SALES MANAGEMENT LoBue's approach to improving the sales management process THE NEED   Most would agree managing a sales organization is different from managing an operation. Management information needed to run a sales organization should therefore also be different. Simply measuring input (sales calls) and output (sales closed) is inadequate. Traditional management process techniques and skills, derived in an operational environment, fall short of motivating and measuring key sales activities needed to increase revenue and market share. THE SOLUTION   The LoBue Sales Management Program begins with analyzing the current efforts and measurements in place. The current environment is fully documented and inadequacies (gaps) identified in such areas as: The role of sales management The existing sales process Non sales related efforts Sales tools & technology The sales referral process The customers targeted The products and services in place The skills and talents in place Measurements in use The new Sales Management Process will be designed to include these elements enhanced to resolve the gaps identified. The final design is detailed down to new desktop procedures and then tested and refined in a pilot model prior to department wide rollout. THE RESULTS   The LoBue Sales Management Program enables clients to: Increase sales revenues and profitability Effectively staff sales and administrative requirements Increase sales per person through improved sales process effectiveness     ~Typical Performance Results~ Key Performance Indicators Sales Productivity Revenues Cost of Sales Typical Range of Results 25 - 50% 20 - 40% 20 - 40%
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