In this online video, Drew Boyd, marketing expert and professor, teaches about the strategies a sales manager can use when a strong sales team must work in less than optimal circumstances. Professor Boyd highlights the value of ongoing evaluation by providing tools and guidelines for evaluating the multiple dynamics that might impact your sales reps when out on the field. By measuring only the things that matter and taking swift action, a sales manager can keep their team on top.
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- You may have a very strong sales team,…but what if they're deployed in a less than optimal way?…Measuring performance here will help you make adjustments…to your territory structure and your quotas.…The first area you need to dig into…is your sales force structure.…Have you deployed your reps in a way that maximizes what…they're trying to accomplish in terms of the sales task?…For example, do you want them to be product focused,…customer focused, or geographically focused?…Now here's a nice tool to help you decide.…
It's a matrix that pairs the products you sell…versus the type of customers you're targeting.…For each combination, you'd decide on the sales task.…So for example, Sales Task A1 describes what a rep does…to sell Product A to Account Type 1.…Let's use a medical example.…Let's assume we sell diagnostic products,…surgical instruments, and medical supplies,…and we want to reach hospitals,…clinics, and doctor's offices.…
The sales task would be defined…for each of these combinations.…Now look closely at the sales task in each column.…
- Defining the sales task
- Calling on the right customers with the right products and services
- Evaluating your team's sales activities
- Measuring outputs of sales: customer satisfaction, wins, losses, etc.