• Sales is a strategic issue
• 33 min
  1. The changing role of salespeople

  • Prof. Bill Donaldson
• 41 min
  2. Strategic customer management: sales is a strategic issue

  • Prof. Nigel Piercy
• 53 min
  3. Understanding the sales process: selling in the 21st century

  • Mr. Harry Macdivitt
• Sales and marketing drive customer value
• 28 min
  4. Ending the war between sales and marketing

  • Mr. Andrew Turnbull
• 36 min
  5. Clarifying the roles of marketing and sales

  • Dr. Kenneth Le Meunier-FitzHugh
• 51 min
  6. World class key account management

  • Prof. Lynette Ryals
• Sales performance improvement is the priority
• 41 min
  7. Understanding the link with Customer Relationship Management (CRM)

  • Dr. Pravin Balaraman
• 51 min
  8. Sales force performance management

  • Dr. Régis Lemmens
• 36 min
  9. How sales and sales management are changing

  • Ms. Beth Rogers

Printable Handouts

PDF

Navigable Slide Index

1. Introduction
2. What is sales force performance management?
3. Talk objectives
4. Sales person's & sales force performance
5. Organisational variable
6. What type of customers do we do business with?
7. Organisational variable (2)
8. What are the different types of sales people?
9. Sales person profile: the closer
10. Sales person profile: the consultant
11. Sales person profile: the relationship builder
12. Sales person profile: the display sales person
13. Organisational variable (3)
14. Selling models
15. The Run-Score Model
16. The Funnel Model (1)
17. The Funnel Model (2)
18. Portfolio Model
19. Customer Value Model
20. Summary of the sales models
21. Organisational variable (4)
22. What is the sales management strategy?
23. Sales management approaches (1)
24. Sales management approaches (2)
25. Sales management strategy
26. Organisational variable (5)
27. Sales organisation design
28. Sales force design
29. Defining the sales roles
30. Sales roles: putting it all together
31. Sales force size: the Call Method (1)
32. Sales force size: the Call Method (2)
33. Sales force size: the Financial Method
34. Sales force size: the Funnel Method
35. Sales force sizing: putting it all together
36. Sales management control
37. The sales management process
38. Type of objectives
39. Measuring and monitoring: capability measures
40. Making capability measures more objective
41. Monitoring, evaluating and feedback: the process
42. The importance of periodic review meeting (1)
43. The importance of periodic review meeting (2)
44. The importance of periodic review meeting (3)
45. Sales management: bringing it all together
46. Summary (1)
47. Summary (2)
48. Summary (3)
49. The End

Topics Covered

• What are the different selling models
• What drives the performance of sales people
• How to manage the performance of your sales force
• How to design a sales force to optimize the performance of your sales force

Links

Series:

• The Role of Salespeople

Categories:

• Marketing & Sales

Talk Citation

Publication History

• Published on March 31, 2010