Magic Numbers for Sales Management: Key Measures to Evaluate Sales Success - Livres de poche

EAN (ISBN-13): 9780470821879
ISBN (ISBN-10): 0470821876
Version reliée
Livre de poche
Date de parution: 2007
Editeur: John Wiley & Sons
290 Pages
Poids: 0,581 kg
Langue: eng/Englisch

Livre dans la base de données depuis 2007-05-06T18:37:26+02:00 (Paris)
Page de détail modifiée en dernier sur 2023-08-22T01:15:32+02:00 (Paris)
ISBN/EAN: 9780470821879

ISBN - Autres types d'écriture:
0-470-82187-6, 978-0-470-82187-9
Autres types d'écriture et termes associés:
Auteur du livre: davis john
Titre du livre: sales management, measure for measure, magic key, numbers man, sales success

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Données de l'éditeur

Auteur: John A. Davis
Titre: Magic Numbers for Sales Management - Key Measures to Evaluate Sales Success
Editeur: John Wiley & Sons
Date de parution: 2007-01-05
Poids: 0,584 kg
Langue: Anglais
21,90 € (DE)
Not available (reason unspecified)

BC; PB; Hardcover, Softcover / Wirtschaft/Werbung, Marketing; Betriebswirtschaft und Management; Verkaufen

Part I: Sales Planning * This section will describe the planning tools that are most useful in establishing the sales effort from an individual and team perspective. Every sales effort begins with thoughtful planning to help sales professionals understand their market better and outline their activities. Strong market awareness enables the successful sales professional to more effectively determine how to structure the sales force to take advantage of company strengths and market opportunities. * Market Assessment * Connecting corporate strategy to sales performance * Market size * Total market potential * Market share * Market penetration * Market demand * Share of customer * Total industry sales * Forecasting * Causal * Time series and control * Exponential Smoothing * Naïve * MAPE * Moving Average * Sales Force Plan * Determining size * Determining costs * Independent sales agent analysis * Turnover rate * Recruiting costs * Breakdown approach * Workload approach * Incremental approach * Sales Process * AICTR (awareness, interest, conviction, trial, repeat) Part II: Sales Management and Selling 1. This section focuses on helping sales managers manage others and also sell their offerings. Selling is art and science. Both are required to achieve consistent success. The art of sales is concerned with the behaviors and qualitative approaches each sales professional must undertake to be successful with clients and those the sales manager supervises. The science deals with setting goals, targets and quotas so that sales professionals know what is expected. * Selling Frameworks * 5 Ambassadors * Buyer behavior * Buying team * Sales effectiveness model * Compensation * Straight salary * Straight commission * Salary plus commission or bonus * Salary plus commission AND bonus * Commission plus bonus * Team selling plans * Profit-based commissions * Account Management * Cost per call * BE Sales Volume * Telemarketing versus Field Sales Cold Calls * # of accounts * # of accounts by segment * # of prospects * # of hours required to cover accounts and prospects * Time needed to cover accounts and prospects * Account attractiveness * Time to close * Increasing returns to scale * Customer lifecycle * Service profit chain * Sales Quotas * Sales volume quotas * Dollar volume quotas * Unit volume quotas * Point quota systems * Profit-based quotas * Activity quotas Part III: Sales Review * Sales review focuses on measuring how the sales individuals and team performed. Did they meet their goals, quotas and overall expectations? How are these factors measured? Great sales professionals want to know how they did, even if they did not achieve all of their goals. Knowing what went well and what didn't enables them to be even more successful in the future. * Profitability * Net sales contribution * Full cost approach * ROAM return on assets managed * Sales Process and Performance * Total sales * Profits from sales * Evaluating quota performance * Cost per closed deal * Cost per closed lead * Cost per closed lead with higher close ratio * Cost of account debriefs * Cost of customer not purchasing * Results-based evaluations * Sales to quota * Contribution-based evaluations * Four factor model * Productivity * Sales variance analysis * Microsales variance analysis * Calls per day/week * Sales expenses * Expenses to sales ratio * Average sales per call * Customers gained * Customers lost * Territory market share achieved * Ratios/formulas * Won-lost ratio * Value ratio * Investment return * Channels * Transaction costs * Direct channel costs * Indirect Channel costs