Magic Numbers for Sales Management
(Sprache: Englisch)
Magic Numbers for Sales Management is a quick reference for busy sales professionals who need easy-to-understand explanations of important sales management measures. This book doesn't bog readers down with academic theory, but instead offers a wide range of...
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Produktinformationen zu „Magic Numbers for Sales Management “
Magic Numbers for Sales Management is a quick reference for busy sales professionals who need easy-to-understand explanations of important sales management measures. This book doesn't bog readers down with academic theory, but instead offers a wide range of sales numbers, formulas, and structures that form a practical framework for accurately measuring sales success.
Klappentext zu „Magic Numbers for Sales Management “
The very few companies that have sustained above-average growth rates for long periods of time have institutionalized the fundamentals of world-class sales management. John Davis' new book, Magic Numbers for Sales Management, provides a comprehensive, formula-driven tutorial on the basic measures for all the many companies not in this exclusive club to drive sales performance. It is a must-have, simple-to-read reference book for any busy executive - from sales manger to CEO. - William M. Brown, President, UTC Fire&SecurityTalk is Cheap. Nowhere is this truer than in sales management. John Davis's new book takes the "Talk" out of sales and adds the "walk" by offering the reader an easy-to-follow guide to measuring sales success. This book can be used by salesmen and marketers alike to effectively plan, manage, and review sales-related strategies. It should be required reading for all sales mangers everywhere. - Dae Ryun Chang, Professor of Marketing, Yonsei UniversityMagic Numbersfor Sales Management is an enabling simple arithmetic for sales management practitioners. It provides a comprehensive reference for measuring the complex economics of sales into a set of key formulas that are easy to understand and apply. It will help anybody in sales to develop their strategies in today's demanding environment. - Paul Yao, Chief Executive Officer, Intertek Testing Services Hong Kong LimitedIt was Einstein who said "not everything that counts can be counted, and not everything that can be counted counts." John Davis provides insights on how to count things that do count in sales management. - Rajendra Srivastava, Roberto C. Goizueta Chair in e-Commerce and Marketing, Director, Zyman Institute of Brand Science (ZIBS).
The very few companies that have sustained above-average growth rates for long periods of time have institutionalized the fundamentals of world-class sales management. John Davis' new book, Magic Numbers for Sales Management, provides a comprehensive, formula-driven tutorial on the basic measures for all the many companies not in this exclusive club to drive sales performance. It is a must-have, simple-to-read reference book for any busy executive - from sales manger to CEO. - William M. Brown, President, UTC Fire & Security
Talk is Cheap. Nowhere is this truer than in sales management. John Davis's new book takes the "Talk" out of sales and adds the "walk" by offering the reader an easy-to-follow guide to measuring sales success. This book can be used by salesmen and marketers alike to effectively plan, manage, and review sales-related strategies. It should be required reading for all sales mangers everywhere. - Dae Ryun Chang, Professor of Marketing, Yonsei University
Magic Numbers for Sales Management is an enabling simple arithmetic for sales management practitioners. It provides a comprehensive reference for measuring the complex economics of sales into a set of key formulas that are easy to understand and apply. It will help anybody in sales to develop their strategies in today's demanding environment. - Paul Yao, Chief Executive Officer, Intertek Testing Services Hong Kong Limited
It was Einstein who said "not everything that counts can be counted, and not everything that can be counted counts." John Davis provides insights on how to count things that do count in sales management. - Rajendra Srivastava, Roberto C. Goizueta Chair in e-Commerce and Marketing, Director, Zyman Institute of Brand Science (ZIBS).
Talk is Cheap. Nowhere is this truer than in sales management. John Davis's new book takes the "Talk" out of sales and adds the "walk" by offering the reader an easy-to-follow guide to measuring sales success. This book can be used by salesmen and marketers alike to effectively plan, manage, and review sales-related strategies. It should be required reading for all sales mangers everywhere. - Dae Ryun Chang, Professor of Marketing, Yonsei University
Magic Numbers for Sales Management is an enabling simple arithmetic for sales management practitioners. It provides a comprehensive reference for measuring the complex economics of sales into a set of key formulas that are easy to understand and apply. It will help anybody in sales to develop their strategies in today's demanding environment. - Paul Yao, Chief Executive Officer, Intertek Testing Services Hong Kong Limited
It was Einstein who said "not everything that counts can be counted, and not everything that can be counted counts." John Davis provides insights on how to count things that do count in sales management. - Rajendra Srivastava, Roberto C. Goizueta Chair in e-Commerce and Marketing, Director, Zyman Institute of Brand Science (ZIBS).
Inhaltsverzeichnis zu „Magic Numbers for Sales Management “
Part I: Sales PlanningThis section will describe the planning tools that are most useful in establishing the sales effort from an individual and team perspective. Every sales effort begins with thoughtful planning to help sales professionals understand their market better and outline their activities. Strong market awareness enables the successful sales professional to more effectively determine how to structure the sales force to take advantage of company strengths and market opportunities.
- Market Assessment
- Connecting corporate strategy to sales performance
- Market size
- Total market potential
- Market share
- Market penetration
- Market demand
- Share of customer
- Total industry sales
- Forecasting
- Causal
- Time series and control
- Exponential Smoothing
- Naïve
- MAPE
- Moving Average
- Sales Force Plan
- Determining size
- Determining costs
- Independent sales agent analysis
- Turnover rate
- Recruiting costs
- Breakdown approach
- Workload approach
- Incremental approach
- Sales Process
- AICTR (awareness, interest, conviction, trial, repeat)
Part II: Sales Management and Selling
This section focuses on helping sales managers manage others and also sell their offerings. Selling is art and science. Both are required to achieve consistent success. The art of sales is concerned with the behaviors and qualitative approaches each sales professional must undertake to be successful with clients and those the sales manager supervises. The science deals with setting goals, targets and quotas so that sales professionals know what is expected.
- Selling Frameworks
- 5 Ambassadors
- Buyer behavior
- Buying team
- Sales effectiveness model
- Compensation
- Straight salary
- Straight commission
- Salary plus commission or bonus
- Salary plus commission AND bonus
- Commission plus bonus
- Team selling plans
- Profit-based commissions
- Account Management
- Cost per call
- BE Sales Volume
- Telemarketing
... mehr
versus Field Sales Cold Calls
- # of accounts
- # of accounts by segment
- # of prospects
- # of hours required to cover accounts and prospects
- Time needed to cover accounts and prospects
- Account attractiveness
- Time to close
- Increasing returns to scale
- Customer lifecycle
- Service profit chain
- Sales Quotas
- Sales volume quotas
- Dollar volume quotas
- Unit volume quotas
- Point quota systems
- Profit-based quotas
- Activity quotas
Part III: Sales Review
Sales review focuses on measuring how the sales individuals and team performed. Did they meet their goals, quotas and overall expectations? How are these factors measured? Great sales professionals want to know how they did, even if they did not achieve all of their goals. Knowing what went well and what didn't enables them to be even more successful in the future.
- Profitability
- Net sales contribution
- Full cost approach
- ROAM return on assets managed
- Sales Process and Performance
- Total sales
- Profits from sales
- Evaluating quota performance
- Cost per closed deal
- Cost per closed lead
- Cost per closed lead with higher close ratio
- Cost of account debriefs
- Cost of customer not purchasing
- Results-based evaluations
- Sales to quota
- Contribution-based evaluations
- Four factor model
- Productivity
- Sales variance analysis
- Microsales variance analysis
- Calls per day/week
- Sales expenses
- Expenses to sales ratio
- Average sales per call
- Customers gained
- Customers lost
- Territory market share achieved
- Ratios/formulas
- Won-lost ratio
- Value ratio
- Investment return
- Channels
- Transaction costs
- Direct channel costs
- Indirect Channel costs
- # of accounts
- # of accounts by segment
- # of prospects
- # of hours required to cover accounts and prospects
- Time needed to cover accounts and prospects
- Account attractiveness
- Time to close
- Increasing returns to scale
- Customer lifecycle
- Service profit chain
- Sales Quotas
- Sales volume quotas
- Dollar volume quotas
- Unit volume quotas
- Point quota systems
- Profit-based quotas
- Activity quotas
Part III: Sales Review
Sales review focuses on measuring how the sales individuals and team performed. Did they meet their goals, quotas and overall expectations? How are these factors measured? Great sales professionals want to know how they did, even if they did not achieve all of their goals. Knowing what went well and what didn't enables them to be even more successful in the future.
- Profitability
- Net sales contribution
- Full cost approach
- ROAM return on assets managed
- Sales Process and Performance
- Total sales
- Profits from sales
- Evaluating quota performance
- Cost per closed deal
- Cost per closed lead
- Cost per closed lead with higher close ratio
- Cost of account debriefs
- Cost of customer not purchasing
- Results-based evaluations
- Sales to quota
- Contribution-based evaluations
- Four factor model
- Productivity
- Sales variance analysis
- Microsales variance analysis
- Calls per day/week
- Sales expenses
- Expenses to sales ratio
- Average sales per call
- Customers gained
- Customers lost
- Territory market share achieved
- Ratios/formulas
- Won-lost ratio
- Value ratio
- Investment return
- Channels
- Transaction costs
- Direct channel costs
- Indirect Channel costs
... weniger
Bibliographische Angaben
- Autor: John A. Davis
- 2007, 228 Seiten, Kartoniert (TB), Englisch
- Verlag: Wiley & Sons
- ISBN-10: 0470821876
- ISBN-13: 9780470821879
Sprache:
Englisch
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