SALES MANAGEMENT IN IT

INTRODUCTION TO IT INDUSTRY

IT- Software

ITeS Business process outsourcing (BPO)

IT- Hardware and peripherals

IT- Education

SEGMENT WISE MARKET SHARE

SALES MANAGEMENT PRACTICES

Understand and develop customer needs.

Develop trust in the client relationship

Know your customer

Full knowledge of capabilities and customer

applications and the ability to bring to bear

internal or external resources in service to the

customer

Manage competitive threat over the course of an

opportunity pursuit

SALES MANAGEMENT PRACTICES

Accountability

Coaching

Motivating

Recruiting

Growing the Sales Force Personally

Lead Generation

Preparation of sale

Meeting the customer

• Introduction of our Company

• Presentation of the products and offerings

Closing

Follow up

IT S

ale

s C

yc

le

CHALLENGES IN IT SALES

know enough about the customer's business

analyze the political structure and align with those who have the greatest influence on the decision

competitive dimension

learn to identify the strategies

most attractive solution

SALES HIERARCHY

ALL INDIA SALES MANAGER

REGIONAL SALES MANAGER

AREA SALES MANAGER

SALES REPRESENTATIVE

ROLES AND RESPONSIBILITIES

Procuring business

Maintaining business relationships with

clients

Sustaining a high level of customer

service

Managing requests for quotes (RFQs)

Overseeing all submittals

COMPENSATION MANAGEMENT

ESOP’s or Employee Stock Options plans

Transportation

Medical allowance

Allowances for furnishing one’s house.

Group medical insurance.

Recreational allowances

SALES PERSONNEL EVALUATION

Set sales force objectives &

determine sales strategy

Set performance

standard

Measure results & compare

with standards

Take action

TWO MAIN TYPES

Quantitative criteria

number of new customer

obtained

sales volume,

average sales calls per

day,

gross profit

by product/customer,

sales orders.

Qualitative criteria

characteristics,

Behaviour

results of salesperson

which can't express in

number and the quality of

these criteria may depend

on subjective evaluation

of reviewer.

SALES EVALUATION

Input based system Output based

system

BEHAVIOUR

CallsReportsComplainsDemonstrationsDealer meetingsDisplay setupTravel expense

SALES EVALUAT

ION

RESULTS

Sales revenueSales growthSales/QuotaSales/potentialNew accountsContribution marginContribution percentage