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Measure Salesforce Effectiveness
By: Drew Boyd
Duration: 41m 37s
Released: August 23, 2016
Description:
If you don’t measure the right things at the right times, you’ll miss big opportunities to improve your sales team’s performance and you’ll lose valuable revenue. Find out how to manage the effectiveness of your salesforce. Drew Boyd helps you define the sales task, which guides all decisions such as who you hire, how you deploy your team, and how you manage them day-to-day. He then helps you identify and evaluate all of the components that make for a successful sales strategy: customer base, product/service mix, sales activities, sales support, and sales process. Lastly, he helps you determine the impact you are having on your customer, conduct a win/loss analysis, and evaluate sales deployment.
Topics include:
- Defining the sales task
- Calling on the right customers with the right products and services
- Evaluating your team’s sales activities
- Measuring outputs of sales: customer satisfaction, wins, losses, etc.
Contents:
- Introduction
- 1. Understanding Sales Measurement
- 2. Measuring Inputs to Sales
- 3. Measuring Outputs of Sales
- Conclusion
Author:
Drew is the coauthor of Inside the Box. He also serves as the executive director of the Master of Science in Marketing program and associate professor of marketing and innovation at the University of Cincinnati.
Drew entered the world of academia after a highly successful business career. He spent 17 years with Johnson & Johnson in marketing, mergers and acquisitions, and international development. Before Johnson & Johnson, Drew worked with United Airlines, in sales, marketing, and strategic planning. He was one of the early pioneers of strategic partnerships between airline carriers that led to the creation of the Star Alliance.
In his courses, Drew merges the theory taught in a traditional classroom setting with more than three decades of experience, providing a real-world marketing and innovation experience. Drew’s earned three prestigious teaching awards and is honored to have been a guest lecturer at Columbia University, Yale University, the Wharton School of the University of Pennsylvania, the University of Michigan, the University of Chicago, the Kellogg School of Management at Northwestern University, and Duke University.
Drew graduated from the United States Air Force Academy in 1976 with a bachelors of science in management science and operations research. He earned an MBA from the University of Chicago.
He resides in Cincinnati, Ohio, with his wife, Wendy, and son, Ryan.
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