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1、天马行空官方博客：http:/ ；QQ:1318241189；QQ 群：175569632Managing Quota AttainmentWhat are the problems we are trying to solve?These are AIPs from the Sales CFT.1. Implement tracking, deployment, and summarization on B/C accounts.2. Same on Key accounts.3. Analysis on promotion &sales performance of new product
2、s.4. Develop Sales Strategy for year 2003.5. Track and supervise implementation of national sales management manual.6. Work out operation plan for solving the problem of an inaccurate sales plan.7. Call sales meeting for subsidiary managers and sales manager in the field to recap sales performance m
3、onthly.But, more importantlyHow are we going to insure that all of the desired changes that have been implemented in the sales organization are taking place?Management Drumbeat MeetingsDefinition:The process in which any business is managed through the use of information, tools, measurements and pro
4、cedures, applied in a consistent manner.Attributes:All levels of managementHierarchical MeasurementsCommon toolsCommon reporting templatesEstablished meeting schedules/agendasAccountability for performance and gap closure strategiesFeedback loop to upper managementHENGAN SALES ORGANIZATIONMONTHLY QU
5、OTA STATUS MEETINGDirector/Deputy Director Sales and Regional Sales ManagersTIME: 2 HOURS AGENDA ITEMS SOURCES OF INFORMATION OUTPUT OF MEETING(AIPS)1. REVIEW RSM CPC RSM COCKPIT CHART AGREEMENT ON NEW AIPS TO IMPROVE MEASUREMENTS AGREEMENT ON COMPLETED AIPS2. REVIEW SALESPLAN RESULTS YTD SALES PLAN
6、 FINANCIAL REPORTS GAP CLOSURE PLANS AIPS TO IMPROVE SALES PLAN OBJECTIVES AGREEMENT ON NEW 3. NEW MARKETCONDITIONS (SWOT) FIELD VISITS AM REPORTS AM REVIEWSGAP CLOSURE STRATEGIES AGREEMENT ON AIPS4. MARKETING PROGRESS(4 PS)5. PROBLEMS AND ASSISTANCE NEEDED QUARTERLY MARKETINGBOOK BARRIER ESCALATION
7、 FORMS AGREEMENT ON AIPS TO IMPROVE MARKETING STRATEGIES AGREEMENT ON ACCEPTANCE Of AIPsHENGAN SALES ORGANIZATIONMONTHLY QUOTA STATUS MEETINGRegional Manager and Account Manager1. REVIEW YTD SALES PLAN RESULTS 2. REVIEW PROGRESS AGAINST QUARTERLY SALES BOOK3. REVIEW PROGRESS OF KEY ACCOUNT STRATEGIE
8、S.4. REVIEW CHANGES IN MARKET CONDITIONS SWOT ANALYSIS5. REVIEW RANKING IN REGION. PEER REVIEW6. ASSISTANCE NEEDED FROM REGION, HQ TO ADDRESS PROBLEMS AND OPPORTUNITIES FINANCIAL REPORTS AND SALES TRACKING REPORTS QUARTERLY MARKETING BOOK OBJECTIVES. ACCOUNT STRATEGIES ACCOUNT STRATEGIES FEEDBACK FR
9、OM CUSTOMERS, DIRECT SALES REPS,PCCS, COMPETETITOR ACTIVITY. PEER RANKING REPORT BARRIER ESCALATION FORM AGREEMENT ON GAP CLOSURE STRATEGIES AGREEMENT ON AIPS TO IMPROVE PROGRESS AGAINST MARKETING OBJECTIVES AGREMENT ON AIPS TO SUCCESSFULLY COMPLETE ACCOUNT STRATEGIES AGREEMENT ON AIPS TO IMPROVE OUR MARKET POSITION. AGREEMENT ON AIPS TO IMPROVE RANKING IN KEY SALES MEASUREMENTS. AGREEMENT ON ACCEPTANCE OF BARRIERS BY MGT.AGENDA ITEM SOURCE OF INFORMATION OUTPUT OF MEETING( AIPS)
