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TRANSCRIPT
Copyright © 2014 Oracle and/or its affiliates. All rights reserved. |
¿Por qué te abandonan tus mejores vendedores? La ciencia detrás de crear una organización de ventas de alto rendimiento
Ivan Hassig Gerente de Producto CX para Ord LAD
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Customer’s Logo Here
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Safe Harbor Statement The following is intended to outline our general product direcMon. It is intended for informaMon purposes only, and may not be incorporated into any contract. It is not a commitment to deliver any material, code, or funcMonality, and should not be relied upon in making purchasing decisions. The development, release, and Mming of any features or funcMonality described for Oracle’s products remains at the sole discreMon of Oracle.
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¡Recapitulemos!
¡Pregunta a tus vendedores que les impide vender más!
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¡Realiza una proyección de ventas ideando que dos o tres vendedores logran la misma cuota que tu major vendedor!
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Comunica claramente el interés que Menes en tu equipo para que crezcan personalmente
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¡Recuerda las cosas que te moMvaban y las que no cuando iniciaste en el mundo de las ventas!
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Sales The Real World
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SALES MANAGER VISION
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SALES REP VISION
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$
M1 M2 M3
“Como haré la cuota?!” “Como haré la cuota?!” “Estoy lejos de hacerla…“
Reality
THE BIG CHALLENGES
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HOW TO RESOLVE THIS CHALLENGES
Management Coach
ing $
M1 M2 M3
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What is ?
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Modern SPM in the Cloud
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Sales OnBoarding Sales Training Management
Territory Management ObjecOves Quota Management
Sales IncenOves Coaching Systems Sales Appraisals GamificaOon
IntegraOon
AnalyOcs
Social
#1
Better Manage
Better Motivate
Better Mentor
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Sales Performance Management
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MANAGE MOTIVATE MENTOR
MENTOR
MANAGE
MOTIVATE
performance behavior
best pracOces
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MANAGE performance
Mateo Lopez Sales Manager
Onboard New Reps
Assign Territories
Allocate Quotas
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Product DemonstraOon
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MOTIVATE behavior
Mateo Lopez Sales Manager
Monitor Performance
Drive Desired Behavior
Games and Rewards
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Product Demonstra1on
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MENTOR best pracOces
Mateo Lopez Sales Manager
IdenOfy Coaching OpportuniOes
Advise Reps
Improve Performance
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Product Demonstra1on
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Sales Performance Management CreaOng a More Performant Sales OrganizaOon
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Sales OnBoarding Sales Training Management
Territory Management ObjecOves Quota Management
Sales IncenOves Coaching Systems Sales Appraisals GamificaOon
IntegraOon
AnalyOcs
Social
#1
MANAGE performance MOTIVATE behavior MENTOR best pracMces
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RESULTADOS
• Segmentación de prospectos • Programación de acMvidades de ventas • Campañas de correos directos a prospectos
PROSPECTACIÓN Y PROGRAMACIÓN DE VISITAS
• Administración de agendas • AutomaMzación del proceso de ventas • Reportes operaMvos para los representantes de ventas • Mobilidad: online / offline / tablets
ADMINISTRACIÓN DEL CICLO DE VENTAS
• KPIs del equipo de ventas • Reportes complejos • Creación de reportes simples y complejos
REPORTES Y ANALISIS
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Select Oracle SPM Customers
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Read blogs.oracle.com/CX Watch youtube.com/OracleCX Follow twitter.com/OracleCX Join facebook.com/Oracle Customer Experience Learn oracle.com/CX
MORE INFORMATION
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Name: Ivan Hassig Email: [email protected] Role: CX Product Manager
