SlideShare ist ein Scribd-Unternehmen logo

Sales force evaluation and control

B
B
BHOOMI AHUJAAssistant Professor um ARMIET

Sales force evaluation and control

Sales force evaluation and control

1 von 16
Downloaden Sie, um offline zu lesen
Evaluating Sales ForceEvaluating Sales Force
PerformancePerformance
Presented by: Bhoomi Ahuja
TABLE OF CONTENTSTABLE OF CONTENTS
• Sales Force PerformanceSales Force Performance
• Performance EvaluationPerformance Evaluation
• Establishing Of Performance StandardsEstablishing Of Performance Standards
• Methods Of Sales Force EvaluationMethods Of Sales Force Evaluation
• Monitoring & Reviewing Of Sales Force PerformanceMonitoring & Reviewing Of Sales Force Performance
• Sales ControlSales Control
• Sales AuditSales Audit
• Sales AnalysisSales Analysis
• Marketing CostMarketing Cost
SALES FORCE PERFORMANCESALES FORCE PERFORMANCE
• The division of a business that's responsible for selling
products or services. In this case, you may expect your sales
force to handle only the larger accounts, leaving the smaller
orders to customer service personnel and order-takers.
• A judgment or assessment of the value of something,
especially a formal one. A performance appraisal evaluates
how well the salesperson met their prior stated objectives.
DETERMINANTS OF SALES FORCEDETERMINANTS OF SALES FORCE
PERFORMANCEPERFORMANCE
• Changing dynamics of the market have increased theChanging dynamics of the market have increased the
pressure on sales forcepressure on sales force
• Many studies were conducted to know the factors whichMany studies were conducted to know the factors which
will influence sales force performancewill influence sales force performance
• They areThey are
1.1. Internal factorsInternal factors
2.2. External factorsExternal factors
INTERNAL FACTORSINTERNAL FACTORS
• MotivationMotivation
• Skill levelSkill level
• Job satisfactionJob satisfaction
• Role perceptionRole perception
• Ego driveEgo drive
• EmpathyEmpathy
EXTERNAL FACTORSEXTERNAL FACTORS
a)a) Environmental factorsEnvironmental factors
b)b) Organizational factorsOrganizational factors
a)a) communication & work flowcommunication & work flow
b)b) compensation systemcompensation system
c)c) Sales management functionsSales management functions
a)a) Sales force planningSales force planning
b)b) ForecastingForecasting
c)c) Territory managementTerritory management
d)d) CompensationCompensation
e)e) ControlControl

Recomendados

Más contenido relacionado

Was ist angesagt?

methods of sales force compensation
methods of sales force compensationmethods of sales force compensation
methods of sales force compensationsangeeta saini
 
Introduction to Marketing Analytics
Introduction to Marketing AnalyticsIntroduction to Marketing Analytics
Introduction to Marketing AnalyticsAshish Awasthi
 
Retail communication mix
Retail communication mixRetail communication mix
Retail communication mixSagar Gadekar
 
Introduction to Sales and Distribution Management
Introduction to Sales and Distribution ManagementIntroduction to Sales and Distribution Management
Introduction to Sales and Distribution ManagementSameer Chandrakar
 
Chapter 4 Management of Sales Territories and Quotas
Chapter 4 Management of Sales Territories and QuotasChapter 4 Management of Sales Territories and Quotas
Chapter 4 Management of Sales Territories and QuotasNishant Agrawal
 
Branding challenges and opportunities
Branding challenges and opportunitiesBranding challenges and opportunities
Branding challenges and opportunitiesManisha Mohapatra
 
Channel Information Systems
Channel Information SystemsChannel Information Systems
Channel Information SystemsNishant Agrawal
 
Organising and Staffing the Salesforce
Organising and Staffing the SalesforceOrganising and Staffing the Salesforce
Organising and Staffing the SalesforceSameer Chandrakar
 
Motivating and leading the sales force
Motivating and leading the sales forceMotivating and leading the sales force
Motivating and leading the sales forceAvinash Singh
 
Integrated Marketing Communication Strategy
Integrated Marketing Communication StrategyIntegrated Marketing Communication Strategy
Integrated Marketing Communication StrategyHisham Salah, MBA, PMD
 
5.1 sales control & cost analysis notes
5.1 sales control & cost analysis notes5.1 sales control & cost analysis notes
5.1 sales control & cost analysis notesShruti Jhunjhunwala
 
Techniques of Strategic Evaluation & Strategic
Techniques of Strategic Evaluation & Strategic Techniques of Strategic Evaluation & Strategic
Techniques of Strategic Evaluation & Strategic Manik Kudyar
 
Sales organisation sales force management(2)
Sales organisation sales force management(2)Sales organisation sales force management(2)
Sales organisation sales force management(2)Gurjit
 

Was ist angesagt? (20)

sales quotas
 sales quotas sales quotas
sales quotas
 
Sales management
Sales managementSales management
Sales management
 
methods of sales force compensation
methods of sales force compensationmethods of sales force compensation
methods of sales force compensation
 
Nature of sales management
Nature of sales managementNature of sales management
Nature of sales management
 
Sales quota and sales territory
Sales quota and sales territorySales quota and sales territory
Sales quota and sales territory
 
Sales quota
Sales quotaSales quota
Sales quota
 
Introduction to Marketing Analytics
Introduction to Marketing AnalyticsIntroduction to Marketing Analytics
Introduction to Marketing Analytics
 
Retail communication mix
Retail communication mixRetail communication mix
Retail communication mix
 
Introduction to Sales and Distribution Management
Introduction to Sales and Distribution ManagementIntroduction to Sales and Distribution Management
Introduction to Sales and Distribution Management
 
Chapter 4 Management of Sales Territories and Quotas
Chapter 4 Management of Sales Territories and QuotasChapter 4 Management of Sales Territories and Quotas
Chapter 4 Management of Sales Territories and Quotas
 
Branding challenges and opportunities
Branding challenges and opportunitiesBranding challenges and opportunities
Branding challenges and opportunities
 
Channel Information Systems
Channel Information SystemsChannel Information Systems
Channel Information Systems
 
Sdm 1.1
Sdm 1.1Sdm 1.1
Sdm 1.1
 
Organising and Staffing the Salesforce
Organising and Staffing the SalesforceOrganising and Staffing the Salesforce
Organising and Staffing the Salesforce
 
Sales meeting AND SALES CONTEST
Sales meeting AND SALES CONTESTSales meeting AND SALES CONTEST
Sales meeting AND SALES CONTEST
 
Motivating and leading the sales force
Motivating and leading the sales forceMotivating and leading the sales force
Motivating and leading the sales force
 
Integrated Marketing Communication Strategy
Integrated Marketing Communication StrategyIntegrated Marketing Communication Strategy
Integrated Marketing Communication Strategy
 
5.1 sales control & cost analysis notes
5.1 sales control & cost analysis notes5.1 sales control & cost analysis notes
5.1 sales control & cost analysis notes
 
Techniques of Strategic Evaluation & Strategic
Techniques of Strategic Evaluation & Strategic Techniques of Strategic Evaluation & Strategic
Techniques of Strategic Evaluation & Strategic
 
Sales organisation sales force management(2)
Sales organisation sales force management(2)Sales organisation sales force management(2)
Sales organisation sales force management(2)
 

Ähnlich wie Sales force evaluation and control

KKN India ltd sale force performance evaluation by Ketan thakur
KKN India ltd sale force performance evaluation by Ketan thakurKKN India ltd sale force performance evaluation by Ketan thakur
KKN India ltd sale force performance evaluation by Ketan thakurKetan Thakur
 
Sales audit for Increase Sales Effectiveness
Sales audit for Increase Sales EffectivenessSales audit for Increase Sales Effectiveness
Sales audit for Increase Sales EffectivenessBalaji S V PCC
 
Sales Performance evaluation
Sales Performance evaluation Sales Performance evaluation
Sales Performance evaluation NazimAhmad6
 
marketing evaluation , control and audit
 marketing evaluation , control and audit  marketing evaluation , control and audit
marketing evaluation , control and audit Rohit K.
 
Benchmarking.ppt
Benchmarking.pptBenchmarking.ppt
Benchmarking.pptSvitlana63
 
evaluation & appraisal of sales force
 evaluation & appraisal of sales force evaluation & appraisal of sales force
evaluation & appraisal of sales forceUrvashi Baghel
 
Sales Management and Sales Promotion
Sales Management and Sales PromotionSales Management and Sales Promotion
Sales Management and Sales Promotionvijaysinhpatil1
 
If you can't measure or monitor it, you can't manage it !
If you can't measure or monitor it, you can't manage it !If you can't measure or monitor it, you can't manage it !
If you can't measure or monitor it, you can't manage it !Carl Larson
 
Chapter7 performancemeasures-140312231919-phpapp01
Chapter7 performancemeasures-140312231919-phpapp01Chapter7 performancemeasures-140312231919-phpapp01
Chapter7 performancemeasures-140312231919-phpapp01malikjameel1986
 
Control of marketing operations
Control of marketing operationsControl of marketing operations
Control of marketing operationsdeepu2000
 
UNIT II.pptx
UNIT II.pptxUNIT II.pptx
UNIT II.pptxManojMba2
 
CHAPTER 2 Marketing Management
CHAPTER 2 Marketing ManagementCHAPTER 2 Marketing Management
CHAPTER 2 Marketing ManagementPeleZain
 
SPM Strategy Partner Theatre - Laura Roach, C3
SPM Strategy Partner Theatre - Laura Roach, C3SPM Strategy Partner Theatre - Laura Roach, C3
SPM Strategy Partner Theatre - Laura Roach, C3Laura Roach
 

Ähnlich wie Sales force evaluation and control (20)

KKN India ltd sale force performance evaluation by Ketan thakur
KKN India ltd sale force performance evaluation by Ketan thakurKKN India ltd sale force performance evaluation by Ketan thakur
KKN India ltd sale force performance evaluation by Ketan thakur
 
Sales audit for Increase Sales Effectiveness
Sales audit for Increase Sales EffectivenessSales audit for Increase Sales Effectiveness
Sales audit for Increase Sales Effectiveness
 
Sales Performance evaluation
Sales Performance evaluation Sales Performance evaluation
Sales Performance evaluation
 
SM PPT.pptx
SM PPT.pptxSM PPT.pptx
SM PPT.pptx
 
marketing evaluation , control and audit
 marketing evaluation , control and audit  marketing evaluation , control and audit
marketing evaluation , control and audit
 
Benchmarking.ppt
Benchmarking.pptBenchmarking.ppt
Benchmarking.ppt
 
Sales quota
Sales quotaSales quota
Sales quota
 
Marketing Control
Marketing ControlMarketing Control
Marketing Control
 
evaluation & appraisal of sales force
 evaluation & appraisal of sales force evaluation & appraisal of sales force
evaluation & appraisal of sales force
 
Sales Management and Sales Promotion
Sales Management and Sales PromotionSales Management and Sales Promotion
Sales Management and Sales Promotion
 
Sales audit 2.0_en
Sales audit 2.0_enSales audit 2.0_en
Sales audit 2.0_en
 
If you can't measure or monitor it, you can't manage it !
If you can't measure or monitor it, you can't manage it !If you can't measure or monitor it, you can't manage it !
If you can't measure or monitor it, you can't manage it !
 
Chapter7 performancemeasures-140312231919-phpapp01
Chapter7 performancemeasures-140312231919-phpapp01Chapter7 performancemeasures-140312231919-phpapp01
Chapter7 performancemeasures-140312231919-phpapp01
 
Control of marketing operations
Control of marketing operationsControl of marketing operations
Control of marketing operations
 
WFA Sourcing Forum: Tight Briefs, Focused Scopes and Value Creation
WFA Sourcing Forum: Tight Briefs, Focused Scopes and Value CreationWFA Sourcing Forum: Tight Briefs, Focused Scopes and Value Creation
WFA Sourcing Forum: Tight Briefs, Focused Scopes and Value Creation
 
UNIT II.pptx
UNIT II.pptxUNIT II.pptx
UNIT II.pptx
 
Kn seminar
Kn seminarKn seminar
Kn seminar
 
CHAPTER 2 Marketing Management
CHAPTER 2 Marketing ManagementCHAPTER 2 Marketing Management
CHAPTER 2 Marketing Management
 
SPM Strategy Partner Theatre - Laura Roach, C3
SPM Strategy Partner Theatre - Laura Roach, C3SPM Strategy Partner Theatre - Laura Roach, C3
SPM Strategy Partner Theatre - Laura Roach, C3
 
performance measures
performance measuresperformance measures
performance measures
 

Mehr von BHOOMI AHUJA

Organisational Development
Organisational DevelopmentOrganisational Development
Organisational DevelopmentBHOOMI AHUJA
 
Group behaviour n dynamics
Group behaviour n dynamicsGroup behaviour n dynamics
Group behaviour n dynamicsBHOOMI AHUJA
 
Perception, Attitude & Values
Perception, Attitude & ValuesPerception, Attitude & Values
Perception, Attitude & ValuesBHOOMI AHUJA
 
Leadership Skills
Leadership Skills Leadership Skills
Leadership Skills BHOOMI AHUJA
 
Introduction to managerial communication with case study
Introduction to managerial communication with case studyIntroduction to managerial communication with case study
Introduction to managerial communication with case studyBHOOMI AHUJA
 
Motivation and its theories
Motivation and its theoriesMotivation and its theories
Motivation and its theoriesBHOOMI AHUJA
 
Conflicts and Stress
Conflicts and StressConflicts and Stress
Conflicts and StressBHOOMI AHUJA
 
Costing In Social Media
Costing In Social MediaCosting In Social Media
Costing In Social MediaBHOOMI AHUJA
 
Industrial Marketing Environment
Industrial Marketing EnvironmentIndustrial Marketing Environment
Industrial Marketing EnvironmentBHOOMI AHUJA
 
Strategic marketing management
Strategic marketing managementStrategic marketing management
Strategic marketing managementBHOOMI AHUJA
 

Mehr von BHOOMI AHUJA (12)

Organisational Development
Organisational DevelopmentOrganisational Development
Organisational Development
 
Group behaviour n dynamics
Group behaviour n dynamicsGroup behaviour n dynamics
Group behaviour n dynamics
 
Perception, Attitude & Values
Perception, Attitude & ValuesPerception, Attitude & Values
Perception, Attitude & Values
 
Leadership Skills
Leadership Skills Leadership Skills
Leadership Skills
 
Introduction to managerial communication with case study
Introduction to managerial communication with case studyIntroduction to managerial communication with case study
Introduction to managerial communication with case study
 
Motivation and its theories
Motivation and its theoriesMotivation and its theories
Motivation and its theories
 
Conflicts and Stress
Conflicts and StressConflicts and Stress
Conflicts and Stress
 
Mumbai sewage
Mumbai sewageMumbai sewage
Mumbai sewage
 
Costing In Social Media
Costing In Social MediaCosting In Social Media
Costing In Social Media
 
Industrial Marketing Environment
Industrial Marketing EnvironmentIndustrial Marketing Environment
Industrial Marketing Environment
 
Strategic marketing management
Strategic marketing managementStrategic marketing management
Strategic marketing management
 
B2B company
B2B companyB2B company
B2B company
 

Último

Social Media Marketing
Social Media MarketingSocial Media Marketing
Social Media MarketingNestor Pablo
 
The Most Admired Women Leaders In Mortgage Industry, 2024 (2).pdf
The Most Admired Women Leaders In Mortgage Industry, 2024 (2).pdfThe Most Admired Women Leaders In Mortgage Industry, 2024 (2).pdf
The Most Admired Women Leaders In Mortgage Industry, 2024 (2).pdfwomenworldmagazine
 
4.1. PROFESSIONAL SALES REPRESENTATIVE.pdf
4.1. PROFESSIONAL SALES REPRESENTATIVE.pdf4.1. PROFESSIONAL SALES REPRESENTATIVE.pdf
4.1. PROFESSIONAL SALES REPRESENTATIVE.pdfBALASUNDARESAN M
 
5 Digital Marketing Tips . By Digital Dyynamo
5 Digital Marketing Tips . By Digital Dyynamo5 Digital Marketing Tips . By Digital Dyynamo
5 Digital Marketing Tips . By Digital Dyynamoshahanndmitteamf
 
Marketing and trading on the Internet to obtain significant profits
Marketing and trading on the Internet to obtain significant profitsMarketing and trading on the Internet to obtain significant profits
Marketing and trading on the Internet to obtain significant profitsمعا الى الافضل
 
Resume Karina Perez | Digital Strategist
Resume Karina Perez | Digital StrategistResume Karina Perez | Digital Strategist
Resume Karina Perez | Digital StrategistKarina Perez
 
DOES SOCIAL ISSUE ALWAYS REQUIRE CREATIVE SOLUTION?
DOES SOCIAL ISSUE ALWAYS REQUIRE CREATIVE SOLUTION?DOES SOCIAL ISSUE ALWAYS REQUIRE CREATIVE SOLUTION?
DOES SOCIAL ISSUE ALWAYS REQUIRE CREATIVE SOLUTION?Andreas Kennardi Julianto
 
Elevate Your Marketing Game with Vidya Sarthi Best Digital Marketing Institut...
Elevate Your Marketing Game with Vidya Sarthi Best Digital Marketing Institut...Elevate Your Marketing Game with Vidya Sarthi Best Digital Marketing Institut...
Elevate Your Marketing Game with Vidya Sarthi Best Digital Marketing Institut...janithpandey88
 
Assignment 5 - Task 1.pptx
Assignment 5 - Task 1.pptxAssignment 5 - Task 1.pptx
Assignment 5 - Task 1.pptxDeanClark42
 
PPC LIVE #9 - Amy Stamper - How to measure Paid Media in a Post-Cookies World
PPC LIVE #9 - Amy Stamper - How to measure Paid Media in a Post-Cookies WorldPPC LIVE #9 - Amy Stamper - How to measure Paid Media in a Post-Cookies World
PPC LIVE #9 - Amy Stamper - How to measure Paid Media in a Post-Cookies WorldAnu Adegbola
 
Branding doesn’t mean logo - Easy guide to create a powerful branding for you...
Branding doesn’t mean logo - Easy guide to create a powerful branding for you...Branding doesn’t mean logo - Easy guide to create a powerful branding for you...
Branding doesn’t mean logo - Easy guide to create a powerful branding for you...Ahmad El-Saeed
 
20240214 Security-JAWS activity results for 2023 and activity goals for 2024
20240214 Security-JAWS activity results for 2023 and activity goals for 202420240214 Security-JAWS activity results for 2023 and activity goals for 2024
20240214 Security-JAWS activity results for 2023 and activity goals for 2024Typhon 666
 
Raport Algorithm Insights 2024-NowyMarketing.pdf
Raport Algorithm Insights 2024-NowyMarketing.pdfRaport Algorithm Insights 2024-NowyMarketing.pdf
Raport Algorithm Insights 2024-NowyMarketing.pdfagatadrynko
 
I'm not Sarah Connor but Focussing on Human Nature Content that Converts.pdf
I'm not Sarah Connor but Focussing on Human Nature Content that Converts.pdfI'm not Sarah Connor but Focussing on Human Nature Content that Converts.pdf
I'm not Sarah Connor but Focussing on Human Nature Content that Converts.pdfPeter Mesarec
 
PPC Live #9 Talk - Holly Kelly - PPC & SEO Integration
PPC Live #9 Talk - Holly Kelly - PPC & SEO IntegrationPPC Live #9 Talk - Holly Kelly - PPC & SEO Integration
PPC Live #9 Talk - Holly Kelly - PPC & SEO IntegrationAnu Adegbola
 
GroupM_TYNY_Trends_Final.pdf
GroupM_TYNY_Trends_Final.pdfGroupM_TYNY_Trends_Final.pdf
GroupM_TYNY_Trends_Final.pdfSocial Samosa
 
5 Benefits of Digital Marketing-Theseo-expertz
5 Benefits of Digital Marketing-Theseo-expertz5 Benefits of Digital Marketing-Theseo-expertz
5 Benefits of Digital Marketing-Theseo-expertzTheseo Expertz
 
Mastering Social Media, Mobile Marketing and Digital Strategy - Certificate
Mastering Social Media, Mobile Marketing and Digital Strategy - CertificateMastering Social Media, Mobile Marketing and Digital Strategy - Certificate
Mastering Social Media, Mobile Marketing and Digital Strategy - CertificateAdriannaBednarz
 
Hootsuite Platform Certification Course - Certificate
Hootsuite Platform Certification Course - CertificateHootsuite Platform Certification Course - Certificate
Hootsuite Platform Certification Course - CertificateAdriannaBednarz
 

Último (20)

Social Media Marketing
Social Media MarketingSocial Media Marketing
Social Media Marketing
 
The Most Admired Women Leaders In Mortgage Industry, 2024 (2).pdf
The Most Admired Women Leaders In Mortgage Industry, 2024 (2).pdfThe Most Admired Women Leaders In Mortgage Industry, 2024 (2).pdf
The Most Admired Women Leaders In Mortgage Industry, 2024 (2).pdf
 
4.1. PROFESSIONAL SALES REPRESENTATIVE.pdf
4.1. PROFESSIONAL SALES REPRESENTATIVE.pdf4.1. PROFESSIONAL SALES REPRESENTATIVE.pdf
4.1. PROFESSIONAL SALES REPRESENTATIVE.pdf
 
5 Digital Marketing Tips . By Digital Dyynamo
5 Digital Marketing Tips . By Digital Dyynamo5 Digital Marketing Tips . By Digital Dyynamo
5 Digital Marketing Tips . By Digital Dyynamo
 
Marketing and trading on the Internet to obtain significant profits
Marketing and trading on the Internet to obtain significant profitsMarketing and trading on the Internet to obtain significant profits
Marketing and trading on the Internet to obtain significant profits
 
Resume Karina Perez | Digital Strategist
Resume Karina Perez | Digital StrategistResume Karina Perez | Digital Strategist
Resume Karina Perez | Digital Strategist
 
DOES SOCIAL ISSUE ALWAYS REQUIRE CREATIVE SOLUTION?
DOES SOCIAL ISSUE ALWAYS REQUIRE CREATIVE SOLUTION?DOES SOCIAL ISSUE ALWAYS REQUIRE CREATIVE SOLUTION?
DOES SOCIAL ISSUE ALWAYS REQUIRE CREATIVE SOLUTION?
 
Elevate Your Marketing Game with Vidya Sarthi Best Digital Marketing Institut...
Elevate Your Marketing Game with Vidya Sarthi Best Digital Marketing Institut...Elevate Your Marketing Game with Vidya Sarthi Best Digital Marketing Institut...
Elevate Your Marketing Game with Vidya Sarthi Best Digital Marketing Institut...
 
Assignment 5 - Task 1.pptx
Assignment 5 - Task 1.pptxAssignment 5 - Task 1.pptx
Assignment 5 - Task 1.pptx
 
PPC LIVE #9 - Amy Stamper - How to measure Paid Media in a Post-Cookies World
PPC LIVE #9 - Amy Stamper - How to measure Paid Media in a Post-Cookies WorldPPC LIVE #9 - Amy Stamper - How to measure Paid Media in a Post-Cookies World
PPC LIVE #9 - Amy Stamper - How to measure Paid Media in a Post-Cookies World
 
Branding doesn’t mean logo - Easy guide to create a powerful branding for you...
Branding doesn’t mean logo - Easy guide to create a powerful branding for you...Branding doesn’t mean logo - Easy guide to create a powerful branding for you...
Branding doesn’t mean logo - Easy guide to create a powerful branding for you...
 
20240214 Security-JAWS activity results for 2023 and activity goals for 2024
20240214 Security-JAWS activity results for 2023 and activity goals for 202420240214 Security-JAWS activity results for 2023 and activity goals for 2024
20240214 Security-JAWS activity results for 2023 and activity goals for 2024
 
Raport Algorithm Insights 2024-NowyMarketing.pdf
Raport Algorithm Insights 2024-NowyMarketing.pdfRaport Algorithm Insights 2024-NowyMarketing.pdf
Raport Algorithm Insights 2024-NowyMarketing.pdf
 
I'm not Sarah Connor but Focussing on Human Nature Content that Converts.pdf
I'm not Sarah Connor but Focussing on Human Nature Content that Converts.pdfI'm not Sarah Connor but Focussing on Human Nature Content that Converts.pdf
I'm not Sarah Connor but Focussing on Human Nature Content that Converts.pdf
 
SEO BRIEF.ppt
SEO BRIEF.pptSEO BRIEF.ppt
SEO BRIEF.ppt
 
PPC Live #9 Talk - Holly Kelly - PPC & SEO Integration
PPC Live #9 Talk - Holly Kelly - PPC & SEO IntegrationPPC Live #9 Talk - Holly Kelly - PPC & SEO Integration
PPC Live #9 Talk - Holly Kelly - PPC & SEO Integration
 
GroupM_TYNY_Trends_Final.pdf
GroupM_TYNY_Trends_Final.pdfGroupM_TYNY_Trends_Final.pdf
GroupM_TYNY_Trends_Final.pdf
 
5 Benefits of Digital Marketing-Theseo-expertz
5 Benefits of Digital Marketing-Theseo-expertz5 Benefits of Digital Marketing-Theseo-expertz
5 Benefits of Digital Marketing-Theseo-expertz
 
Mastering Social Media, Mobile Marketing and Digital Strategy - Certificate
Mastering Social Media, Mobile Marketing and Digital Strategy - CertificateMastering Social Media, Mobile Marketing and Digital Strategy - Certificate
Mastering Social Media, Mobile Marketing and Digital Strategy - Certificate
 
Hootsuite Platform Certification Course - Certificate
Hootsuite Platform Certification Course - CertificateHootsuite Platform Certification Course - Certificate
Hootsuite Platform Certification Course - Certificate
 

Sales force evaluation and control

  • 1. Evaluating Sales ForceEvaluating Sales Force PerformancePerformance Presented by: Bhoomi Ahuja
  • 2. TABLE OF CONTENTSTABLE OF CONTENTS • Sales Force PerformanceSales Force Performance • Performance EvaluationPerformance Evaluation • Establishing Of Performance StandardsEstablishing Of Performance Standards • Methods Of Sales Force EvaluationMethods Of Sales Force Evaluation • Monitoring & Reviewing Of Sales Force PerformanceMonitoring & Reviewing Of Sales Force Performance • Sales ControlSales Control • Sales AuditSales Audit • Sales AnalysisSales Analysis • Marketing CostMarketing Cost
  • 3. SALES FORCE PERFORMANCESALES FORCE PERFORMANCE • The division of a business that's responsible for selling products or services. In this case, you may expect your sales force to handle only the larger accounts, leaving the smaller orders to customer service personnel and order-takers. • A judgment or assessment of the value of something, especially a formal one. A performance appraisal evaluates how well the salesperson met their prior stated objectives.
  • 4. DETERMINANTS OF SALES FORCEDETERMINANTS OF SALES FORCE PERFORMANCEPERFORMANCE • Changing dynamics of the market have increased theChanging dynamics of the market have increased the pressure on sales forcepressure on sales force • Many studies were conducted to know the factors whichMany studies were conducted to know the factors which will influence sales force performancewill influence sales force performance • They areThey are 1.1. Internal factorsInternal factors 2.2. External factorsExternal factors
  • 5. INTERNAL FACTORSINTERNAL FACTORS • MotivationMotivation • Skill levelSkill level • Job satisfactionJob satisfaction • Role perceptionRole perception • Ego driveEgo drive • EmpathyEmpathy
  • 6. EXTERNAL FACTORSEXTERNAL FACTORS a)a) Environmental factorsEnvironmental factors b)b) Organizational factorsOrganizational factors a)a) communication & work flowcommunication & work flow b)b) compensation systemcompensation system c)c) Sales management functionsSales management functions a)a) Sales force planningSales force planning b)b) ForecastingForecasting c)c) Territory managementTerritory management d)d) CompensationCompensation e)e) ControlControl
  • 7. PERFORMANCE EVALUATIONPERFORMANCE EVALUATION • The process of assessing an employee's job performance and productivity. • Important process which enhances the way organization isImportant process which enhances the way organization is managed & provides recommendations for furthermanaged & provides recommendations for further improvement.improvement.
  • 8. SALES FORCE EVALUATIONSALES FORCE EVALUATION PROCESSPROCESS Determine the factors that influence sales force performance Select criteria for sales force evaluation Establish performance standards Compare sales force performance Performance review & feed back Evaluation process
  • 9. MAJOR SOURCES OF INFORMATIONMAJOR SOURCES OF INFORMATION • Company recordsCompany records • Sales volumes, sales order to call ratio, profitability, selling expenses etc.Sales volumes, sales order to call ratio, profitability, selling expenses etc. • Reports from sales personsReports from sales persons • Activity, expenses, call reportsActivity, expenses, call reports • CustomersCustomers • Inadequacy of sales persons reports can be removedInadequacy of sales persons reports can be removed • Manager’s field visitManager’s field visit • Communication skills, interpersonal skills, technical product knowledge,Communication skills, interpersonal skills, technical product knowledge, personality traitspersonality traits • Other sourcesOther sources • Distributors, personal contacts, published & electronic sources etc.Distributors, personal contacts, published & electronic sources etc. • Information from peers & subordinates (360Information from peers & subordinates (36000 feed back)feed back)
  • 10. ESTABLISHING OF PERFORMANCEESTABLISHING OF PERFORMANCE STANDARDSSTANDARDS • Based on the criteria standards are to be formulated.Based on the criteria standards are to be formulated. • Standards act as a bench mark & helps in evaluating performance.Standards act as a bench mark & helps in evaluating performance. • Can be prepared by a sales manager singly or in consultation withCan be prepared by a sales manager singly or in consultation with other sales personnel.other sales personnel. • No. of standards to be used is one of major decisions & difficultyNo. of standards to be used is one of major decisions & difficulty involved in the weight to be given to each factor.involved in the weight to be given to each factor. • Large companies will have common set of performance standards.Large companies will have common set of performance standards. • Relationship between input & output measures to be kept in mindRelationship between input & output measures to be kept in mind while setting standards.while setting standards.
  • 11. SOME OF THE METHODS FORSOME OF THE METHODS FOR EVALUATIONEVALUATION 1. Essays: where sales manager describes the performance of sales person in few paragraphs. 2. Rating scales: based on standardized performance measures. 3. Forced choice method: where the sales manager is asked to go through groups of statements & select those that best explain the individual. 4. Ranking: useful when entire sales force has to be evaluated. Techniques used are alternative ranking, paired comparison ranking & multiple ranking.
  • 12. SALES CONTROLSALES CONTROL Sales control is one of the functions of sales management whichSales control is one of the functions of sales management which ensures the sales achievement and profit objectives of theensures the sales achievement and profit objectives of the company by coordinating effectively and efficiently thecompany by coordinating effectively and efficiently the different sales functions.different sales functions. Goals of Sales controlGoals of Sales control •• Optimize number of salesOptimize number of sales •• Maximize profitMaximize profit •• Control revenueControl revenue
  • 13. • Sales budget and sales programmes are the basic available toolsSales budget and sales programmes are the basic available tools to control the efforts.to control the efforts. • Other available tools areOther available tools are •• Sales AuditSales Audit •• Sales AnalysisSales Analysis • The above tools can be used in identifying the strength andThe above tools can be used in identifying the strength and weakness of the internal processes and opportunities and threatsweakness of the internal processes and opportunities and threats from the external environment. Further it will help thefrom the external environment. Further it will help the management in locating the defect in the functioning of the salesmanagement in locating the defect in the functioning of the sales department and take corrective measures.department and take corrective measures. SALES BUDGET
  • 14. Sales AuditSales Audit Sales audit is the systematic and unbiased review of the basicSales audit is the systematic and unbiased review of the basic objective and policy of the selling function of an organization. Salesobjective and policy of the selling function of an organization. Sales audits help in improving the effectiveness of the sales arm of theaudits help in improving the effectiveness of the sales arm of the organization.organization. Audits normally examine six aspects such asAudits normally examine six aspects such as •• Objective of the companyObjective of the company •• Internal policiesInternal policies •• Structure of the organizationStructure of the organization •• Sales methodsSales methods •• ProceduresProcedures •• Sales personnelSales personnel
  • 15. Sales Analysis :Sales Analysis : Sales analysis is the study of sales volume operations to find theSales analysis is the study of sales volume operations to find the sales and profit trend. It helps in achieving better sales performance.sales and profit trend. It helps in achieving better sales performance. It also provides insights on the sales territories, type of customers andIt also provides insights on the sales territories, type of customers and products.products. Marketing Cost Analysis:Marketing Cost Analysis: Marketing cost analysis is a strategy applied in marketing whereMarketing cost analysis is a strategy applied in marketing where the costs connected with selling, storing, advertising and distributingthe costs connected with selling, storing, advertising and distributing of products to particular buyers, are analysed in order to determineof products to particular buyers, are analysed in order to determine their profitability. Distribution.their profitability. Distribution.