KPI Model Downloads
If you are a capable user of Excel you can now buy a bare KPI Model to get a head start on developing your own model.
Market Segment Model 1.1
Examine your market segment contribution to guide your segment strategy decisions.
Price US$99.00
Sales Management Model 1.1
Improve the value of your sales reports and forecasts.
Price US$99.00
Each model comes with basic notes on how to change algorithms as you adapt the model. You will find my whitepapers offer useful support. If you need more buy a tutorial and we will deduct the price of the model. Models will be supplied by email within 24 hours of confirmation of payment.
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Is Sales Management Art or Science? |
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I believe it is a combination of both because a sales manager needs all the arts of team leadership combined with the science of searching for new ways to compete in a crowded marketplace.
Sales teams are challenging to manage, for a number of reasons;
- Conventional supervision does not work for a roving sales force.
- Personal interaction with individual members is intermittent.
- Sales people live on an emotional roller coaster governed by the customers' responses. Success leads to short term highs; knock-backs to motivational low points. The "toughen up" message does not work.
A sales manager needs the science of management:
- Analytical skills to interpret complex sales data.
- Strategic thinking to discover new sources of competitive advantage.
- Sales forecasting skills.
- Teaching skills to enable new staff to be successful.
As I check out my newsletter topics over the last few months I find quite a few that deal with Sales Management Techniques, so this list is provided to take you straight to your area of interest rather than plough through the whole list.
- Managing sales performance - If your sales performance reporting and management helps sales people prioritize their their activity it will maintain their motivation by achieving sales targets. If you like this you could check out Sales Forecasting Part 1 - Projects for a model that treats all sales prospects as projects in their own right.
- How to create a Sales KPI Model - This is a primer on the science of measuring sales performance using a model that enable you to assess success rates at each major milestone in the sales process. If you need to fine tume your sales activity to produce more sales, or discover new sources of competitive advantage you need to check this out.
- Sales training - tricks of the trade - Three great training ideas to improve team performance.
- A neat way to use a KPI Model - How to use a simple KPI model to explore price-volume-cost relationships, including a short video demonstration.
- The quickest way to improve business performance - A sales manager's take on how to increase the number of profitable sales by dropping unprofitable customers, based on a real case.
- Check your sales process to search for competitive advantage - here are two case studies that demonstrate how matching up your sales process with the way different segments in your business buy goods and services can be a great source of hidden competitive advantage. This is alweay a great , low cost way to steal a amarch on competitors.
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