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sales review qs
Terms in this set (24)
Two types of sales force changes involve sales force transformation and temporary sales force improvement.
Turnover of good people is an early sign of trouble for a FLM via the FLM Activities performance category.
Among the five FLM performance categories and their impact on company results, "Input" categories have a short term impact while "Outcomes" have a long term impact on company results.
The growth of digital channels used by customers decreases the complexity of marketing-mix channel optimization problems facing brand managers.
A ranking framework can be used for managing FLM performance in contribution to company results.
Dashboard of metrics to guide the performance evaluation process is one example of support that companies can provide FLMs for recognizing salespeople.
Enhancing overall FLM team effectiveness through support involves the right dashboards and metrics that capture account potential, effort, and results.
Per the Cognizant deck, a classically defined alignment index is comprised of four components: competitor product market share, target market population, sales rep workload, and sales potential.
New products being launched
The territory alignment process is inherently difficult to implement since it involves an effective cross-functional collaboration between many stakeholders and departments within the company.
Many impediments to optimal targeting through the call planning process are self-imposed by the company.
An individual ranking compensation scheme generally encourages teamwork and collaboration, and has a predictable payout that finance people tend to prefer.
During the step to finalize the design or process, tests of credibility of the final goal setting approach is enhanced when the difference between the new goal and actual sales performance has an intuitive explanation for each salesperson.
According to the Dennis Gallagher of AstraZeneca presentation, a Goal IC scheme, a pro includes scores high on fairness and equity, and a con includes the total incentive payout is not known in advance.
According to the Cognizant deck, a classically defined alignment index is comprised of three components: product market share, target market population, and sales rep workload.
Incentive compensation design
Significant changes in sales force size or structure
The territory alignment process also derives the span of control of all individual sales organization reporting relationships from the frontline sales rep up to the VP of Sales.
The company strategy is determined by the marketing and sales strategy.
Sales force optimization for large companies is always done over some multi-year period (like 3-4 years) and is always subject to strategic, operational, financial, contractual, and legal binding constraints and potentially other constraints as well.
SF optimization is done over a multi-year time horizon, in part, due to the existence of carryover.
Declining access to customers and declining effectiveness of sales calls requires company leadership to rethink their sales force model and Go-to-Market Strategy using this channel.
A natural sales force decision sequence involves doing first decisions around developing corporate and GtM strategies; solving for size, structure, and product/market resource deployment; and then addressing "micro" issues on items such as compensation, hiring, training, sales management.
The Cognizant "sales Force Planning Cycle" (deck on Bb) is not an example of "closed-loop" promotion.
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