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16 - 1
ChapterChapter1616
Questionsanswered
Settinggoals
Types ofgoals
Goalcalculations
Sales callallocation
Marketanalysis
Activitiesplanning
Callrouting
Terminology
Some questions answered inSome questions answered inChapter 16Chapter 16
Why is time so valuable for salespeople?What can you do to “create” more selling time?What should you consider when devising a territory strategy?How does territory strategy relate to account strategy and building partnerships?How should you analyze your daily activities and sales calls?How can you evaluate your own performance so that you can improve?
16 - 2
ChapterChapter1616
Questionsanswered
Settinggoals
Types ofgoals
Goalcalculations
Sales callallocation
Marketanalysis
Activitiesplanning
Callrouting
Terminology
Good goals have Good goals have certain characteristicscertain characteristics
SpecificYou have to know when you have reached a goal.
Achievable but not too easy
The best goals are those that require some stretching to obtain.
Time-orientedPut a deadline on the goal.
PrioritizedEvaluate the desirability of each goal.
16 - 3
ChapterChapter1616
Questionsanswered
Settinggoals
Types ofgoals
Goalcalculations
Sales callallocation
Marketanalysis
Activitiesplanning
Callrouting
Terminology
Sales goalsSales goals
Conversion goalsNumber of new account calls necessary to sell 1 new accountNumber of proposals necessary to sell 1 new accountNumber of demonstrations necessary to sell 1 unit
Performance goalsNumber of new accountsTotal sales revenueSales in units
Activity goalsNumber of callsNumber of proposals presentedNumber of demonstrations given
From Exhibit 16.2
16 - 4
ChapterChapter1616
Questionsanswered
Settinggoals
Types ofgoals
Goalcalculations
Sales callallocation
Marketanalysis
Activitiesplanning
Callrouting
Terminology
Goal calculationsGoal calculations
Monthly earnings goal (performance goal): $2,000
Commission per sale: $250($2,000 earnings $250 per sale = 8 calls)
Monthly sales goal (performance goal): 8
Closings goal (conversion goal): 10%(8 sales x 10 prospects per sale = 80 prospects)
Monthly prospect goal (performance goal): 80
Prospects per calls goal (conversion goal): 1 in 3(80 prospects x 3 calls per prospect = 240 calls)
Monthly sales calls goal (activity goal): 240(240 calls 20 working days per month = 12 calls)
Daily sales calls goal (activity goal): 12
Exhibit 16.3
16 - 5
ChapterChapter1616
Questionsanswered
Settinggoals
Types ofgoals
Goalcalculations
Sales callallocation
Marketanalysis
Activitiesplanning
Callrouting
Terminology
Complete these goal calculations:Complete these goal calculations:
Monthly earnings goal (performance goal):
Commission per sale:
Monthly sales goal (performance goal):
Closings goal (conversion goal):
Monthly prospect goal (performance goal):
Prospects per calls goal (conversion goal):
Monthly sales calls goal (activity goal):
Daily sales calls goal (activity goal):
Exhibit 16.3
$4,900
$700
10%
1 in 4
16 - 6
ChapterChapter1616
Questionsanswered
Settinggoals
Types ofgoals
Goalcalculations
Sales callallocation
Marketanalysis
Activitiesplanning
Callrouting
Terminology
Sales call allocation grid:Sales call allocation grid:analyzing your positionanalyzing your position
Strength of position
Strong Weak
Acco
un
t op
po
rtun
ity
Hig
h
Segment 1
Segment 2
Lo
w
Segment 3
Segment 4
Exhibit 16.5
Accounts are very attractive because they offer high opportunity, and the sales organization has a strong position.
Accounts are potentially attractive because they offer high opportunity, but the sales organization currently has a weak position with accounts.
Accounts are somewhat attractive because the sales organization has a strong position, but future opportunity is limited.
Accounts are very unattractive because they offer low opportunity, and the sales organization has a weak position.
16 - 7
ChapterChapter1616
Questionsanswered
Settinggoals
Types ofgoals
Goalcalculations
Sales callallocation
Marketanalysis
Activitiesplanning
Callrouting
Terminology
Sales call allocation grid:Sales call allocation grid:Sales call strategiesSales call strategies
Strength of position
Strong Weak
Acco
un
t op
po
rtun
ity
Hig
h
Segment 1
Segment 2
Lo
w
Segment 3
Segment 4
Accounts should receive a high level of sales calls because they are the sales organization’s most attractive accounts.
Accounts should receive a high level of sales calls to strengthen the sales organization’s position.
Accounts should receive a moderate level of sales calls to maintain the current strength of the sales organization’s position.
Accounts should receive a minimal level of sales calls and efforts made to selectively eliminate or replace personal sales calls with telephone sales calls, direct mail, etc.
Exhibit 16.5
16 - 8
ChapterChapter1616
Questionsanswered
Settinggoals
Types ofgoals
Goalcalculations
Sales callallocation
Marketanalysis
Activitiesplanning
Callrouting
Terminology
Activities planning processActivities planning process
Compare the estimated time with the actual
time spent on the activity.
Develop a time schedule for doing
the activities.
Estimate how much time each
activity will take.
Determine the priority for each
activity.Make a list of activities that
should be performed.
16 - 9
ChapterChapter1616
Questionsanswered
Settinggoals
Types ofgoals
Goalcalculations
Sales callallocation
Marketanalysis
Activitiesplanning
Callrouting
Terminology
Leapfrog routingLeapfrog routing
16 - 10
ChapterChapter1616
Questionsanswered
Settinggoals
Types ofgoals
Goalcalculations
Sales callallocation
Marketanalysis
Activitiesplanning
Callrouting
Terminology
Straight line routingStraight line routing
16 - 11
ChapterChapter1616
Questionsanswered
Settinggoals
Types ofgoals
Goalcalculations
Sales callallocation
Marketanalysis
Activitiesplanning
Callrouting
Terminology
Cloverleaf routingCloverleaf routing
16 - 12
ChapterChapter1616
Questionsanswered
Settinggoals
Types ofgoals
Goalcalculations
Sales callallocation
Marketanalysis
Activitiesplanning
Callrouting
Terminology
Circular routingCircular routing
16 - 13
ChapterChapter1616
Questionsanswered
Settinggoals
Types ofgoals
Goalcalculations
Sales callallocation
Marketanalysis
Activitiesplanning
Callrouting
Terminology
Zoning a sales territoryZoning a sales territory
Zone 4Zone 4
Zone 1Zone 1
Zone 2Zone 2
Zone 3Zone 3
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