Summary
Improvements
Evaluation
CRM and Sales
Automation System
Other Goals and
Training Programs
- How many accounts generated (turnover percentage)
Intangibles
Evaluation/Compensation method don’t match the companies “reputation” goal.
- Relationships with customer
- Professionalism
- Ethics
- Sales Forecast
- Sales Force Organization
- Compensation
- Evaluation
- Company Goals
- Training
- CRM & Sales Automation System
- Product knowledge and selling skills
Sales Management Practices
INTRODUCTION
- Number of accounts opened-multiple regression
-Amount of revenue received yearly through each contract
- Establishing the budget for costs/expenses of the sales force
- Organization of sales force
- Establishment of Sales Quotas
- Multinational banking and financial services corporation
- Clients in 150 countries & 99% of Fortune 500 Companies
- Merchant Services offers flexible credit acceptance options, enabling access to a variety of point-of-sale (POS) solutions
Conclusion
Questions?
Improvements
Ravina Mutha, Freddy Orange
Stephanie Williams, Oscar Zamorano
- Check statistical values of multiple regression
- Use leading indicators
- Run multiple regression for predicting amount of revenue
not trend projection
- Establishing expense budget
- Involve regional sales managers
- Set account priorities based on sales funnel
- Team working and customer information training
- Consultative relationship
How?
Compensation
Company Goals
- Salary
- Incentives
- Accelerators (focused sales)
Profits
- Number of sales
- Value of sales
Reputation
- Customer satisfaction
- Image
- Ethics
- Change the criteria for accelerated rate at 115%
- Customer Relation Score must be at least 4
- will you do business with us again
- did the salesperson understand all your needs
- was the salesperson professional