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David J. Cichelli is Senior Vice President of The Alexander Group, Inc.®, the well recognized leader in sales effectiveness consulting. As the Practice Manager in Sales Compensation Design and Automation, David provides thought-leadership and best-practice solutions for application of winning sales compensation solutions. He is a frequent speaker at national conferences, industry groups, and corporate meetings.

He is the author of WorldatWork’s (association of compensation professionals) sales compensation design seminar. He teaches sales effectiveness for Columbia University’s Sales Management Program. With over 25 years of consulting experience, David’s clients include leading companies from among most major industries including financial services, hi-tech, software, telecom, wholesale, consumer goods, healthcare, and many others. His partial clients include American Express, AT&T, FedEx and Starbucks. David is the author of numerous sales management related articles and the Book, “Compensating the Sales Force’.

Herewith, I attached the resume of the Sales Force Effectiveness Management, when I involved in his training.

Effective Sales Force Management can be defined into 8 steps as followed:

1. Sales Segments & Objectives
2. Coverage Model
3. Sales Process
4. Job Design & Organization Structure
5. Resource Deployment
6. Sales Talent & Supervision
7. Performance Metrics
8. Quotas & Sales Compensation

To get detail of explanation, please download this file: Sales Force Effectiveness Management Presentation

Have a pleasent reading.

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Buku One to One B2B: Customer Development Strategies for Business-to-Business World ditulis oleh Don Peppers & Martha Rogers. Ph.D., merupakan buku yang bagus untuk menjadi pedoman bagi perusahaan yang fokus untuk pasar enterprise/ corporate customer. Memang memerlukan penanganan yang berbeda untuk mensiasati bisnis antara consumer market (B2C) dengan enterprise market (B2B) atau yang biasa disebut dengan High End Market. Buku Ono to One B2B ini menjelaskan secara komprehensif bagaimana menjalankan customer relationship untuk B2B dengan teknik yang dinamakan One to One relationship. Tujuannya adalah untuk mencapai longer term relationship antara perusahaan dengan customernya.

 

Untuk menjalankannya dibutuhkan kerangka pikir yang disebut dengan IDIC model, yaitu:

      Identify your customer

      Differentiate your customers, by value and needs

      Interact with your customers

      Customize your customers.

 

Penjelasan tentang IDIC model ini, pernah saya tuliskan pada artikel saya mengenai Customer Relationship Strategy on Enterprise Market.

 

Buku ini juga menjelaskan penerapan account management di perusahaan-perusahaan world class dengan komprehensif, meliputi case study di:

      Dell

      Bentley System

      Convergys

      Novartis CP

 

Saya ringkas summarynya dalam bentuk power point namun pdf file.

 

Presentasinya dapat di dowload di sini: Presentasi One to One B2B

 


I'm the one with my own vision. Vision to give my wisdom on surrounding society. Especially my lovely wife and 2 kids, my parents and all my family, my all friends at my workplace, home and anywhere you are, ...

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