Sales Management

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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Sales Management

Just released- The Sales Manager's Toolkit

We have put together a new product bundle to help bizlearn users. The Sales Manager's Toolkit gives you everything you need to transform the way your sales team records activity, reports prospect status, and forecasts future sales.

Take action, and you can expect to see measurable benefits within a month of implementing your new system. Typical benefits include:

Your team will get a tighter focus on the activities needed to close the sale.
Timing of follow-up activity improves.
Missed opportunities and deadlines are reduced.
higher quality sales reports lead to better sales forecasts.
More reliable sales forecasts based on the present value of prospects in the sales funnel.

The ready-to-roll out toolkit contains everything you need to get your sales team organised so you get more value from every hour they spend in front of prospects:

Sales Management Model 1.2

A full working model for you to use and adapt to your business and get your system off to a flying start

Sales KPIs and Forecasting

A 24 page PDF workbook to guide you through the process of using the model and interpreting the data generated by your new system

SM Model 1.2

A 27 slide Powerpoint presentation explaining the principle of probability forecasting for you to use to train your sales team

SFP1 Projects.pdf

A whitepaper on the principles of forecasting in project based businesses

SFP2 Products

A whitepaper on the principles of forecasting product and service sales

SFP3 Market Segment Forecasts

A whitepaper extending the forecasting principles to individual market segments

PLUS - a selection of 4 of our most popular articles and newsletters from bizlearn.biz on the practical application of these ideas and techniques, supplied here for your convenience.

Managing Sales Performance
Sales Forecasting and KPIs - is there a link?
Sales KPI Model to Guide Sales Activity
How Sales KPI Models Sales Motivation -a guide for the sales professional

And a special bonus for bizlearn subscribers - A free copy of my Market Segment Model valued at US $99 to enable you to get the most out of the whitepaper on Market segment forecasts.

The full price is just US$395.

How many additional sales do you need to make to recover your cost? There really is no point in delaying your decision, is there?

Delivery is by email of a ZIP file within 24 Hours of your payment being confirmed.

Copyright

The copyright to the content of the Sales Manager's Toolkit belongs to Michael Taplin, the author, and to Corporate Dynamics Ltd, his company. All the materials in this toolkit are provided with a license for use within a single business unit. They may be freely copied, adapted and applied within that business unit.

The toolkit contents, apart from the 4 articles (already in the public domain), may not be supplied to or shared with other companies or business units, in any form, electronic, or print.

Guarantee

We stand by our products, and offer a 100% Money back guarantee if you do not find that The Sales Manager's Toolbox will help you achieve a solution, having tried it, please tell us why. We may have an alternative product that will solve your problem. We prefer that you ask us to solve a problem for you before you reject the product. We will refund your total payment as long as we receive your request within 14 days of your purchase.

Is Sales Management Art or Science?

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.