Interclean Sales Dept Restructure

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For the sales associates, both existing and new, there will be training to better utilize laptops for PowerPoint presentations, order placement and delivery, as well as credit financing alternatives for the customer. Furthermore, Internet sales will be apart of everyone’s production numbers, conditionally...
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Furthermore, Internet sales will be apart of everyone’s production numbers, conditionally. Also, from a personal contribution point of view, sales associates will need to demonstrate greater community involvement, share best practices (that is, what key areas do they perform best) with their teammates, and assist in teammates growing (specifically, to help them make sales quota; so long as it is not damaging to their own productivity)...
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Sales Force Effectiveness-Measures Sales Process Measures Sales Planning Demand Estimation Measures· Timeliness of forecast completion· Timeliness of plan review and completion· Accuracy of forecast (% variance from plan)· Performance of action plans supporting sales objectives· Compliance to standard plan formatSales Planning Measures· % sales from markets developed within last 3 5 years· % sales from each territory, segment, product/service line· % share of total market· % growth of total market· % future business expected from new markets· % time spent planning· Average training hours per year per salesperson· Method of training· % of time engaged in market, competitive, industry research· staff to management ratio· sales force organizational structure Account Development/Opportunity Management · Cost per lead· Revenue generated per lead· # of total leads· % of leads for existing customers vs...	3 / 703
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Sales Management Case 11.3 2- Sales manager should have a meeting with him and tell him how uncomfortable he is with this situation and tell him that he needs John right back on sales if he wants to keep his job...	1 / 205