DESIGN OF SALES PERFORMANCE DASHBOARD BASED ON SALES FUNNEL & SALES FORCE AUTOMATION THEORIES: A CASE OF AN INDONESIAN ISLAMIC BANK

One of the bank management concerns related to sales performance is ensuring sales people perform the sales process correctly. Unfortunately, most sales people have problems in the sales process, which causes their low performance. Islamic banks in Indonesia also experienced this situation, so a strategy needs to overcome this problem. For instance, using surveillance tools such as Sales Force Automation (SFA) with sales funnel theory. An SFA tool is a sales system connected to computers and internet networks. It monitors sales processes and results, manages contacts, forecasts sales, and analyzes sales performance daily and monthly. Additionally, it helps sales forces to measure the ability to achieve targets, plan sales strategies and customer approaches, and increase work motivation. Also, raise awareness of developing skills, and provide up-to-date information to supervisors about sales force performance to determine the proper training. Therefore, the use of SFA tools is expected to increase the productivity of sales people in optimizing the fulfillment of deposit targets in Islamic banking. This paper reports the SFA design in the form of a dashboard model with a visual sales to funnel that shows the function of the salesperson in conducting the sales process ends with the results.

The Effects of Organizational Absorptive Capacity, Professional Experience and Training over the Use of Sales Force Automation

This research brings out the impact of training and professional experience on organizational absorptive capacity and the use of Sales Force Automation (SFA). A quantitative study was conducted on a sample of 186 medical sales representatives who work in the pharmaceutical industry. The method of structural equations based on the PLS approach and linear regression have been deployed for data analysis. The results reveal a positive impact of the training over organizational absorptive capacity (potential absorptive capacity and realized absorptive capacity) and the use of SFA as well as a positive impact of professional experience on organizational absorptive capacity. Furthermore, the organizational absorptive capacity has a positive influence on the use of the SFA. This study contributes to the literature on SFA use by examining the role of training, professional experience, realized and potential absorptive capacities in the SFA use. This research is appropriate for managers of pharmaceutical companies who constantly seek to improve the use of SFA technologies. Thus, the staff of these companies is more likely to perform their duties in a way that promotes their realized and potential absorptive capacities and the best use of SFA through continuous training for inexperienced and experienced salespeople.

Nonlinear Pricing of Software with Local Demand Inelasticity

Nonlinear usage-based pricing is applied extensively in software markets. Customers of software products usually cannot vary their required usage volume, a property we label local demand inelasticity. For instance, a client firm that needs a sales force automation software either buys one user license for every salesperson or does not buy at all. It is unlikely to buy licenses for some but not all salespersons. This demand feature violates a critical assumption of the standard nonlinear pricing literature that consumers are flexible with their usage volume, and their valuation changes smoothly with usage volume. Consequently, standard nonlinear pricing solutions are inapplicable to many software products. This paper studies the optimal nonlinear usage-based pricing of software when customers' demand is locally inelastic. This unique demand feature necessitates a new approach to solve the nonlinear pricing problem. We show that under a weak ordering condition of customer types, this complex pricing problem can be decomposed into a set of much simpler subproblems with known solutions. Our pricing solution is easily implementable and applicable to a broad range of demand systems, including those described by the families of exponential and normal distributions. Moreover, local demand inelasticity has a critical impact on key efficiency results.

Pengaruh Sistem Pengembangan Sumber Daya Manusia Terhadap Kinerja Karyawan Di PT. Arta Sedana Singaraja

Penelitian ini bertujuan untuk mengetahui (1) sistem pengembangan sumber daya manusia di PT. Arta Sedana Singaraja (2) pengaruh sistem pengembangan sumber daya manusia terhadap kinerja karyawan di PT. Arta Sedana Singaraja. Penelitian ini menggunakan jenis penelitian kuantitatif dengan metode analisis regresi linier sederhana. Populasi penelitian ini berjumlah 35 orang. Pengumpulan data dilakukan dengan metode kuesioner dan wawancara. Hasil penelitian ini menunjukkan bahwa (1) terdapat empat sistem pengembangan sumber daya manusia yaitu pelatihan selling skill dan training supervisory skill, promosi jabatan untuk sales menjadi supervisor sales, fasilitas handphone yang memiliki sistem sales force automation, pemberian isentif terhadap karyawan yang melampaui target; (2) sistem pengembangan sumber daya manusia berpengaruh positif dan signifikan terhadap kinerja karyawan di PT. Arta Sedana Singaraja sebesar 65,8%.

Reconciliation of deterministic and knowledge management approaches for a better understanding of SFA’s impact on salespersons’ performance

Purpose The purpose of this study is to reconcile the deterministic and the knowledge management approaches to investigate a framework that provides an explanation of the sales force automation (SFA) practices’ impact on salespersons’ performance through the organizational absorptive capacity in the African pharmaceutical industry. Design/methodology/approach An exploratory study was conducted to understand SFA uses in the pharmaceutical industry; then a total of 186 medical representatives were sampled and partial least squares analysis was performed. Findings The results identified the positive impact of organizational absorptive capacity on SFA use. In addition, the use of the SFA positively influenced the salespersons’ performance. Finally, age plays a positive moderating role in the relationships between use of SFA as a tool for internal coordination between actors and salespersons’ performance. Practical implications This research could be useful for managers of pharmaceutical laboratories to SFA use as a tool of coordination between the actors, as a tool of management of the customer relationship and as a tool of management knowledge. Originality/value In contrast with the existing studies dealing with deterministic approach when studying the use of SFA, this study exploited the reconciliation between deterministic and knowledge management approaches to propose a conceptual framework dealing with the relationship between the SFA use, the organizational absorptive capacity and the salespersons’ performance in the pharmaceutical industry. This research proposed and tested a framework adapted to the African context.

Impact of Sales Force Automation System on Performance of Salesman: Pakistani Companies’ Perspective

Rapid growth in advance technologies haschanged the life of sales force. Sales Force Automation (SFA) ismarketing tool which provides the functions to sales team andmanagers to monitor sales, forecast sales and analyze employeeperformance. Acceptance of the SFA tools such as phone, pagers,wireless devices etc., in sales tasks will remain an issue for salesforce. Researcher wants to investigate the impact of SFA systemon performance of salesman from Pakistani Fast MovingConsumer Goods (FMCG) perspective. They have selected 162salespersons from Lahore based companies (who are usingautomated sales devices), and sample size and MANOVA(Multivariate Analysis of Variance) were utilized to find out therelationship between independent and dependent variables. Ithas found that SFA system has positive relationship withimprovement in performance and sales of salesforce.

Impact of Sales Force Automation System on Performance of Salesman: Pakistani Companies’ Perspective

Rapid growth in advance technologies haschanged the life of sales force. Sales Force Automation (SFA) ismarketing tool which provides the functions to sales team andmanagers to monitor sales, forecast sales and analyze employeeperformance. Acceptance of the SFA tools such as phone, pagers,wireless devices etc., in sales tasks will remain an issue for salesforce. Researcher wants to investigate the impact of SFA systemon performance of salesman from Pakistani Fast MovingConsumer Goods (FMCG) perspective. They have selected 162salespersons from Lahore based companies (who are usingautomated sales devices), and sample size and MANOVA(Multivariate Analysis of Variance) were utilized to find out therelationship between independent and dependent variables. Ithas found that SFA system has positive relationship withimprovement in performance and sales of salesforce.