Today’s sales managers are faced with manifold problems: increasingly knowledgeable and demanding customers, increasingly professional procurement partners, increasing competition from around the globe (and increasingly from non-traditional sources), rapid advances in technology aimed at enabling the sales force, and the increasing focus on sales force efficiency. Consequently, many sales managers are having “sleepless nights” struggling with a major challenge: how to increase both the effectiveness and the efficiency of their sales force.
In this webinar, Prof Deva Rangarajan sets out to understand the main concerns sales managers have in managing their sales forces. He zooms in on 5 main trends that sales managers have to deal with in order to tackle the challenges mentioned above. He concludes by sharing his thoughts on how you can build a sales force that’s both effective and efficient.
Based on extensive in-depth interviews with over 40 sales directors/managers – from both national and multinational organisations, and active in both B2B and B2C environments – Prof Rangarajan has identified 5 main trends that sales managers need to be aware of to equip their sales forces to be both effective and efficient.
While these 5 trends seem obvious and widespread, most sales executives are not sure what impact these trends are likely to have on their sales management practices – for example, customer portfolio analysis, go-to-market strategies, the role of marketing vs sales, the profiles of sales people needed to meet customer requirements, and the whole human resources aspect (including coaching, motivating, target setting, activity monitoring, etc.) – and how to deal with them effectively.
||Professor Deva Rangarajan director of the Sales Excellence Centre at Vlerick Business School. He teaches in all the programme formats (masters/MBA/executive education) and he is also programme director of Sales Management and Key Account Management. His research and teaching are mainly focused on the areas of sales force management and customer experience management. Deva has experience in offering customised programmes for Atlas Copco, AGC, Vesuvius, KBC, BNP Paribas, Belfius, SWIFT, 3M, Umicore, Electrabel, Johnson Controls, Doosan, Daikin and Eandis among others. He is also currently working on setting up a sales role-play competition for the young graduates of Vlerick.
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