BET430 Lecture Notes - Lecture 22: Sales Process Engineering, Lead Generation, Styles Of Chinese Martial Arts
Document Summary
Sales management: use resources to drive sales growth, improve lead generation, and improve retention. Work environment is designed and is conducive to top sales performance. Everyone works together to drive sales and is also rewarded together. Constant effort to remove any structural impediments to top sales performance. People, process, and tech aligned to create efficiency. Customer support requirements are delivered very effectively build long term customer relationships. Winning attracts top performing people who wan to help grow the company. Process by which we create, manage, and are held accountable for revenue. Needs to be aligned and agreed with all. Helps inform on quotas, overall revenue, i nvestment potential, profit, expense spending, hiring plans, and every key business decision. Support your revenue and expense assumptions with past sales history when possible and/or research on true market potential. Creates the conditions needed for top sales performance. Builds the best sales process driven by the best practices.