A dual quantitative-qualitative sales quotas model

There is no one commonly accepted sales model in literature and practice. The sales models presented in the marketing literature may be impractical or complicated for marketers, and the sales field itself has not sufficiently addressed the topic of quantitative sales models within academic research. The aim of this paper is to overcome this gap by presenting a dual model of sales quotas. The duality of this model is expressed through its quantitative and qualitative aspects. The quantitative part is based on the moving average, i.e. a linear equation with multiple factors and with multiple unknowns. The qualitative part of the model is based on the participation of salespeople and management in the design of the model. Their subjective judgments can significantly affect the end results and predicted quotas. The basic feature of this model is its practicality. Not only is the numerical part easy to explain to the client, but the client is also actively involved in modeling, suggesting a subjective projection of sales quotas and defining factors that can influence planned sales results. After presenting the theory behind the model, its practical application is demonstrated through the analysis of the Pervivo case study. This case study demonstrated that the dual quantitative-qualitative sales quotas model has usable value in business practice.

LA COMERCIALIZACIÓN Y SU INCIDENCIA EN LA COMPETITIVIDAD DE LA MICROEMPRESA DEL SECTOR DE MUEBLES DE MADERA DEL CANTÓN CUENCA EN LA PROVINCIA DEL AZUAY

En el presente trabajo se realiza el análisis del proceso de comercialización en la competitividad de la microempresa del sector de fabricación de muebles de madera del cantón Cuenca en la provincia del Azuay en la República del Ecuador. Para ello, se propone el modelo de análisis de competitividad, el mismo que está formado por cuatro constructos o variables. La primera variable denominada “Merc_Ventas”, se relaciona con las técnicas de mercadeo y ventas, se compone de diez indicadores, entre los que se encuentran: plan de mercadeo, mercado objetivo, segmentos de mercado, cuotas de venta, información de la competencia entre otros. La segunda variable denominada “Servicios”, con sus tres indicadores: responsabilidad del servicio, nivel de satisfacción del cliente y catálogos de servicios. La tercera variable nominada “Distribución”, con sus tres indicadores: fuerza de ventas, sistemas de distribución y estructura de vendedores. Y la cuarta variable que mide el nivel de competitividad alcanzado. El trabajo inicia con el análisis de la literatura, de donde surgen las preguntas de investigación; luego se plantean las hipótesis a ser demostradas, se continúa con la validación y comprobación del modelo a través de ecuaciones estructurales; al final se analizan los resultados, las conclusiones y futuras investigaciones. Palabras clave: Mercadeo y ventas, servicios, distribución, competitividad. ABSTRACT The present article analyzes the commercialization process on the competitiveness of the micro firms of the wood furniture manufacturing sector at canton Cuenca in the province of Azuay in the Republic of Ecuador. To this end, the analysis of a competitiveness model is proposed, the same one that is formed by four constructs or variables. The first variable called "Merc_Ventas", is related to marketing and sales techniques, is composed of ten indicators, among them are: marketing plan, target market, market segments, sales quotas, competition information among others. The second variable called "Services", has three indicators: service responsibility, level of customer satisfaction and service catalogs. The third variable named "Distribution", has three indicators: sales force, distribution systems and vendor structure. And the last variable that measures the level of competitiveness achieved. The article begins with the analysis of the literature, from where the research questions are established; then the hypotheses to be demonstrated, the validation and verification of the model continues through structural equations; at the end, the results, conclusions and future researches are analyzed.

Four Eras of CRM Selling

This chapter examines the evolution of selling, as well as the software solutions that sales professionals have used to support Customer Relationship Management (CRM) practices. Tracing over four eras of selling, spanning 30 years, including product to solution selling, customer centric selling, social selling, and big data: predictive analytics selling. This chapter examines the stark reality that after three generations of CRM: less than 50% of sales organizations do not achieve their sales quotas. It is time to seriously challenge the current approaches to Customer Relationship Management (CRM), as quota attainment is seriously underperforming, despite what sales software leaders espouse. Research from CSO Insights, Accenture (2013), and Sales Choice (2014) is compelling to pause to Think Big and Smarter! The next era's growth resides in Big Data and Predictive Analytics as advanced sciences and mathematics will pave the way to unlock productivity growth challenges that have plagued the first three eras.

Four Eras of CRM Selling

This chapter examines the evolution of selling, as well as the software solutions that sales professionals have used to support Customer Relationship Management (CRM) practices. Tracing over four eras of selling, spanning 30 years, including product to solution selling, customer centric selling, social selling, and big data: predictive analytics selling. This chapter examines the stark reality that after three generations of CRM: less than 50% of sales organizations do not achieve their sales quotas. It is time to seriously challenge the current approaches to Customer Relationship Management (CRM), as quota attainment is seriously underperforming, despite what sales software leaders espouse. Research from CSO Insights, Accenture (2013), and Sales Choice (2014) is compelling to pause to Think Big and Smarter! The next era's growth resides in Big Data and Predictive Analytics as advanced sciences and mathematics will pave the way to unlock productivity growth challenges that have plagued the first three eras.

The Motivational Impact of Sales Quotas on Effort

A conceptual framework is presented that resolves some of the conflicts and inconsistencies in the various paradigms pertaining to goal setting. Hypotheses about the impact of quota level, expectancy, and self-efficacy on motivation are developed and tested in a laboratory experiment in which the subjects assume the role of salespersons and negotiate with opponents whose roles are simulated by a custom-designed computer program. The results indicate that as quota level is increased, effort increases only up to a point, after which increases in the level of the quota may actually decrease effort. Additionally, the impact of increased quota levels is stronger for subjects who are high in self-efficacy than for subjects who are low in self-efficacy. Finally, information about the level of task difficulty also influences the motivation to expend effort at the task.