Question

1. Why is sales managers' "incentive addiction" problematic? What are the potential consequences of such an addiction?

2. How may the SPI Methodology help sales managers develop a more balanced approach?

ONLY ANSWER #2 !!

I put #1 in for context.

Answer 1

2. How may the SPI Methodology help sales managers develop a more balanced approach?

SPI methodology stands for sales Process Implementation methodology that helps the sales manager to develop a more balanced approach because of its focus on project initiation, management alignment, management review, and management debrief.

Explanation:

SPI (Sales Process Implementation) methodology is a sales approach that is extremely process-oriented. It helps the sales manager to identify the problems of consumers and syncs up the buying and selling activities.

SPI helps the sales manager to develop balanced growth that takes care of all dimensions of the sales process to sustainable growth. SPI methodology has four steps that are continually repeated by the sales manager.

1. Project Initiation: Where any new additions to the sales process are evaluated.

2. Management Alignment: Where new additions are integrated into the sales process.

3. Management Review: Where new additions are brought into effective actions.

4. Management Debrief: Where new additions are sustained.

These steps help the manager to focus on the performance assessment, identification of weakness, attempt to learn and create new behaviors and opportunity for growth in sales performance. There are many factors that are related to sales performance from the perspective of SPI methodology. Some of the factors which are a part of SPI methodology while preparing the sales targets and evaluating the sales performance are- an economic recession, the emergence of new competitors, the development of new products, etc..