Territory Management Sales Force

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Sales Activities are the most highly manageable of the three categories of metrics, while Sales Objectives are indirectly manageable, and Business Results are highly unmanageable without the management of Sales Activities and Sales Objectives. Research reveals that Sales Activities fall into one of five sales processes: Call Management Opportunity Management Account Management Enablement Call Management Process The Call Management process is intended to help salespeople plan for specific customer interactions, whether face-to-face or by phone.



Call Management can assist salespeople in planning their czech republic cell phone number list desired call outcomes, questions they might ask, objections they might expect, products they might propose, etc. Sample Call Management metrics include: % of Reps Complying with the Process % of Successful Call Outcomes Opportunity Management Process If we string together a series of calls in pursuit of a single sale, then you have an opportunity. An Opportunity Management process helps salespeople plan and execute thoughtful approaches to long, complex sales.



Often confused with pipeline management, this process is not an analytic exercise to pinpoint failures in a collection of ongoing opportunities; it is an assessment and planning effort to deliberately win an individual sales pursuit. Sample Opportunity Management metrics include: % of Reps Complying with the Process % of Reps Using Supporting Tools % of Objectives Met Account Management Process If there are multiple opportunities over time with a single customer, then we have an account.