Sales Management - Chapter 5

Question or Hint Answer or Word

Call Management Activities Plan the call, Execute the Call, Debrief & Document the Call
Opportunity Management Activities Gather Information, Qualify, Develop Strategy, Execute Strategy
Account Management Activities Assess Customer Business Needs, Align Company Needs with Customer Needs, Develop Plan to Create Mutual Value, Execute Plan
Territory Management Activities Prioritize Customers, Define Territories, Define Call Patterns, Execute Calls
Call Management Metrics % of Reps doing call planning, Call plan usage, Average talk time, Adherence to process
Opportunity Management Metrics # of Opportunity Plans Completed, Adherence to Process, % of qualified opportunities
Examples of Territory Management Metrics # of customers per rep, Activity Volume per Rep, Avg # leads given to salesperson