The components of a successful sales management system include, above all, having a clear sales plan and sales and margin targets. This will often include target orders for your individual dealer. Availability of a clearly defined sales area with respect to this purpose. And of course with a strong and well-documented plan for your target market and customers in your area.
In addition to the sales plan, other components of the 'sales motivation system' include job descriptions based on expectations, the results of which are clearly defined and of great importance with respect to overall performance requirements.
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The next component of a successful sales performance management system is actually individual sales margins and order targets for each of your employees. This usually happens annually, when your employees go through the planning cycle after establishing your company's overall revenue plan.
You will need to record the goals, annual sales, and posting targets for each of your suppliers in relation to this overall sales plan. And often you also measure and monitor performance systematically on a monthly or quarterly basis against these real sales targets.
The next element of a successful sales performance management system is the annual floor plan that your sales rep is working on. This floor plan should be created in collaboration with your sales force sales management and should include not only your primary location but also the main accounts you have control of.
Again, with a plan, you can use the plan as a tool to measure and monitor performance against the plan and to have ongoing discussions with your sales rep about how they are progressing toward the goals and overall plan they set at the start of the year. has been established.