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Sales Goals and Performance Management Quiz

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Sales Goals and Performance Management Quiz

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Questions and Answers

What is the ultimate recipe for sales success according to Daniel Kasara?

Utilizing AOP and budget data separately

Marriage of information data and key relationships (correct)

Focusing solely on the sales process

Relying on individual performance only

What is the purpose of aligning goals with compensation and the sales process?

Influence behavior and action aligned with the sales process (correct)

Focus solely on end results

Increase individual financial gains

Minimize the importance of individual performance

According to Daniel Kasara, what should great goals be designed to influence?

Overall organizational performance

Solely individual performance

Individual financial gains

Behavior and action aligned with the sales process (correct)

What is the purpose of setting and layering goals throughout the entire sales cycle?

Influence behavior and action aligned with the sales process Signup and view all the answers

What are some common sales goals for existing customers at Fresh Edge?

Cases sold, sales dollars, gross profit dollars Signup and view all the answers

Which tools are used at Fresh Edge for scorecards and goal tracking?

Microsoft Teams, Microsoft Excel, Produce Pro Signup and view all the answers

What are some business development and prospecting sales goals at Fresh Edge?

Visit frequency, pipeline value, 60 days to close Signup and view all the answers

Why are internal synergies important for the sales department at Fresh Edge?

To achieve alignment and collaboration across all departments Signup and view all the answers

What does Fresh Edge provide unique programs for?

Purchasing at a lower cost, increasing margin, realizing internal synergies Signup and view all the answers

Why is collaboration with procurement, transportation, and pricing teams crucial for the sales department at Fresh Edge?

Maximizing customer value and performance Signup and view all the answers

How does Fresh Edge enhance sales and marketing performance?

Through product line, contracts, and vendor incentives Signup and view all the answers

What is the sales leader's role at Fresh Edge?

To maximize customer value and drive business growth Signup and view all the answers

Study Notes

Sales Goals and Performance Management Tools

Scorecards are crucial for self-evaluation, course correction, and easy access to organizational levels.
Microsoft Teams, Microsoft Excel, and Produce Pro are used at Fresh Edge for scorecards and goal tracking.
Common sales goals for existing customers include cases sold, sales dollars, gross profit dollars, cases per drop, gross profit per drop, visit frequency, and visit type analysis.
Business development and prospecting sales goals include visit frequency, pipeline value, 60 days to close, conversion rate, and new business expectation.
Internal synergies are important for sales department alignment and collaboration across all departments.
Fresh Edge provides unique programs for purchasing at a lower cost, increasing margin, and realizing internal synergies.
Collaboration with procurement, transportation, and pricing teams is crucial for maximizing customer value and performance.
Fresh Edge offers opportunities to enhance sales and marketing performance through product line, contracts, and vendor incentives.
The sales leader's role is to maximize customer value and drive business growth.

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Description

Test your knowledge of sales goals and performance management tools with this quiz. Explore topics such as scorecards, sales goals for existing customers and business development, internal synergies, collaboration with other departments, and strategies for enhancing sales and marketing performance.