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Sales Management

March 6th, 2004 · No Comments

HBS Working Knowledge writes:

The process of transforming top management’s goals into concrete sales typically breaks down for one or more of the following reasons:

– Lack of top management clarity about objectives.
– Difficulty translating objectives into an operational business plan.
– Vagueness communicating objectives and business plan to the sales force.
– Failure to align compensation with the objectives.
– Problematic individual sales plans and managerial coaching.

In order to reconnect sales management to profitability, address each of the points of breakdown. Managers can do this through a five-step process:
– Understand profitability.
– Translate into business objectives.
– Communicate the business objectives.
– Translate into a compensation plan.
– Create individual sales plans.

Tags: Management

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