A course on Sales management

What is Sales management???

Planning organising and controlling the

Sales effort of the organisation
 STC A Case study

Product range Storage

Security
Backup

Market segments Large enterprise

Mid sized companies
Government /PSU

Geography All India

Products are technology intensive.

Technical skills required for selling the solutions

 Sales Objective

Market Share

Sales volume

Sales Value

New account acqusition

New Channels of distribution

New market
 Sales Organisation

Geography

Product

Market Segments

Channels
 Sales vs presales

Sales Account management

Presales Product focus

Solution focus
 Account management

Responsible for all business from an account

Account mapping
Multiple stakeholders
Decision process
Internal champion
 Sales team

Quantity vs Quality

How many?

Skilling and Training

Product
Soft Skills

Structure
Field vs tele
 Sales Planning

Sales forecasting

Sales budgeting

Sales Quotas

Reporting
 Sales Force management

Creating the Sales force

Training

Sales targets

Compensation

Motivation

Supervision

Performance Metrics and Evaluation

 The way forward

Technology shifts
Digital/Cloud

Device overdose
Laptop/Tablet/Mobile

Globalisation
World culture
 Country manager

Sales orgn Product

Productorgn
orgn Channel orgn Service orgn

Storage Channel programs

BRS Marketing
Security Channel conflicts
New channel
S West
W N North
South PS
Hitouch
Commercial
Inside Sales Implementation

L1/L2/L3/TAC