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Summary

Improvements

Evaluation

CRM and Sales

Automation System

Other Goals and

Training Programs

  • How many accounts generated (turnover percentage)

  • Length of contract

  • Profits generated

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
  • “Interact”

  • Reporting activity

  • ABC Classification
  • Conversion rate of leads

  • Performance metric

  • Quality of referrals

  • Product knowledge and selling skills

Sales Management Practices

INTRODUCTION

  • Sales Forecast

- 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

  • Sales Forecast

- 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

  • Manager Discretion
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