Briefing for Assignment – CRM systems
1. Consider your approach, your sales team’s approach or your organisation’s (company X)
approach to managing sales performance. (top down, evidence based approach) Make it as relevant to you as you can.
2. Do some research about sales management systems and managing sales
Performance. (Include information about using CRM tools such as sales force)
3. Define what you consider to be a ‘sales management system’. This may be based
on the four key processes (pipeline, deal qualification, opportunity management, Forecasting)
what happens in your workplace?
5. How could you /this be supplemented to better effect, based on the learnings.
6. Have you any specific examples which you can evidence that you currently do to
drive your performance. What do you think you can improve and how that will drive
improved performance?
7. Reflect upon the outcomes – find a reflective model to base this on. Include your
personal learnings, observations and actions going forward.
8. Include evidence of your reading and research using literary sources as well as
digital sources.
Example Literary sources :
– Sales Management Strategy, Process and Practice, 4th ed.
Cuevas, Javier Marcos,
Publisher: Palgrave Macmillan 2016
– Analytics at work : smarter decisions, better results
Davenport, Thomas H; Harris, Jeanne G; Morison, Robert
Publisher: Harvard Business Press 2010
– How organisations generate and use customer insight
Emanuel,Said; Emma K.,Macdonald; Hugh N.,Wilson; Javier,Marcos
Journal of Marketing Management Vol.: 31 Issue: 9-10 Page: 1158
– Predictable prospecting : how to radically increase your B2B sales pipeline
Tyler, Marylou; Donovan, Jeremey
Publisher: McGraw-Hill Education 2016
9. Please also include a bibliography using Harvard Referencing.
Project to be delivered as an essay of 2,000 words (+/- 10%)
Briefing for Assignment – CRM systems
1. Consider your approach, your sales team’s approach or your organisation’s (company X)
approach to managing sales performance. (top down, evidence based approach) Make it as relevant to you as you can.
2. Do some research about sales management systems and managing sales
Performance. (Include information about using CRM tools such as sales force)
3. Define what you consider to be a ‘sales management system’. This may be based
on the four key processes (pipeline, deal qualification, opportunity management, Forecasting)
what happens in your workplace?
5. How could you /this be supplemented to better effect, based on the learnings.
6. Have you any specific examples which you can evidence that you currently do to
drive your performance. What do you think you can improve and how that will drive
improved performance?
7. Reflect upon the outcomes – find a reflective model to base this on. Include your
personal learnings, observations and actions going forward.
8. Include evidence of your reading and research using literary sources as well as
digital sources.
Example Literary sources :
– Sales Management Strategy, Process and Practice, 4th ed.
Cuevas, Javier Marcos,
Publisher: Palgrave Macmillan 2016
– Analytics at work : smarter decisions, better results
Davenport, Thomas H; Harris, Jeanne G; Morison, Robert
Publisher: Harvard Business Press 2010
– How organisations generate and use customer insight
Emanuel,Said; Emma K.,Macdonald; Hugh N.,Wilson; Javier,Marcos
Journal of Marketing Management Vol.: 31 Issue: 9-10 Page: 1158
– Predictable prospecting : how to radically increase your B2B sales pipeline
Tyler, Marylou; Donovan, Jeremey
Publisher: McGraw-Hill Education 2016
9. Please also include a bibliography using Harvard Referencing.
Project to be delivered as an essay of 2,000 words (+/- 10%)
Briefing for Assignment – CRM systems
1. Consider your approach, your sales team’s approach or your organisation’s (company X)
approach to managing sales performance. (top down, evidence based approach) Make it as relevant to you as you can.
2. Do some research about sales management systems and managing sales
Performance. (Include information about using CRM tools such as sales force)
3. Define what you consider to be a ‘sales management system’. This may be based
on the four key processes (pipeline, deal qualification, opportunity management, Forecasting)
what happens in your workplace?
5. How could you /this be supplemented to better effect, based on the learnings.
6. Have you any specific examples which you can evidence that you currently do to
drive your performance. What do you think you can improve and how that will drive
improved performance?
7. Reflect upon the outcomes – find a reflective model to base this on. Include your
personal learnings, observations and actions going forward.
8. Include evidence of your reading and research using literary sources as well as
digital sources.
Example Literary sources :
– Sales Management Strategy, Process and Practice, 4th ed.
Cuevas, Javier Marcos,
Publisher: Palgrave Macmillan 2016
– Analytics at work : smarter decisions, better results
Davenport, Thomas H; Harris, Jeanne G; Morison, Robert
Publisher: Harvard Business Press 2010
– How organisations generate and use customer insight
Emanuel,Said; Emma K.,Macdonald; Hugh N.,Wilson; Javier,Marcos
Journal of Marketing Management Vol.: 31 Issue: 9-10 Page: 1158
– Predictable prospecting : how to radically increase your B2B sales pipeline
Tyler, Marylou; Donovan, Jeremey
Publisher: McGraw-Hill Education 2016
9. Please also include a bibliography using Harvard Referencing.
Project to be delivered as an essay of 2,000 words (+/- 10%)