By Christian Homburg

This publication provides a truly novel and strategic method of revenues administration, a space that has suffered from an absence of class in perform. This content-rich and thought-provoking booklet has a truly distinctive positioning: It considers the revenues functionality of a firm at a really excessive, strategic point and provides particular counsel in handling not only a couple of direct reviews yet a complete organization?s revenues functionality. The booklet comprises many beneficial instruments and directions and is more suitable with a number of examples that support convey the innovations to lifestyles and lead them to very approachable for the exchange industry. A checklist-based scoring process that's applied through the e-book permits readers to particularly review their very own corporation in addition to to trace its growth as thoughts are utilized over the years. This paintings is an important source and thought-provoking learn for formidable revenues Managers, together with CEO-level executives.

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Additional resources for Sales Excellence: Systematic Sales Management

Sample text

The grandiose promises of a successful impact are, at least, a long time coming. The same can be said about customer relationship management. In the context of the “customer retention euphoria” of the last few years, for example, a wide range of customer retention tools have been introduced in many companies, examples being the immense investment made by many companies in bonus programs, call centers or customer clubs (see Chap. 19). What is often problematic here is that the individual tools are not integrated into a coherent overall concept and their actual success is rarely ever subjected to a detailed examination.

This profile provides the company with an overview of its fundamental strengths and weaknesses in the sales 12 1 The Drive for Systematic Sales Management Sales management 100 100 100 0 Sales strategy Information management 100 Customer relationship management Fig. 3 The four Sales Ex dimensions Sales management 100 “Champions”: Professional in all four areas “Go-getters”: Strong on sales and customer relationship management, but lack a strategic superstructure and have an inadequate information management system.

Once the assessment has been conducted, the Sales Ex profile is drawn up. This profile provides an initial impression of the strengths and weaknesses of the sales division being assessed (see the examples in Fig. 4). For this purpose, the overall scores that were calculated for each of the four dimensions are mapped in a coordinate system. The individual scores are then interconnected. The final question with regard to applying the Sales Ex approach relates to the phases in which a project for assessing sales professionalism can be carried out.

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