Sales Management 2.0: Managing in the Sales 2.0 Environment
The 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.
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About the Implementation
The Process of Sales Management 20
Sales Execution Plan
Aliging Organizational Support
The Seven Metrics
Sales Management 20 Step by Step
Accountability for Success achieve acknowledge all communications Actionable Communications align sales aligned to company areas average deal average selling price Balance of Performance Bottom Tier Business Objectives cold call company objectives company’s Creating a personal Currently Benefit distractions Empowerment Proposition focus forecast Getting It Improvement Implementing Sales Management Improvement Priority Insight Report Last Month’s Objective leads Manage Average Selling Manage Close Ratio Mark Bennett Mark Palmer meeting objectives Middle Tier Month’s Major Issues Objective Accomplishment Rep outcome overall revenue Pepperdine University Phase positive example potential and limitation predictable quota rep activity rep efforts rep level Rep Report Samples rep total Report real issues research has shown responsibility revenue contribution Sales Cost sales efforts Sales Execution Model Sales Execution Plan Sales Force Balance Sales Management 2.0 sales model sales organization sales process sales skills scalability Seven Metrics sufficient activity Sun Microsystems total by revenue total revenue uncover motivations