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Sales 3

The document discusses several key aspects of sales force management including recruitment, selection, training, motivation, and performance evaluation. It outlines the importance of training in developing customer relations, communication skills, self-management, and increasing sales productivity. The document also provides tips for motivating a sales team such as establishing goals, empowering the team, providing feedback and rewards, and adjusting compensation. Finally, it discusses sales audits for evaluating performance and identifying opportunities.

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Manushree Patankar
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41 views

Sales 3

The document discusses several key aspects of sales force management including recruitment, selection, training, motivation, and performance evaluation. It outlines the importance of training in developing customer relations, communication skills, self-management, and increasing sales productivity. The document also provides tips for motivating a sales team such as establishing goals, empowering the team, providing feedback and rewards, and adjusting compensation. Finally, it discusses sales audits for evaluating performance and identifying opportunities.

Uploaded by

Manushree Patankar
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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SALES FORCE MANAGEMENT

● Sales force management is the soul of the company. Establishing a


world recognized brand does not only require marketing and
advertise efforts, but it also requires the sales representatives
or in simple words sales force along with all other promotional
activities.

RECRUITMENT AND SELECTION OF SALES PERSONNEL


SALES TRAINING
Significance of Training
1) Improve Customer Relations: Better performance of sales people create
lasting customer relationships which build productive partnerships and
increase customer satisfaction.
2) Improves Communication: Improved communication skills help the sales person
would be able to communicate effectively with the customers.
3) Improved Self Management: Improved self management helps sales people to
manage their time and territory better.
4) Improve Morale: Increasing the productivity of the sales people by giving
them proper instructions on how to do their jobs.
5) Lower employee Turnover: Effective training programme scan improve staff
morale and job satisfaction.
6) Increase Sales Productivity: Training provides right skills, knowledge and
attitude which helps in improving sales.

AREAS OF SALES TRAINING:


COMPANY SPECIFIC KNOWLEDGE
PRODUCT KNOWLEDGE
INDUSTRY AND MARKET TREND KNOWLEDGe
CUSTOMER EDUCATION.

COMPENSATING AND MOTIVATING SALES FORCE.

Your Sales Force is your Revenue Generating Engine. Does the engine need a
tune-up? Are you giving high octane fuel to your sales force engine, or are
you pushing the pedal to the metal and never getting out of second gear? The
right motivation can accelerate sustainable revenue growth.
Common Tips to Motivate A Sales Team:
● Create a clear sales plan
● Provide ample sales training
● Set achievable goals
● Empower your sales team
● Establish a solid base salary in addition to their commissions and
● bonuses
● Provide positive feedback and recognition
● Celebrate the successes
● Communicate frequently with your team and have an open door policy
● Involve your sales team with setting quotas, sales plans, sales
goals
● Set challenging goals
● Motivate with significant bonuses
● Established sales contests or sales games
● Provide sophisticated sales tools, from the best CRM, to marketing
● support, to internal support
● Spend time helping out on sales calls
● Grant sales’ awards, such as sales person of the month or sales
person of
● the year
● Adjust compensation plans to increase motivation
● Hire motivational speakers
ROUTING AND SCHEDULING OF SALES FORCE.
SALES AUDIT
he Sales Audit is the comprehensive, systematic, periodic, analysis, evaluation and
interpretation of business environment, objectives, strategies, principles to determine
the areas of problem or opportunities and recommending the plan of action to improve
the sales performance.
ANALYSIS OF DAILY SALES ACTIVITY REPORT

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