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DOCUMENT DESCRIPTION

"In most companies, Sales is the only revenue-generating function. Everything else is a cost center."

The importance of Sales is thus indisputable. This is why we need to build a holistic and coherent Sales Management System to properly manage our salesforce and drive consistent performance results (i.e. sales).

This presentation discusses the Sales Management Ecosystem, a useful framework to understanding the external market and internal organizational factors that impact Sales results. The Sales Management Ecosystem is composed of 7 key areas:

1. Salesforce Control Systems
2. Salesforce Environment
3. Salespeople
4. Selling Behaviors
5. Sales Tasks
6. Marketing Strategy
7. Market and Account Characteristics

By understanding all these areas and their interplay, Sales Management can understand the full context of their strategic management decisions and how they are likely to impact sales performance. Such strategic decisions range from compensation to analysis of sales tasks to influencing of selling behavior.

This deck also includes slide templates you can use in your own business presentations.

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Source: Sales Management Ecosystem PowerPoint document

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Sales Management Ecosystem

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This business document is categorized under:

Business Framework Primers

File Type: PowerPoint (pptx)

Tag(s): Sales Management Sales Strategy

Number of Slides: 27 (includes cover, transition slides)

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Upload date (first version): Nov 5, 2020

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