Sales Force Performance Measurement
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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. [...]
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.
Measuring Sales Force Performance
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Author : Raymond O. Loen
language : en
Publisher:
Release Date : 1978
Measuring Sales Force Performance written by Raymond O. Loen and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1978 with Selling categories.
Cracking The Sales Management Code The Secrets To Measuring And Managing Sales Performance
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Author : Jason Jordan
language : en
Publisher: McGraw Hill Professional
Release Date : 2011-10-14
Cracking The Sales Management Code The Secrets To Measuring And Managing Sales Performance written by Jason Jordan and has been published by McGraw Hill Professional this book supported file pdf, txt, epub, kindle and other format this book has been release on 2011-10-14 with Business & Economics categories.
Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code reveals that science and gives practical steps to identify the metrics you must measure to manage toward success.” —Arthur Dorfman, National Vice President, SAP “Cracking the Sales Management Code is a must-read for anyone who wants to bring his or her sales management team into the 21st century.” —Mike Nathe, Senior Vice President, Essilor Laboratories of America “The authors correctly assert that the proliferation of management reporting has created a false sense of control for sales executives. Real control is derived from clear direction to the field—and this book tells how do to that in an easy-to-understand, actionable manner.” —Michael R. Jenkins, Signature Client Vice President, AT&T Global Enterprise Solutions “There are things that can be managed in a sales force, and there are things that cannot. Too often sales management doesn’t see the difference. This book is invaluable because it reveals the manageable activities that actually drive sales results.” —John Davis, Vice President, St. Jude Medical “Cracking the Sales Management Code is one of the most important resources available on effective sales management. . . . It should be required reading for every sales leader.” —Bob Kelly, Chairman, The Sales Management Association “A must-read for managers who want to have a greater impact on sales force performance.” —James Lattin, Robert A. Magowan Professor of Marketing, Graduate School of Business, Stanford University “This book offers a solution to close the gap between sales processes and business results. It shows a new way to think critically about the strategies and tactics necessary to move a sales team from good to great!” —Anita Abjornson, Sales Management Effectiveness, Abbott Laboratories About the Book: There are literally thousands of books on selling, coaching, and leadership, but what about the particulars of managing a sales force? Where are the frameworks, metrics, and best practices to help you succeed? Based on extensive research into how world-class companies measure and manage their sales forces, Cracking the Sales Management Code is the first operating manual for sales management. In it you will discover: The five critical processes that drive sales performance How to choose the right processes for your own team The three levels of sales metrics you must collect Which metrics you can “manage” and which ones you can’t How to prioritize conflicting sales objectives How to align seller activities with business results How to use CRM to improve the impact of coaching As Neil Rackham writes in the foreword: “There’s an acute shortage of good books on the specifics of sales management. Cracking the Sales Management Code is about the practical specifics of sales management in the new era, and it fills a void.” Cracking the Sales Management Code fills that void by providing foundational knowledge about how the sales force works. It reveals the gears and levers that actually control sales results. It adds clarity to things that you intuitively know and provides insight into things that you don’t. It will change the way you manage your sellers from day to day, as well as the results you get from year to year.
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.
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.
The Measurement Of Performance And Effort Of An Industrial Sales Force
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Author : W. J. Parsons
language : en
Publisher:
Release Date : 1973
The Measurement Of Performance And Effort Of An Industrial Sales Force written by W. J. Parsons and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1973 with categories.
An Exploratory Investigation Of The Use Of Sales Effort Measures To Evaluate Missionary Sales Force Performance
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Author : Bruce Buskirk
language : en
Publisher:
Release Date : 1983
An Exploratory Investigation Of The Use Of Sales Effort Measures To Evaluate Missionary Sales Force Performance written by Bruce Buskirk and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1983 with Missionary sales personnel categories.
Performance Evaluation Of The Sales Force
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Author : Robert Alden Ramseyer
language : en
Publisher:
Release Date : 1976
Performance Evaluation Of The Sales Force written by Robert Alden Ramseyer and has been published by this book supported file pdf, txt, epub, kindle and other format this book has been release on 1976 with Sales personnel categories.
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.