© 2015 Routledge Taylor & Francis Group

Sales PerformanceSession 1

Sales Management – analysis and decision making by Ingram et. al.

Edited by Jakob Helnæs

© 2015 Routledge Taylor & Francis Group

U.S. companies spend more than $800 Billion on salesforces

500 Largest U.S. Salesforces employ 24 million salespeople

Salespeople for the 200 largest companies generate over $6.4 Trillion in sales.

Sales matters!

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The ”good old days”

Now• Limited selection• Few (and local)

competitors• Limited information• Hard to acquire

information

• Wide selection• Many (and global)

competitors• All the information

you can dream of• Very easy to access

information via the internet

Situation for buyers

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All this leads to

Challenges in the Sales Organization

Buyers are• More Demanding• Better Prepared• More Skilled• Expecting More

How we deal with it© 2015 Routledge Taylor & Francis Group

Sales Management Response

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© 2015 Routledge Taylor & Francis Group

The Best Sales Organizations:• Create a customer-driven culture

throughout the sales organization and firm.

• Recruit and hire the best sales talent

• Train and coach the right skill set

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The Best Sales Organizations:• Focus on key strategic issues by:

– segmenting accounts in meaningful ways– providing differentiated offerings

• Implement formal sales and relationship-building processes.

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The Best Sales Organizations:• Use information technology effectively to learn

about customers.

• Integrate sales with other business functions, especially marketing.

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Effective Sales Managers• Role Models• Mentors• Trustworthy• Responsive• Positive• Enthusiastic• Involved• Motivate and Develop

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Sales Management Model

© 2015 Routledge Taylor & Francis Group