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- Sales is a strategic issue
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1. The changing role of salespeople
- Prof. Bill Donaldson
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2. Strategic customer management: sales is a strategic issue
- Prof. Nigel Piercy
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3. Understanding the sales process: selling in the 21st century
- Mr. Harry Macdivitt
- Sales and marketing drive customer value
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4. Ending the war between sales and marketing
- Mr. Andrew Turnbull
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5. Clarifying the roles of marketing and sales
- Dr. Kenneth Le Meunier-FitzHugh
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6. World class key account management
- Prof. Lynette Ryals
- Sales performance improvement is the priority
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7. Understanding the link with Customer Relationship Management (CRM)
- Dr. Pravin Balaraman
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8. Sales force performance management
- Dr. Régis Lemmens
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9. How sales and sales management are changing
- Ms. Beth Rogers
Printable Handouts
Navigable Slide Index
- Introduction
- What is sales force performance management?
- Talk objectives
- Sales person's & sales force performance
- Organisational variable
- What type of customers do we do business with?
- Organisational variable (2)
- What are the different types of sales people?
- Sales person profile: the closer
- Sales person profile: the consultant
- Sales person profile: the relationship builder
- Sales person profile: the display sales person
- Organisational variable (3)
- Selling models
- The Run-Score Model
- The Funnel Model (1)
- The Funnel Model (2)
- Portfolio Model
- Customer Value Model
- Summary of the sales models
- Organisational variable (4)
- What is the sales management strategy?
- Sales management approaches (1)
- Sales management approaches (2)
- Sales management strategy
- Organisational variable (5)
- Sales organisation design
- Sales force design
- Defining the sales roles
- Sales roles: putting it all together
- Sales force size: the Call Method (1)
- Sales force size: the Call Method (2)
- Sales force size: the Financial Method
- Sales force size: the Funnel Method
- Sales force sizing: putting it all together
- Sales management control
- The sales management process
- Type of objectives
- Measuring and monitoring: capability measures
- Making capability measures more objective
- Monitoring, evaluating and feedback: the process
- The importance of periodic review meeting (1)
- The importance of periodic review meeting (2)
- The importance of periodic review meeting (3)
- Sales management: bringing it all together
- Summary (1)
- Summary (2)
- Summary (3)
- 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
Talk Citation
Lemmens, R. (2010, March 31). Sales force performance management [Video file]. In The Business & Management Collection, Henry Stewart Talks. Retrieved September 1, 2024, from https://doi.org/10.69645/PHBQ4203.Export Citation (RIS)