Decisions that influence the performance of the sales team eventually determine the level of profitability. The sales personnel dictates the way an organization launches new products into markets, how new customers are acquired, how a business expands though using existing customers and achieving the targets set in revenue acquisition. It is therefore necessary that the team leaders adopt favorable techniques in managing the performance of the sales personnel. It involves understanding the important elements of a sales force and knowing why this be the case. Sales personnel management entails a number of interrelated mechanisms of influencing the fruitfulness of the team. It comprises of many techniques drawn from varying fields in psychology sociology and many others. These techniques include hiring, training, promotion, career development and motivation. Motivation as a way of sales force management entails giving a listening g ear to them and answering by the sales force leaders. It also entails adopting positive feedback verbally. By enriching the salesperson through information motivates the workers. The management can have salary variations as a way to motivate and encourage the sales personnel. Profit sharing and extending bonuses to the sales force also boosts personnel spirit of delivering. It raises self gratification for the personnel by increasing the hourly rate and other benefits. Motivation is therefore one of the mechanisms that the human resource managers employ in coordinating the performance of the sales force (Nicolescu, 2009, 6-12). . Promotion in human resource management entails appreciating the efforts of a person in one rank and rising by grading the level of his job prescription. It entails offering better remuneration to the person as he/she is ranked higher than previous position held. More too rising in ranks, promotion also involves getting involved at higher level of decision making, positions that were previously held by the management team before. This is equally within the sales personnel field where the management ascends a person to higher posts within the same field of sales force, offering improved salary packages as well as involving the individual to decision making processes. Career development entails much more than just offering the sales personnel an opportunity to serve an organization but to grow in the career path. Good management practices for the sales force also involves understanding the need to continuously improve the career path for the sales force as part of the entire human resource. Among other practices that helps improve the career of a sales agent is clear job analysis, understanding and developing a clear career plan and engaging in proper tutorials for the job market. Mentoring entails walking the career path with other professionals in the career, through whom the sales agent, earns how to navigate through the job field. Tutorials and coaching are equally better methods through which the management assists develop the careers of their employees. This therefore adds to many other ways through which the sales force is managed. (Nicolescu, 2009, 6-12) Training As part of the mechanisms that the management undertakes in influencing the performance of sales agents, it involves assisting the force access better training through which the performance of the employees gets boosted. We find that managements of firm encourage individual study as part of their strategies to
SALES FORCE MANAGEMENT TECHNIQUES Institution Instructor Date Abstract Sales force just like any other category of workers dictates the performance record of an organization. The sales personnel suffer fatigue, discouragement and as a result three is a decline in performance…
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for company failure. Most of these reasons contribute to loss of customers, market share and declining sales and profitability which eventually lead to the failure of the operation. In the face of such factors, companies may experience declining performance. If
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