Before you encourage your employees to achieve higher sales performance, it is advisable to check whether the strategic conditions for this have actually been created. With strategic sales alignment, you have a powerful lever for your sales success. Strategic sales management begins with the definition of target customer segments and the creation of product ranges, …
Would you like to bring more systematics and structure to your operational sales? One prerequisite for this is that your sales organization is strategically well structured. Once strategic has been defined, the task is to act tactically and skilfully in the competitive environment. The task of operational sales management is to ensure that the sales …
Show your products in a relevant place! The best offer is of no use if it cannot be found. And this does not (only) mean your web presence, but also a very traditional product catalog. If you don’t list items where customers would expect to find them, you won’t sell them. Example: A technical wholesaler …
You want to get more performance out of your sales team? Once and have been defined, turn your attention to in sales. The form “Operational Sales Management” can help you with this.
Your sales staff will perform well precisely when their self- matches the requirements of the sales task. It is therefore important that you look at the personal interests and ambitions of your sales staff just as closely as their formal qualifications and professional experience. What candidates are willing to bring to the table now and …
Would you like to manage your sales staff in a performance and success-oriented manner? There is a widespread prejudice that are difficult to manage. If you have mindfully, you will be much more relaxed about this. Give your sales force a worthwhile mission, fine-tune the together with your sales team and create the conditions for …
How do you reward your sales staff in line with their performance and benefits? Sales is an excellent field for performance-based compensation models. However, the performance-based, i.e. variable, compensation component should quickly be reflected in the employee’s bank account so that he or she can feel the direct link to his or her efforts. So …
Sales depend on , the , , , the , but also the . If your sales department is working well, the rest of the organization has to ensure the incoming orders are handled on time. If your company builds up a backlog of orders that are not fulfilled on time, it will soon become …
Processes regulate the “metabolism” of organizations. Information, material and capital are processed via processes. The more suitably activities are connected to one another, the smoother processes are and the better the metabolism functions. The information infrastructure acts like an organizational “nervous system.” Poor conductivity of information creates friction and inertia in processes and causes losses …
Place great emphasis on the careful coordination of interfaces along processes. It is known from systems theory that natural interfaces are located where the least amount of information, material and energy needs to be exchanged in the process. Where are the natural joints in your processes? Perhaps previous interfaces should be moved slightly – to …
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