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Sales Management Office Thesis

757 Words4 Pages

1.2 THEORITICAL BACKGROUND OF STUDY

The following study is based on what Sales Management Office is and how is being helpful

to companies. Sales management Office refers continuous improvement is the sales

process of any organization. To get a deeper understanding, it is necessary to know the

following things:

1. What is Sales Efficiency?

Sales efficiency is mostly concerned with the rate of speed, which is taken to perform

each task under a sales process. The higher the rate of speed, the more efficient the

sales process is. In order to increase the sales efficiency, the companies should

examine their sales process and look for weaknesses, if any that can be addressed with

either sales efficiency software or through a reorganization …show more content…

ii) Two out of every sales representatives, fail to meet the set target that they are

given.

iii) It is found that sales representatives spend time which is equal to 50 working days

in research and are away from core selling activities.

3. How is SMO related to Sales efficiency?

SMO involves various steps, procedures and reports that help in improving the flow

of the sales process. It includes all the data that helps sales representatives in making

optimum utilization of the time and effort.

In reference to Azuga, SMO involves reports like, Call – Connects – Opportunities

reports; that tell the respective sales representative how many calls are made on a

daily basis and how many opportunities were generated in a single day. It tells them

their Magic Number, which is the number of connects (when a representative gets a

chance to speak to a prospect) they need to generate an opportunity. With SMO, the

management can get to know how many employees are needed to attain the TCV

(Total contract value) from an …show more content…

After this step is

complete, you will know the type of sales efficiency technologies your company should

implement.

 Introduce Sales Efficiency Metrics: Measure the level of sales efficiency at your company

against a clearly defined set of sales efficiency metrics. Sales efficiency metrics will allow

you to measure the impact of any software you implement or changes administered in your

sales process. The most useful sales efficiency metrics are measures you have the most

control over such as sales rep activities as sales objectives and results are much harder to

manage. Sales activities calling prospects, sales planning, appointments, meetings, and

research. If you can eliminate unnecessary time spent on non-selling activities sales

objectives and results will also see improvements.

 Implement Sales Efficiency Software: A number of technologies that directly address

inefficiencies in your sales organization have emerged in recent years. If, for example, sales

content retrieval at your company is a particularly time-consuming process you should invest

in sales efficiency software that quickly eliminates this

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