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39 Cards in this Set
- Front
- Back
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The force within us that activates our behavior
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motivation
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How does motivation work?
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It is made up of three different components, Intensity, Direction, and Persistence
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Which of the two motivation techniques, Intrinsic or Extrinsic Motivation, works better?
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Intrinsic
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When doing the job is inherently
motivating |
Intrinsic Motivation
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When rewards such as pay and
formal recognition act as motivators |
Extrinsic Motivation
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9 Steps in Setting Quotas:
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1. Review future, company and department performance goals and budgets.
2. Analyze sales trends for the past two years 3. Compare the prior year's performance trends with the future company and department goals. 4. Complete an opportunity analysis. 5. Review the sales expense budget. 6. Determine if you will "over assign" quota dollars. 7. Determine how you will spread the sales growth or decline across your sales team. 8. Build a quota model that will allow you to create "what if" scenarios for different quota amounts. 9. Set reasonable quotas that will lead to the achievement of the overall sales revenue budget while also meeting your sales expense goals. |
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When is the best time to set sales quotas?
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Beginning of year
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How are budgets related to sales quotas?
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The basic objective in budgeting for each category is to determine the lowest expenditure level necessary to achieve the sales quotas
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What is coaching?
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The continuous development of salespeople through supervisory feedback and role modeling
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10 Suggestions for Coaching:
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• Take a we approach
• Address only one or two problems at a time • Don’t focus on criticizing poor performance, reinforce good performance • Foster involvement • Recognize differences in salespeople and coach accordingly • Coordinate coaching with more formal sales training • Encourage continual growth and improvement • Insist salespeople evaluate themselves • Obtain agreement with respect to punishments and rewards • Keep good records |
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When is the best time for coaching?
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During the sales manager's field visits or before and after each sales call
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What are the two main leadership styles:
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1. Transactional
2. Transformational |
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What are the four main leadership skills that a sales manager should have?
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1. Anticipation
2. Diagnostic 3. Selection 4. Communications |
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What are the six most common compensation pitfalls?
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1. Excessively high base salaries
2. Not aligned with company goals 3. Aren't supported at the executive level 4. Too complicated 5. Capping earnings potential 6. Past doesn't equal the future |
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Compensation
Legal Compliance Penalties Personnel Promotion |
Evaluative Purposes
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Development
Feedback Goals Motivation Planning Training |
Developmental Purposes
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Two Reasons for the Evaluation of Salespeople:
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Evaluative and Developmental Purposes
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What are the four questions that the salesperson should ask after the appraisal process?
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1. What is the probability of success?
2. Will I be rewarded for success? 3. Are the rewards worth it? 4. Are the rewards fair? |
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What are the four most common performance evaluation methods:
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1. Graphic rating/ checklist methods
2. Ranking methods 3. Objective Setting Methods 4. Behaviorally Anchored Rating Scale |
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Two Types of Criteria for Performance Evaluation:
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Quantitative and Qualitative
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Sales volume
Average Sales calls per day New Customers Obtained Gross profit Ratio of selling costs to sales Sales orders |
Quantitative
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Sales Skills
Territorial Management Personal Traits |
Qualitative
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Advice, in terms of legal issues, for the evaluation of salespeople?
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Important to have specific policies
with regard to performance appraisals to help avoid suits. |
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Three reasons to do Sales Training:
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1. People never stop learning
2. Designed to improve efficiency and effectiveness of salespeople 3. Reengineering training |
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Sales training helps socialize the new
hires, providing them with a positive: |
1. Initiation to Task
2. Role Definition |
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The degree to which a sales
trainee feels competent and accepted as a working partner |
Initiation to Task
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An understanding of what tasks are
to be performed, what the priorities of the tasks are, and how time should be allocated among the tasks. |
Role Definition
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When is the best time to do sales training?
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Ongoing
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4 Types of Training Methods for Sales:
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1. Technology-based
2. Role Playing/ Simulations 3. On-the-Job Training 4. Absorption Training |
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5 Typical Sales Training Needs:
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1. Sales Techniques
2. Product Knowledge 3. Customer Knowledge 4. Competitive Knowledge 5. Time and Territory Management |
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4 Measurements of Success in Sales Training:
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1. Reactions
2. Learning 3. Behavior 4. OTJ results |
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What are the two main recruitment methods for staffing the sales force:
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1. Internal
2. External |
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9 Most Common Places to find Recruits?
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1. Employee Referral Programs
2. Company newsletter 3. Advertisements 4. Online 5. Private Employment Agencies 6. Colleges and Universities 7. Career Fairs 8. Professional Organizations 9. Computer Rosters |
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3 Most Common Types of Interviews:
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1. Initial
2. Intensive 3. Stress |
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5 Topics you can ask about during an interview:
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1. Responsibilities of the job
2. Organization's mission 3. Career possibilities 4. Location of job 5. Qualifications |
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5 Topics you cannot discuss during an interview:
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1. Race
2. Religion 3. National Origin 4. Sexual Orientation 5. Age |
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4 Legal Issues to consider when staffing the sales force:
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1. Job descriptions and job qualifications should be accurate and based on a thoughtful job analysis
2. All selection tools should be related to job performance 3. Sources of job candidates should be informed of the firm’s legal position 4. Communications must be devoid of discriminatory content |
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10 Most Common Methods for Evaluating an Organization:
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1. Sales Organization Audit
2. Sales Analysis 3. Sales and Marketing Audit 4. Sales Force Audit 5. Sales Volume 6. Marketing Cost Analysis 7. Cost Analysis 8. Profitability Analysis 9. Variance Analysis 10. Benchmarking |
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What is the main reason for the evaluation of an organization?
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Sales managers use sales data to evaluate the performance and determine if the company reached its objectives.
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