{"id":13013,"date":"2023-04-09T17:51:50","date_gmt":"2023-04-09T17:51:50","guid":{"rendered":"https:\/\/www.goodacademic.com\/blog\/questions\/describe-the-sales-management-system-and-how-you-can-use-it-to-drive-performance\/"},"modified":"2023-04-09T17:51:50","modified_gmt":"2023-04-09T17:51:50","slug":"describe-the-sales-management-system-and-how-you-can-use-it-to-drive-performance","status":"publish","type":"questions","link":"https:\/\/www.goodacademic.com\/blog\/questions\/describe-the-sales-management-system-and-how-you-can-use-it-to-drive-performance\/","title":{"rendered":"Describe the sales management system and how you can use it to drive performance"},"content":{"rendered":"<p>Briefing for Assignment \u2013 CRM systems <\/p>\n<div>1. Consider your approach, your sales team\u2019s approach or your organisation\u2019s (company X)\n<\/div>\n<div>approach to managing sales performance.  (top down, evidence based approach) Make it as relevant to you as you can.\n<\/div>\n<div>2. Do some research about sales management systems and managing sales\n<\/div>\n<div>Performance. (Include information about using CRM tools such as sales force)\n<\/div>\n<div>3. Define what you consider to be a \u2018sales management system\u2019. This may be based\n<\/div>\n<div>on the four key processes (pipeline, deal qualification, opportunity management, Forecasting)\n<\/div>\n<div>what happens in your workplace?\n<\/div>\n<div>5. How could you \/this be supplemented to better effect, based on the learnings.\n<\/div>\n<div>6. Have you any specific examples which you can evidence that you currently do to\n<\/div>\n<div>drive your performance. What do you think you can improve and how that will drive\n<\/div>\n<div>improved performance?\n<\/div>\n<div>7. Reflect upon the outcomes \u2013 find a reflective model to base this on. Include your\n<\/div>\n<div>personal learnings, observations and actions going forward.\n<\/div>\n<div>8. Include evidence of your reading and research using literary sources as well as\n<\/div>\n<div>digital sources.\n<\/div>\n<div>Example Literary sources :\n<\/div>\n<div>&#8211;\tSales Management Strategy, Process and Practice, 4th ed.\n<\/div>\n<div>Cuevas, Javier Marcos,\n<\/div>\n<div>Publisher: Palgrave Macmillan 2016\n<\/div>\n<div>&#8211;\tAnalytics at work : smarter decisions, better results\n<\/div>\n<div>Davenport, Thomas H; Harris, Jeanne G; Morison, Robert\n<\/div>\n<div>Publisher: Harvard Business Press 2010\n<\/div>\n<div>&#8211;\tHow organisations generate and use customer insight\n<\/div>\n<div>Emanuel,Said; Emma K.,Macdonald; Hugh N.,Wilson; Javier,Marcos\n<\/div>\n<div>Journal of Marketing Management Vol.: 31 Issue: 9-10 Page: 1158\n<\/div>\n<div>&#8211;\tPredictable prospecting : how to radically increase your B2B sales pipeline\n<\/div>\n<div>Tyler, Marylou; Donovan, Jeremey\n<\/div>\n<div>Publisher: McGraw-Hill Education 2016\n<\/div>\n<div>9. Please also include a bibliography using Harvard Referencing.\n<\/div>\n<div>Project to be delivered as an essay of 2,000 words (+\/- 10%)\n<\/div>\n<div>Briefing for Assignment \u2013 CRM systems\n<\/div>\n<div>1. Consider your approach, your sales team\u2019s approach or your organisation\u2019s (company X)\n<\/div>\n<div>approach to managing sales performance.  (top down, evidence based approach) Make it as relevant to you as you can.\n<\/div>\n<div>2. Do some research about sales management systems and managing sales\n<\/div>\n<div>Performance. (Include information about using CRM tools such as sales force)\n<\/div>\n<div>3. Define what you consider to be a \u2018sales management system\u2019. This may be based\n<\/div>\n<div>on the four key processes (pipeline, deal qualification, opportunity management, Forecasting)\n<\/div>\n<div>what happens in your workplace?\n<\/div>\n<div>5. How could you \/this be supplemented to better effect, based on the learnings.\n<\/div>\n<div>6. Have you any specific examples which you can evidence that you currently do to\n<\/div>\n<div>drive your performance. What do you think you can improve and how that will drive\n<\/div>\n<div>improved performance?\n<\/div>\n<div>7. Reflect upon the outcomes \u2013 find a reflective model to base this on. Include your\n<\/div>\n<div>personal learnings, observations and actions going forward.\n<\/div>\n<div>8. Include evidence of your reading and research using literary sources as well as\n<\/div>\n<div>digital sources.\n<\/div>\n<div>Example Literary sources :\n<\/div>\n<div>&#8211;\tSales Management Strategy, Process and Practice, 4th ed.\n<\/div>\n<div>Cuevas, Javier Marcos,\n<\/div>\n<div>Publisher: Palgrave Macmillan 2016\n<\/div>\n<div>&#8211;\tAnalytics at work : smarter decisions, better results\n<\/div>\n<div>Davenport, Thomas H; Harris, Jeanne G; Morison, Robert\n<\/div>\n<div>Publisher: Harvard Business Press 2010\n<\/div>\n<div>&#8211;\tHow organisations generate and use customer insight\n<\/div>\n<div>Emanuel,Said; Emma K.,Macdonald; Hugh N.,Wilson; Javier,Marcos\n<\/div>\n<div>Journal of Marketing Management Vol.: 31 Issue: 9-10 Page: 1158\n<\/div>\n<div>&#8211;\tPredictable prospecting : how to radically increase your B2B sales pipeline\n<\/div>\n<div>Tyler, Marylou; Donovan, Jeremey\n<\/div>\n<div>Publisher: McGraw-Hill Education 2016\n<\/div>\n<div>9. Please also include a bibliography using Harvard Referencing.\n<\/div>\n<div>Project to be delivered as an essay of 2,000 words (+\/- 10%)\n<\/div>\n<div>Briefing for Assignment \u2013 CRM systems\n<\/div>\n<div>1. Consider your approach, your sales team\u2019s approach or your organisation\u2019s (company X)\n<\/div>\n<div>approach to managing sales performance.  (top down, evidence based approach) Make it as relevant to you as you can.\n<\/div>\n<div>2. Do some research about sales management systems and managing sales\n<\/div>\n<div>Performance. (Include information about using CRM tools such as sales force)\n<\/div>\n<div>3. Define what you consider to be a \u2018sales management system\u2019. This may be based\n<\/div>\n<div>on the four key processes (pipeline, deal qualification, opportunity management, Forecasting)\n<\/div>\n<div>what happens in your workplace?\n<\/div>\n<div>5. How could you \/this be supplemented to better effect, based on the learnings.\n<\/div>\n<div>6. Have you any specific examples which you can evidence that you currently do to\n<\/div>\n<div>drive your performance. What do you think you can improve and how that will drive\n<\/div>\n<div>improved performance?\n<\/div>\n<div>7. Reflect upon the outcomes \u2013 find a reflective model to base this on. Include your\n<\/div>\n<div>personal learnings, observations and actions going forward.\n<\/div>\n<div>8. Include evidence of your reading and research using literary sources as well as\n<\/div>\n<div>digital sources.\n<\/div>\n<div>Example Literary sources :\n<\/div>\n<div>&#8211;\tSales Management Strategy, Process and Practice, 4th ed.\n<\/div>\n<div>Cuevas, Javier Marcos,\n<\/div>\n<div>Publisher: Palgrave Macmillan 2016\n<\/div>\n<div>&#8211;\tAnalytics at work : smarter decisions, better results\n<\/div>\n<div>Davenport, Thomas H; Harris, Jeanne G; Morison, Robert\n<\/div>\n<div>Publisher: Harvard Business Press 2010\n<\/div>\n<div>&#8211;\tHow organisations generate and use customer insight\n<\/div>\n<div>Emanuel,Said; Emma K.,Macdonald; Hugh N.,Wilson; Javier,Marcos\n<\/div>\n<div>Journal of Marketing Management Vol.: 31 Issue: 9-10 Page: 1158\n<\/div>\n<div>&#8211;\tPredictable prospecting : how to radically increase your B2B sales pipeline\n<\/div>\n<div>Tyler, Marylou; Donovan, Jeremey\n<\/div>\n<div>Publisher: McGraw-Hill Education 2016\n<\/div>\n<div>9. Please also include a bibliography using Harvard Referencing.\n<\/div>\n<div>Project to be delivered as an essay of 2,000 words (+\/- 10%)\n<\/div>\n<div><\/div>\n","protected":false},"excerpt":{"rendered":"<p>Briefing for Assignment \u2013 CRM systems 1. Consider your approach, your sales team\u2019s approach or your organisation\u2019s (company X) approach to managing sales performance. (top down, evidence based approach) Make it as relevant to you as you can. 2. Do some research about sales management systems and managing sales Performance. (Include information about using CRM [&hellip;]<\/p>\n","protected":false},"author":3,"featured_media":0,"comment_status":"open","ping_status":"closed","template":"","meta":[],"disciplines":[1112],"paper_types":[],"tagged":[],"aioseo_notices":[],"_links":{"self":[{"href":"https:\/\/www.goodacademic.com\/blog\/wp-json\/wp\/v2\/questions\/13013"}],"collection":[{"href":"https:\/\/www.goodacademic.com\/blog\/wp-json\/wp\/v2\/questions"}],"about":[{"href":"https:\/\/www.goodacademic.com\/blog\/wp-json\/wp\/v2\/types\/questions"}],"author":[{"embeddable":true,"href":"https:\/\/www.goodacademic.com\/blog\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/www.goodacademic.com\/blog\/wp-json\/wp\/v2\/comments?post=13013"}],"version-history":[{"count":0,"href":"https:\/\/www.goodacademic.com\/blog\/wp-json\/wp\/v2\/questions\/13013\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.goodacademic.com\/blog\/wp-json\/wp\/v2\/media?parent=13013"}],"wp:term":[{"taxonomy":"disciplines","embeddable":true,"href":"https:\/\/www.goodacademic.com\/blog\/wp-json\/wp\/v2\/disciplines?post=13013"},{"taxonomy":"paper_types","embeddable":true,"href":"https:\/\/www.goodacademic.com\/blog\/wp-json\/wp\/v2\/paper_types?post=13013"},{"taxonomy":"tagged","embeddable":true,"href":"https:\/\/www.goodacademic.com\/blog\/wp-json\/wp\/v2\/tagged?post=13013"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}