16 Questions
What is the ultimate recipe for sales success according to Daniel Kasara?
Marrying information data and key relationships together
What should great sales goals be designed to influence?
Behavior and action aligned with the sales process
What is the purpose of setting and layering goals throughout the entire sales cycle?
To evaluate if time is spent in spots that add value for the individual and the organization
What does Daniel Kasara consider as the most precious asset and resource in sales?
Time
What are some common sales goals for existing customers at Fresh Edge?
Cases sold, sales dollars, gross profit dollars
Which tools are used at Fresh Edge for scorecards and goal tracking?
Microsoft Teams, Microsoft Excel, Produce Pro
What are some business development and prospecting sales goals at Fresh Edge?
Visit frequency, pipeline value, 60 days to close
Why are internal synergies important for the sales department at Fresh Edge?
To align the sales department and collaborate across all departments
What does the sales leader's role involve at Fresh Edge?
Maximizing customer value and driving business growth
What is crucial for maximizing customer value and performance at Fresh Edge?
Collaboration with procurement, transportation, and pricing teams
What kind of sales goals are important for business development and prospecting at Fresh Edge?
Conversion rate, new business expectation, visit frequency
What are some tools used for scorecards and goal tracking at Fresh Edge?
Microsoft Teams, Microsoft Excel, Produce Pro
What is important for sales department alignment and collaboration at Fresh Edge?
Internal synergies
What opportunities does Fresh Edge offer to enhance sales and marketing performance?
Through product line, contracts, and vendor incentives
What is the role of the sales leader at Fresh Edge?
Maximizing customer value and driving business growth
Why are scorecards crucial for self-evaluation at Fresh Edge?
For easy access to organizational levels
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.
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.
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