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Performance management: How to find the right KPIs for a customer focused sales force
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Sales Incentives, Skill Gaps, Sales Model, Performance Management, KPI, Sales Team, Sales Strategy, Sales Organization, Sales Training, IT Sales, Sale IT, IT Selling, IT Marketing, Sales Marketing, Successful sales, Sales success, CRM, Sales Call, IT Services, Global Teams, IT Consulting, Offshoring, Outsourcing, Indian IT industry, IT Industry, Information Technology Industry, IT market, IT outsourcing, Outsourcing services, business process outsourcing, business outsourcing, IT consulting, BPO
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About "Performance management: How to find the right KPIs for a customer focused sales force" topic:
Understanding what the critical challenges are facing the sales environment and learning what are the right KPIs are to put in place to build an effective sales model for the future is very important. So Discuss how to overcome the internal barriers to implementing new selling models and what you have to do to overcome them......
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on topic: "Performance management: How to find the right KPIs for a customer focused sales force"
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Adapted From Steve Chriest I can almost see professor Peter Drucker, widely acknowledged as the creator and inventor of modern management, gazing out his office window at Claremont Graduate University and pondering the widespread economic malaise that has affected nearly every industry and company worldwide. Professionals in the field of Customer Management face strong challenges today. Challenges, that Drucker's business philosophy directly address. For me, Drucker’s genius was not only the original thinking he recorded in timeless writings, but also his ability to remind managers of the obvious—those truths that stand directly in front of us and that we sometimes forget or fail to see in ...
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CA Narayanan K R
| Commented
| 3 years ago
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Apply the 80(20) or 75(25) or 90(10) percentages in your business to find which customers/ products bring the maximum business/ profit and find out the service requirements for them to list your KPIs for your sale force to preserve/ improve your...
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Ajay Ziz
| Commented
| 3 years ago
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with due regards to all DRUCKER fans .. a trucker perspective ( that is of banta singh plying a truck on sonmarg leh highway ) is more realistic / original than the Drucker perspective..
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Sunil Kumar
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| 3 years ago
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Revsiting the basics helps repostion the purpose of the business/ deliverables of the brand quite often!
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Insight: "The Drucker Perspective " deleted from your view.
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One can often see two ways of managing major accounts that are certain to fail. The first is management by chance. There is no control. There is no plan. No one can explain why we are winning the business or forecast how long our success will last. We do not learn from our mistakes or from our successes. This is at one extreme. At the other extreme is management by formula. Here everything is documented, controlled and decided. I have seen one account planning process which demands that for every account the team must hold a one day orientation meeting, then gather information for twenty-one working days and then hold a two day planning session. The timescale cannot be changed. The people w...
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Mr. Sanjay Kumar Dash
| Commented
| 3 years ago
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My comments here are as follows 1- THIS IS SERIOUS BUSINESS: The objectives here are different from that of an artist. As far as I understand, Account management is an acquired talent of project / program management, customer relationship...
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Ajay Ziz
| Commented
| 3 years ago
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mohit thanks for referring :::: wonderful ::: discipline ::: practice ::: self control:::
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Insight: "Major Account Management Is An Art Not A Formula" deleted from your view.
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I believe here on toostep.com most of member have experience of sales. why dont we all share our experience with each other.so please do post your experiences here.......................... Happy Sal...
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Makrand Bhave
| Answered
| 3 years ago
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When I was in the hospitality industry, I had the opportunity to serve with on of the best known chain hotels of the world, Starwood group!! The hotel I was in is a boutique hotel and is situated in a not so posh locality. We had the advantage of...
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prakashraj kumavat
| Answered
| 3 years ago
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I have never gone for sales except my SIP (Summer Internship Project) during MBA Pragramme. It was great experience of sales of Insurance. I joined MAX NEW YORK LIFE was given task to sell life insurance products. Sales is only field where people...
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Answer: "Share your Sales experience with us ? " deleted from your view.
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CRM CRM is a multifaceted process, mediated by a set of information technologies, it focuses on creating two-way exchanges with customers so that firms have an intimate knowledge of their needs, wants, and buying patterns. In this way, CRM helps companies understand, as well as anticipate, the needs of current and potential customers. Principles Of Successful CRM Goals of the CRM Budget Top Sponsorship (Walk the Talk, do not just Talk the Talk!) Change Management Communication System Flexibility Partners People Performance Management Line Management Profiling People and Training Focus Strategic Management Commitment to Technological Support KPI Key Performance Indicators are quantifiable...
Insight: "Measuring Customer Service Performance - CRM KPI" deleted from your view.
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It is better for them to stay in same field.
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They have experience of most tough field and can go anywhere
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DEEPAK BHARDWAJ
| Argues in support of
"They have experience of most tough field and can go anywhere"
| 3 years ago
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It is very tough line every second is counted whether it is SCM / QC any thing.
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Debate: "What is the scope for people in Automobile Industry in other Industries - In which industries they can be successful?" deleted from your view.
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Yes
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No
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Arup Chakraborty
| Argues in support of
"Yes"
| 3 years ago
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Going beyond limits is always bad. I think it is a lesson for all. Dubai was aiming for a Dream World, but in hard times, even the dreamers starts thinking relasitic. That's exactly what has happened, due to econmoic slow down the demands for the...
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Debate: "Is Dubai experience a learning lesson for Infra/Banking Companies in India?" deleted from your view.
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Yes
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No
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Ravindra Sharma
| Argues in support of
"No"
| 2 years ago
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Not much with full freedom yet since mostly guided in private they appear different because of higher levels of expectations, transparency and quicker decisions. Given a choice HR may never want to Hire.
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Vipin Bhasin
| Argues in support of
"Yes"
| 3 years ago
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Yes there are many differences between PSUs private sector corporates.... their policies , strategies, working atmosphere and many more.. then we can assume that the basic traits of HR in corporate world different from in public sector.
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Debate: "Is the basic traits of HR in corporate world different than that in public sector ?" deleted from your view.
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Hai
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2
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2
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Hai
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saranya ramanaraj
| Argues in support of
"Hai"
| 2 years ago
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bcoz of work pressure
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meenakshi A
| Argues in support of
"Hai"
| 2 years ago
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because of workload and having stress in their work environment
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Debate: "Why sofware guys switch over the job?Tell me five points ." deleted from your view.
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बहुत प्यार करते थे न मुझे , फिर क्यों चले गये... ? मुझमे मेरे होने का अहसास कराया था तुमने , फिर खुद को मुझमे समाहित कर, क्यों चले गये?कहा चले गये? तुम्हारे बिना मेरी दुनिया क्या होगी, इसका फैसला किये बिना तुम क्यों चले गये? सबकुछ तो वही है,बस तुम्हारी कमी खलती है , तुम्हारी ये राधा तुम्हे हर पल पूजा करती है. कभी तो मिलोगे,कही तो मिलोगे, एक बार छला मुझको ,पर अब न छलोगे. कह दो एक बार की तुम मेरे लिए हो, ये था तुम्हे एहसास ,इसलिए फिर से मिले हो. अब जो मिले हो, तो ऐसे न जाने दूंगी, वही पीड़ा,वही कसक खुद में समाने न दूंगी, दूंगी तोहफा उसी अहसास का, जो तुम बिन तिल-तिल कर जिया है मैंने, रख के सीने पे तेरे शीश , मै खुद को मिट जाने दूंगी, हा तेरे प्यार में मै खुद को सिमट जाने दूंगी. - [25/12/2006] ...
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Nikhil
| Commented
| 3 years ago
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It is good to see a poetry here and truly a good one, I used to read a lot of proteries in my college days but lost touch as time went by, thank you and keep posting them good to read , can I print them, no I will not put my name on it , I wish to...
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Swathi ji ji
| Commented
| 3 years ago
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love Never goes but some times lover goes...as we don't have control on Life & Death.
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Insight: "बहुत प्यार करते थे न मुझे..." deleted from your view.
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sales
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0
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buniess development
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abhishek dubey
| Argues in support of
"sales"
| 2 years ago
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give me a chance see the difference
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Debate: "sales manager" deleted from your view.
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Buy One Get One Free (BOGO) – Does it really boosts the Sales? Gone are the days when customers use to easily lure away by the gimmicks of the marketing persons. Today the customers are cleverer and demanding than ever before. They cannot be easily caught in the snare of the companies’ ideological gimmicks as they used to be in the past. I would love to share with you a real life and an interesting anecdote which is about a sales promotion program of a well established and renowned cigarette company. A week ago, in the afternoon, I stopped by a Pan Shop near my place, to buy a packet of cigarettes. There was an unusual rush on that Pan shop at that time. As I reached up to the counter, I came to know that some cigarette company’s Sales Promotion was going on there and a team of four Sales persons of that company were promoting their renowned and well established cigarette brand which was probably due to its attractive repacking and they might have added some more features to it so...
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Sales Promotion Sales promotion consists of a diverse collection of incentive tolls, mostly short term, designed to stimulate quicker and / or greater purchase of particular products/services by consumers or the trade: Concept of Sales promotion Sales Promotion is an important method of promotion which supplements personal selling and advertising effects. According to American Marketing Association' "Sales promotion includes marketing activities, other than personal selling, advertising such as displays, shows and expositions, demonstrations and various non-recurring selling efforts not in the ordinary routine." Sales promotion includes free samples, premium on sales, sales and dealer incentives, contests, fair and exhibition public relations activities etc. Sales promotion are those activities, other than advertising and personal selling and stimulates market demand for products. The basic purpose is to stimulate on the spot buying by prospective customers through short...
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