5. SALES MANAGEMENT PRACTICES
Understand and develop customer needs.
Develop trust in the client relationship
Know your customer
Full knowledge of capabilities and customer
applications and the ability to bring to bear
internal or external resources in service to the
customer
Manage competitive threat over the course of an
opportunity pursuit
6. SALES MANAGEMENT PRACTICES
Accountability
Coaching
Motivating
Recruiting
Growing the Sales Force Personally
7. Lead Generation
Preparation of sale
IT Sales Cycle
Meeting the customer
• Introduction of our
Company
• Presentation of the
products and offerings
Closing
Follow up
8. CHALLENGES IN IT SALES
know enough about the customer's business
analyze the political structure and align with those
who have the greatest influence on the decision
competitive dimension
learn to identify the strategies
most attractive solution
9. SALES HIERARCHY
ALL INDIA SALES
MANAGER
REGIONAL SALES
MANAGER
AREA SALES
MANAGER
SALES
REPRESENTATIVE
10. ROLES AND RESPONSIBILITIES
Procuring business
Maintaining business relationships with
clients
Sustaining a high level of customer
service
Managing requests for quotes (RFQs)
Overseeing all submittals
11. COMPENSATION MANAGEMENT
ESOP’s or Employee Stock Options plans
Transportation
Medical allowance
Allowances for furnishing one’s house.
Group medical insurance.
Recreational allowances
12. SALES PERSONNEL EVALUATION
Set sales force
objectives &
determine sales
strategy
Set
performance
standard
Measure
results &
compare
with
standards
Take
action
13. TWO MAIN TYPES
Quantitative criteria Qualitative criteria
number of new customer characteristics,
obtained Behaviour
sales volume, results of salesperson
average sales calls per which can't express in
day, number and the quality of
gross profit these criteria may depend
on subjective evaluation
by product/customer,
of reviewer.
sales orders.
14. SALES EVALUATION
Input based system Output based
system
RESULTS
BEHAVIOUR
SALES Sales revenue
Calls Sales growth
EVALUAT
Reports Sales/Quota
Complains
ION Sales/potential
Demonstrations New accounts
Dealer meetings Contribution
Display setup margin
Travel expense Contribution
percentage
