Ebook: Sales Excellence: Systematic Sales Management

This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization?s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.

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This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization’s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples, that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.

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This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization’s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples, that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.
Content:
Front Matter....Pages i-xx
Front Matter....Pages 1-1
The Drive for Systematic Sales Management: The Sales Excellence Approach as a Roadmap....Pages 3-22
Front Matter....Pages 23-25
Customers: The Focus of the Sales Strategy....Pages 27-39
Competitive Advantages: Quicker, Higher, Farther. . .....Pages 41-44
Sales Channels and Sales Partners: Designing the Route to the Customer....Pages 45-59
Price Policy: The Price Is Right. . .....Pages 61-81
A Framework of Figures for the Sales Strategy: Targets and Resources....Pages 83-90
Front Matter....Pages 91-91
Sales Organization: Successfully Designing Structures and Processes....Pages 93-110
Planning and Controlling: The Middle Ground Between “Flying Blind” and “Graveyards of Numbers”....Pages 111-116
Personnel Management: The Poor Cousin of Sales....Pages 117-138
Culture in Sales: The Power of Unwritten Laws....Pages 139-151
Front Matter....Pages 153-154
Basis for Understanding Information Systems....Pages 155-160
The Customer: The Unknown Factor?....Pages 161-191
Competitor Information: Know Your Opponent....Pages 193-196
The Market: Identify Trends at an Early Stage....Pages 197-199
Information About Internal Processes: Sand in the Wheels?....Pages 201-203
CRM and CAS: Signposts in the Information Jungle....Pages 205-213
Front Matter....Pages 215-216
The Salesperson Personality: Of Know-It-Alls, Socializers and Allrounders....Pages 217-235
Rounding Out Relationship Management: Trade Shows, Call Centers, Internet....Pages 237-249
Customer Retention Management: Making the Customer a “Fan”....Pages 251-269
Key Account Management: The Close Cooperation with Important Customers....Pages 271-279
Back Matter....Pages 291-312
Relationship Modeling: The Business Relationship Firmly Under Control....Pages 281-289

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This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization’s sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples, that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.
Content:
Front Matter....Pages i-xx
Front Matter....Pages 1-1
The Drive for Systematic Sales Management: The Sales Excellence Approach as a Roadmap....Pages 3-22
Front Matter....Pages 23-25
Customers: The Focus of the Sales Strategy....Pages 27-39
Competitive Advantages: Quicker, Higher, Farther. . .....Pages 41-44
Sales Channels and Sales Partners: Designing the Route to the Customer....Pages 45-59
Price Policy: The Price Is Right. . .....Pages 61-81
A Framework of Figures for the Sales Strategy: Targets and Resources....Pages 83-90
Front Matter....Pages 91-91
Sales Organization: Successfully Designing Structures and Processes....Pages 93-110
Planning and Controlling: The Middle Ground Between “Flying Blind” and “Graveyards of Numbers”....Pages 111-116
Personnel Management: The Poor Cousin of Sales....Pages 117-138
Culture in Sales: The Power of Unwritten Laws....Pages 139-151
Front Matter....Pages 153-154
Basis for Understanding Information Systems....Pages 155-160
The Customer: The Unknown Factor?....Pages 161-191
Competitor Information: Know Your Opponent....Pages 193-196
The Market: Identify Trends at an Early Stage....Pages 197-199
Information About Internal Processes: Sand in the Wheels?....Pages 201-203
CRM and CAS: Signposts in the Information Jungle....Pages 205-213
Front Matter....Pages 215-216
The Salesperson Personality: Of Know-It-Alls, Socializers and Allrounders....Pages 217-235
Rounding Out Relationship Management: Trade Shows, Call Centers, Internet....Pages 237-249
Customer Retention Management: Making the Customer a “Fan”....Pages 251-269
Key Account Management: The Close Cooperation with Important Customers....Pages 271-279
Back Matter....Pages 291-312
Relationship Modeling: The Business Relationship Firmly Under Control....Pages 281-289
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