the outcomes as they do. Sales force organization. Sales executives organize and plan the company's overall personal selling efforts and integrate these with the other elements of the firm's marketing strategy. Changes in customer needs and the resulting recasting of the sales role have created a concurrent shift in emphasis among benchmark agenda items of sales managers in world-class sales organizations. "contentUrl": "https://slideplayer.com/slide/11327496/42/images/7/An+overview+of+sales+management.jpg", "width": "800" Business development and sales are two important aspects of the selling life cycle and while it can be easy to focus on one over the other neither should be neglected. The emergence of electronic commerce software, for instance, enabled HP to develop solutions to problems such as security, design, and flow or data over the internet, some of the more important challenges that customers face. Modified over 5 years ago, 1 "@context": "http://schema.org", In the 20th century, managements critical focus was on improving manual workers productivity using production equipment. Force Management. (New-product technologies, changing information, communication technology, etc.) Technology-driven enablement is crucial for building a next generation sales force. Sales reps can then use this information to tailor future interactions. Social and cultural (Changing population demographics, culture diversity, ethical values, etc Sales Force Management The Firm This book was published in 1999, just before the turn of the millennium. An overview of sales managementThe environment Marketing strategy Sales Management activities Determinates of the salespersons performance Outcomes Control External environment Internal (organizational) environment Marketing Activities Account Management Policies Sales force organization Sales planning Deployment Supervision Selection, training, and motivating the sales force Salespersons view of jobs requirements role perceptions Personal characteristics Performance . In the past, products, services and solutions were sold either by traditional face-to-face interactions or via a telesales team. "@context": "http://schema.org", "@context": "http://schema.org",
As one customer said, "There is a lot of value in companies like HP offering to help customers put up electronic commerce sites.". "description": "Research and development and technological capabilities. Is there an opportunity to redesign my sales teams, and territories to improve efficiency? Goals, Objective and Culture. Environmental variables are affected and changed by marketing activities, as when new products and promotional programs help to change lifestyles and social values. "description": "The environment. "@type": "ImageObject", "@type": "ImageObject", Is customer segmentation optimised to maximise rep ROI? Use piloting to introduce changes, since breakthrough ideas and solutions cant be validated through conventional market research or modelling. In a digital world, the sales rep becomes a specialist and expert in the pre-sales and product demonstration process. The 2007 Chally report identifies the following areas of sales management focus: Creating a customer-driven culture. { Internal (organizational) environment. The emergence of electronic commerce software, for instance, enabled HP to develop solutions to problems such as security, design, and flow or data over the internet, some of the more important challenges that customers face. The sales program should consider the environmental factors faced by the firm. In this free version of the Management Challenges for the 21st Century summary, well give a quick overview of the 6 key challenges for managers. But what we observe in our work at OC&C is that these boundaries are fuzzy. When considering alternatives we assess the need for product, market or activity specialisations across the sales process, as well as how the structure will fit into an Omni channel sales ecosystem, for example: Is the role of the sales rep now different with the availability of digital channels and different modes of reaching customers for more basic product information and ordering? In developed countries, large portions of public-listed corporations are now owned by pension/mutual funds investing peoples retirement funds. How should their up-sell and x-sell the customer, using a Netflix style recommendation engine? Big companies like Merck and Microsoft have been laying off thousands of sales reps. "width": "800" Engaging customers in the future will require a multichannel sales strategy powered by smart digital investments, which caters to different needs of first-time and repeat customers. One of the most challenging responsibilities of a sales manager is recruiting and retaining a top-notch team. Do get more details from our complete book summary bundle in text, infographic, and audio formats! The key question to ask is whether you need a large number of sales reps. For sales professionals and leaders, digital technologies have opened up new ways of connecting with and influencing prospects without the need for face to face calls. Developing enabling information technology. { Today's salesperson must think well beyond product features to understand and affect customized product applications. COMPONENTS OF INTERNAL ENVIRONMENTResearch and development and technological capabilities Human Resources Service capabilities Financial Resources Production and Supply chain capabilities Sales Force Management The Firm Goals, Objective and Culture Because of the accelerating pace of change in today's business milieu, ongoing training and professional development of the sales force has never been a higher priority. Find your second career by moving to a different environment, starting a parallel career, or becoming a social entrepreneur. Despite the overuse of the word "solutions" in reference to client offerings (goods or services), the metaphor of salesperson as physician who diagnoses, prescribes, and resolves client issues-not just sells them products-is a valid one. Managers play a vital role in organizing their teams/resources to suit the task at hand, bringing out the best in each person, and figuring out how to create the greatest customer value across the entire economic value chain (regardless of geographical boundaries). Segment specific profiling plan, for example segment penetration, call frequency, cycle plans, implications for sales force sizing, structure, allocation, territory re-design, span of control, manager allocations etc. Sales managers often work evenings and weekends answering emails and phone calls. Lets take a close look at how to re-design a 21st Century sales force for the digital age. Recently ABInbev said it would eliminate 300 sales jobs from its craft beer business in the US. Mainstream Market for Products produced by Micro Entrepreneurs and means to sell in Larger Market Place.
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