Sales Management 2.0The current marketplace has become a catalyst for change in sales and sales management. Sales teams need to be more responsive and adaptable than ever before. Sales Management 2.0 helps the experienced sales manager improve rep effectiveness, drive more revenue from existing resources and scale the sales organization to meet company objectives. Sales Management 2.0 builds on existing management skills to improve accountability, reduce dependency on a few and get better insight into current potential and limitation. Being both evolutionary and revolutionary, it challenges many current assumptions regarding sales management and provides new concepts to build a sales force that can deliver in difficult times and adapt to market conditions. |
Contents
Better insight into sales potential and limitation | |
Determining your unrealized potential | |
Creating the basis for accountability | |
The critical measurements of effectiveness and accountability | |
Common terms and phrases
achieve Actionable Communications activity and effectiveness aligned to company areas Average Deal Average Deal Size Average Sales Price Balance of Performance Balanced Performance behaviors Benefit From Improvement better Bottom Tier Business Objectives cold calling company objectives competition Creating a personal Cross-Sell Currently Getting distractions Empowerment Proposition excuses focus Getting It Benefit Implementing Sales Management Improvement Priority Insight Report Last Month's Objective leads Major Accomplishment Manage Average Selling Managing Expectations Mark Bennett Mark Palmer meeting objectives Middle Tier month opportunities overall revenue Pepperdine University Phase positive example Predictable prospect quota rep activity rep efforts rep level Rep Report Samples rep total Report real issues research has shown responsibility revenue contribution Sales Cost Sales Execution Model Sales Execution Plan sales force Sales Management 2.0 sales model sales organization Sales Performance sales process sales skills scalability selling price sufficient activity Sun Microsystems Team Success Top Tier reps total revenue uncover motivations Up-Sell