Managing Salesforce Performance
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Managing Salesforce Performance
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Author : Pankaj M. Madhani
language : en
Publisher:
Release Date : 2017
Managing Salesforce Performance written by Pankaj M. Madhani and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2017 with categories.
Effective management and motivation of salesforce is crucial to the success of sales organization as it ensures proper salesforce focus on market needs and successful achievement of organization goals. Sales organizations have two main approaches for managing the behavior of their salesforce, namely, behavior-based (monitoring) and outcome based (incentives). A behavior system evaluates the salesforce in light of the selling process, while an outcome system evaluates the salesforce in light of results. This research identifies key characteristics of behavior- and outcome-based systems along with its benefits and drawbacks and suggests selection criteria for appropriate choice of behavior versus outcome measures. The study explains agency theory and highlights the underlying logic of short-term behavior of salespeople when compensated with incentives. Research also provides performance matrices for measurement and evaluation of financial impact of behavior and outcome control. The behavior-based and outcome-based control systems are at the extremes, and many sales organizations function in the middle, balancing the two. Finally, the study provides a numerical illustration to design an optimal performance measurement scenario based on behavior- and outcome-based measures.
Sales Force Management
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Author : Joseph F. Hair, Jr.
language : en
Publisher: John Wiley & Sons
Release Date : 2020-09-16
Sales Force Management written by Joseph F. Hair, Jr. and has been published by John Wiley & Sons this book supported file pdf, txt, epub, kindle and other format this book has been release on 2020-09-16 with Business & Economics categories.
The second edition of Sales Force Management prepares students for professional success in the field. Focused on the areas of customer loyalty, customer relationship management, and sales technology, this practical resource integrates selling and sales management while highlighting the importance of teamwork in any sales and marketing organization. The text presents core concepts using a comprehensive pedagogical framework—featuring real-world case studies, illustrative examples, and innovative exercises designed to facilitate a deeper understanding of sales management challenges and to develop stronger sales management skills. Supported with a variety of essential ancillary resources for instructors and students, Sales Force Management, 2nd Edition includes digital multimedia PowerPoints for each chapter equipped with voice-over recordings ideal for both distance and in-person learning. Additional assets include the instructor's manual, computerized and printable test banks, and a student companion site filled with glossaries, flash cards, crossword puzzles for reviewing key terms, and more. Integrating theoretical, analytical, and pragmatic approaches to sales management, the text offers balanced coverage of a diverse range of sales concepts, issues, and activities. This fully-updated edition addresses the responsibilities central to managing sales people across multiple channels and through a variety of methods. Organized into four parts, the text provides an overview of personal selling and sales management, discusses planning, organizing, and developing the sales force, examines managing and directing sales force activities, and explains effective methods for controlling and evaluating sales force performance.
Building A Winning Sales Force
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Author : Andris A. ZOLTNERS
language : en
Publisher: AMACOM Div American Mgmt Assn
Release Date : 2009-02-11
Building A Winning Sales Force written by Andris A. ZOLTNERS and has been published by AMACOM Div American Mgmt Assn this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-02-11 with Business & Economics categories.
Sales force effectiveness drives every company's success, but keeping a sales organization at the top of its game is a constant challenge. As experts in the field, Andy Zoltners and Prabha Sinha have helped sales leaders around the world perfect their sales strategy, operations, and execution. Combining strategic insight with pragmatic advice, Building a Winning Sales Force provides current and aspiring sales leaders with innovative yet practical solutions to many of the most common issues faced by today’s sales organizations. The book shows readers how to: assess how good their sales force really is • identify sales force improvement opportunities • implement tools and processes that have immediate impact on sales effectiveness • attract and retain the best salespeople • design incentive compensation plans • set goals • manage sales performance • motivate the sales force With practical advice and case studies of companies that have conquered even the most challenging obstacles, Building a Winning Sales Force will enable every company to drive sales and stay competitive.
The Complete Guide To Accelerating Sales Force Performance
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Author : Andris A. Zoltners
language : en
Publisher: AMACOM/American Management Association
Release Date : 2001
The Complete Guide To Accelerating Sales Force Performance written by Andris A. Zoltners and has been published by AMACOM/American Management Association this book supported file pdf, txt, epub, kindle and other format this book has been release on 2001 with Business & Economics categories.
To boost your sales group's performance, give your salespeople very specific assessments and instructions, as per authors Andris A. Zoltners, Prabhakant Sinha and Greggor A. Zoltners. The trouble here is that the instructions are not only detailed, they are highly technical. You have to see sales as a science to make the best use of the graphs, charts, lists, diagrams and formulas. If you can make your way through the academic writing, you'll find some useful hard data, such as statistical evidence that backs the need for precise sales performance assessments. Despite its lengthy retelling of some very basic sales principles, getAbstract.com recommends this manual to the audience its authors suggest, "sales managers, top managers, salespeople who want to advance professionally, divisional presidents and business owners" plus business school students. If you're going to be academic, you might as well learn something.
Managing Salesforce Product Perceptions And Control Systems In The Success Of New Product Introductions
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Author : Adam Rapp
language : en
Publisher:
Release Date : 2014
Managing Salesforce Product Perceptions And Control Systems In The Success Of New Product Introductions written by Adam Rapp and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014 with categories.
Given the importance of new products, firms may be prone to “over-manage” sales personnel by using behavior-based control systems that dictate the performance of particular activities related to the introduction. Such controls may be especially tempting given that favorable salesperson product perceptions actually yield less effort on the new product, and behavior-based controls can offset this tendency. However, using longitudinal data from a sample of 226 pharmaceutical salespeople, along with external ratings from customers and archival measures of effort and sales performance, we demonstrate that such a strategy is short-sighted. Behavior-based controls constrain a salesperson's ability to appropriately allocate effort across his or her customer base, negatively impacting customer product perceptions and, ultimately, new product sales. In contrast, outcome-based control systems enable salespeople to work smarter, and their corresponding effort on behalf of the new product has a more positive effect on customer product perceptions and new product sales.
Sales Force Performance
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Author : Neil M. Ford
language : en
Publisher: Free Press
Release Date : 1985
Sales Force Performance written by Neil M. Ford and has been published by Free Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 1985 with Business & Economics categories.
Sales Force Performance Measurement
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Author : Meike Lehmann
language : en
Publisher: GRIN Verlag
Release Date : 2009-02-19
Sales Force Performance Measurement written by Meike Lehmann and has been published by GRIN Verlag this book supported file pdf, txt, epub, kindle and other format this book has been release on 2009-02-19 with Business & Economics categories.
Seminar paper from the year 2007 in the subject Business economics - Controlling, grade: 2,0, Heilbronn University of Applied Sciences, language: English, abstract: A very important part of managerial tasks is to measure the performance of their employees. The evaluation is necessary to attain the objectives of the company as possible deficits can be identified and steps can be taken against them (Jobber and Lancaster, 2003: 489). The performance measurement means to discover the strengths and weaknesses of the employees with the aim to improve their performance. The evaluation should also recognize and reward the success of the person evaluated and give him/her a clear feedback about the performance in order to support his/her development (Spiro, Stanton and Rich, 2003: 445). This study will focus on the performance measurement of the sales force, as the success of the sales department is decisive of the company’s overall performance. In order to get motivated and qualified salespeople sales managers must not just analyze statistics but also need to give directions and the possibility of self-development (Spiro, Stanton and Rich, 2003: 441-442). Following, a process of measuring sales force performance will be pointed out which leads the sales manager through the evaluation. Afterwards, the importance of performance measurement within sales management will be shown and a conclusion will be drawn. [...]
Leading The Sales Force
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Author : René Y. Darmon
language : en
Publisher: Cambridge University Press
Release Date : 2007
Leading The Sales Force written by René Y. Darmon and has been published by Cambridge University Press this book supported file pdf, txt, epub, kindle and other format this book has been release on 2007 with Business & Economics categories.
A guide for sales managers, presenting an integrative vision of the complex sales force system.
Sales Force Management
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Author : Mark Johnston
language : en
Publisher: McGraw-Hill/Irwin
Release Date : 2008-03-28
Sales Force Management written by Mark Johnston and has been published by McGraw-Hill/Irwin this book supported file pdf, txt, epub, kindle and other format this book has been release on 2008-03-28 with Business & Economics categories.
Sales Force Management, 9e remains the most definitive text in the field today. Mark Johnston and Greg Marshall team up to maintain the quality and integrity of earlier editions while also breaking new ground with relevant new content for the changing field. The familiar framework of this text – from which instructors love to teach – remains the same while relevant, real-world student learning tools and up-to-date sales management theory and application have been added. The framework has been developed to portray sales managers’ activities as three interrelated, sequential processes, each of which influences the various determinants of salesperson performance. The three interrelated parts of the framework, formulation of a sales program, implementation of the sales program, and evaluation and control of the sales program, remain consistent and highly relevant in the 9th edition. This edition integrates new, innovative learning tools and the latest in sales management theory and practice.
The Art Of Modern Sales Management
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Author : Renie McClay
language : en
Publisher: Association for Talent Development
Release Date : 2014-02-03
The Art Of Modern Sales Management written by Renie McClay and has been published by Association for Talent Development this book supported file pdf, txt, epub, kindle and other format this book has been release on 2014-02-03 with Business & Economics categories.
Learn everything you need to know to be a top sales manager! Sales management has changed dramatically in the past decade. With increasing globalization and many companies adding more virtual workers, the task of managing these diverse sales teams has become increasingly complicated. In a connected and evolving world it is hard to offer a definitive guide, but this book strives to sketch out a blueprint for managing performance in a changing sales landscape. Each chapter is written by a sales professional and thought leader, many with experience as both a salesperson and as a sales manager. Learn from their experience and utilize the action plans at the end of each chapter to grow into a better leader for your team, whether they are down the hall or across the world.