MP4 version: https://youtu.be/8MD0bTouFZo The Cornerstones of a Successful Sales Management Process: 1. Sales plan formulation: • Sales strategy (per segment - industry, product, territory) • Setting profit-based sales targets, quotas, sales forecasting. • Demand management, and the writing and execution of a sales plan. 2. Sales plan implementation: • Sales force recruitment and selection (profiling) - recruiting the right people (appropriate profile) to help sell the company’s product. • Sales force training - continuous training on the various products a company offers. It covers things like how hard to sell a customer or more laid back type of selling. • Sales force motivation and compensation - clear job description, effective sales practices, they have personal need for achievement, right incentives or rewards are in place (performance accelerators and boosters). 3. Evaluation and control of the sales force: • Quantitative assessment - input (sales calls, selling expenses) vs. output objectives (meeting sales quota). The sales reporting includes the key performance indicators of the sales force. The Key Performance Indicators indicate whether or not the sales process is being operated effectively and achieves the results as set forth in sales planning. It should enable the sales managers to take timely corrective action deviate from projected values. It also allows senior management to evaluate the sales manager. More "results-related" than "process-related" are information regarding the sales funnel and the hit rate (conversion). Sales reporting can provide metrics for sales management compensation. Rewarding the best managers without accurate and reliable sales reports is not objective. • Behavioral evaluation - attitude, attention to the customer, selling skills, communication encompasses a good evaluation. 4. Salesforce automation and customer relationship management: • Sales force computerization - use of technology to make sales functions more effective and efficient. • Omnichannel customer communication.

1. WORK, LEARN
AND COLLABORATE
SALES
MANAGEMENT
PROCESS

2. THE
OUTLINE
Sales Plan Formulation
Sales Plan Implementation
Sales Force Evaluation and Control
Sales Force Automation and CRM
1.
2.
3.
4.
STEPS

3. DennisAntolin|2020
Sales strategy
Setting profit-based sales target
and quotas, sales forecasting
Demand management, writing
and execution of a sales plan
SALES PLAN
FORMULATION
1.

4. Dennis Antolin | 2020
2. SALES PLAN
IMPLEMENTATION
Sales force recruitment and
selection
Sales force training
Sales force motivation and
compensation

5. Dennis Antolin | 2020
Quantitative assessment
Behavioral evaluation
3. SALES FORCE
EVALUATION
AND CONTROL

6. DennisAntolin|2020
Sales force technology tools
Omni-channel customer
communication
4. SALES FORCE
AUTOMATION
AND CRM

7. STRATEGY IMPLEMENT SUCCESSAUTOMATEMEASURE
Dennis Antolin | 2020
THE CYCLE

8. DennisAntolin|2020
ENABLERS AND
TOOLS

9. The only thing standing
between you and your goal
is the story you keep telling
yourself as to why you can't
achieve it.
- Jordan Belfort
QUOTABLE QUOTE

10. THANK YOU
+63 917 563 0096
M O B I L E N U M B E R
ph.linkedin.com/in/dennis-antolin
L I N K E D I N
Business Development Consultant
D E N N I S A N T O L I N