sales-management.ppt

1、Strategy, Sales, 50% -100% quota = 2x%; quota = 3x% Stock options less important Presidents Club Top reps pay CEOs Measurable PPC MVT),B2B Sales Management Predicting the FutureThe Funnel,Visitors,Prospects,Leads,Opts,B2B Sales Management 101 - Predicting the Future The Forecast,B2B Sales Management

2、 101 - Other,Accounts Reviews Recruiting (profile) Territory Distribution Compensation Plans Sales Rep Development Sales Process creativity is more important than product knowledge.” “The only single truth that seems to be holding true for all sales forces is that they have to create value for custo

3、mers if they are to be successful. Just communicating the value inherent in their products isnt enough.” “Its a risky strategy in a consultative sales to go to a senior-level decision maker before thoroughly understanding the issues and problems where you can create value. Most good consultative sal

4、espeople will first do their homework by working with those influencers in the buying organization who have the best knowledge of the problems and opportunities where the selling organization hopes to create value.” Quotes from “Rethinking the Sales Force.” Neil Rackham & John DeVincentis,B2B Sales

5、Case Study: Groove Networks,P0: Evaluation,P1: Validation,P2: Initial Rollout,P3: Enterprise Rollout,REVENUE,COST OF SALE,B2B Sales Case Study: Groove Networks,2 months,2-3 months,6 months,ongoing,B2B Sales Case Study: Groove NetworksQ1 (P)hase Movement,P1s Lowe $46K ESP $50K AMEX $40K Mattel $35K Intermec $22K,P2s HP Mktg$770K OCPA$691K Siemens$111K SAIC$142K Praxair$100K Novartis$86k VLH$522K Army $154K HP C&I $106K KPMG $100K,P0s SPAWAR $18K H