Drew Boyd – Measure Salesforce Effectiveness
Drew Boyd – Measure Salesforce Effectiveness
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In this course, Drew Boyd helps you define the sales task, which guides all decisions such as who you hire, how you deploy your team, and how you manage them day-to-day…
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Description
Measure Salesforce Effectiveness
By: Drew Boyd.
This is the length of the story. 41m 37s
It was released. August 23, 2016
Description:
You will lose valuable revenue if you don’t measure the right things at the right times. You can learn how to manage the effectiveness of your sales force. The sales task helps you define who you hire, how you deploy your team, and how you manage them. He helps you identify and evaluate the components of a successful sales strategy: customer base, product/service mix, sales activities, sales support, and sales process. He helps you determine the impact you are having on your customer, conduct a win/loss analysis, and evaluate sales deployment.
Topics include:
- Defining the sales task
- Calling on the right customers with the right products and services
- Evaluating your team’s sales activities
- Measuring outputs of sales: customer satisfaction, wins, losses, etc.
Contents:
- Introduction
- 1. Understanding Sales Measurement
- 2. Measuring Inputs to Sales
- 3. Measuring Outputs of Sales
- Conclusion
Author:
Drew is a co-author. The box is inside. . He is an associate professor of marketing and innovation at the University of Cincinnati.
After a successful business career, Drew entered the world of academia. He spent 17 years with Johnson & Johnson. Drew worked for United Airlines in sales, marketing, and strategic planning. He was one of the early pioneers of strategic partnerships between airline carriers.
Drew combines the theory taught in a traditional classroom setting with more than three decades of experience to provide a real-world marketing and innovation experience. Drew has been a guest lecturer at Columbia University, Yale University, the Wharton School of the University of Pennsylvania, and the University of Michigan.
Drew graduated from the United States Air Force Academy with a degree in management science and operations research. He earned an masters degree in business administration from the University of Chicago.
He lives in Cincinnati with his wife and son.
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