keysuccessfactorinmanagingasalesorganization(ppt39)-销售管理(编辑修改稿)

keysuccessfactorinmanagingasalesorganization(ppt39)-销售管理(编辑修改稿)内容摘要：

• Gross margin • Profit • Numbers of sales calls made • Account growth year over year. • Number of new accounts achieved • Successful implementation of Pricing strategy • SKU peration • SKU velocity • New product peration • New product growth year over year. • Expense budget control • Forecasting accuracy • Promotions peration/retail • % of business ing from new products • Distributor participation in promotions • Retail outlets growth • Wholesale outlets growth • In store sales growth (PCC) • Success in implementation of A/B pricing strategy. • Customer satisfaction measurement • Complete/accurate orders submitted • Number of late orders submitted • Customer plaints • Administrative duties/paperwork How to administer Quotas • Establish predetermined bonus pool for Incentive Plans. Assume that you will pay it all out.(everyone is expected to be at 100% • Use the bination of Salary+living allowances+incentives to calculate “planned earnings” for all employees. Differentiate by level of jobs, experience,and value to the pany. • If you exceed the planned bonus pool then be happy it means that the pany overachieved its revenue and expense targets. • Pay missions on sales to the account managers and below every month if possible. This would be calculated by measuring YTD performance against YTD Quotas. • During oneonone quota management meetings make sure to tie quota performance to earnings and how they can increase their earnings by achieving their Quota. How to administer Quotas • Use quota attainment on a monthly basis to rank the sales anization. Publish the results on Quota boards and published documents. • Develop monthly,quarterly and yearly recognition programs to reward the people who achieve 100% of assigned Quota. Use sales meeting to announce the high achievers and give prizes right there in the meeting. • Run sales contests on a quarterly basis where prizes are awarded for achievement of special acplishments. This is usually tied to such things as 1. New product launches,2. Special promotions • Create a friendly petition within your sales anization. Try to insure that your salesmen think that the best salesman in town is in his own office. How to administer Quotas • Quotas should be agreed upon by each level of management. However since they are being paid on achieving it there will always be a conflict as to what is fair and achievable. The panies future growth objectives should be reflected in the plan, along with new products and new customers. • Quotas should be passed down as far in the sales anization that can be successfully administered. Combination Quotas Measurement Wt. Quota Attainment % of Quota $10,000 Sales Total 50 % $400 $430 $ 5, Anerle 15% $100 $120 $ 1, Anle 10% $50 $65 $ 1, Diapers 5% $90 $90 $ Cosmetics 5% $80 $85 $ Tissue 5% $80 $70 $ Budget Exp* 10% $60 $59 ** $ Total Quota Attainment % Total Incentive Earnings $10, Times Weighted Example of ** Maximum attainment allowed % Quota assignment worksheet 1. Baseline attainment last year $1,500,000 2. Customers/Distb. Added/lost ( +/) $ 125,000 3. (X) Population growth/loss (3%)) $ 1,673,750 4. (X) Market share growth (8%) $1,807,650 5. (X) HengAn growth objective (5%) $1,898,032 6. Local economic conditions ( 0%) 0,000 7. Market Development Cond. (0%) 0,000 8. Assigned Annual Quota* $1,898,032 Quota assigned equally by month $ 158,169 Quota annualized by Quarter 1st Quarter 2nd Quarter 3rd Quarter 4th Quarter $379,606 $569,409 $664,311 $284,704 $126,535 $189,803 $221,437 $94,901 Account Man。