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Recruitment
• Recruitment is process of locating, selecting and employing suitable persons for the sales force
• Matching to positions on the organization chart and to job specs is essential
• Objective criteria and sound methods of testing/evaluating ensure good recruitment
• Over reliance on criteria such as quantum of prior experience a pitfall
• Reference check on previous employment experience and performance necessary
• Clear statement of expectations from new employees on conduct and performance a must
• Offer of emoluments and future prospects to be unambiguous(avoid vague "sky is the limit" promises-nobody believes them anyway)
Training
• Training needs flowing from job specs is the starting point. Understanding customer markets is critical
• Detailed product knowledge mandatory for all types of offerings. For low tangibility differentiated offerings(e.g. personal care), knowledge of emotional satisfiers helps
• Knowledge of the market place, competitors, channel associates and selling practices are focus areas
• Inventory management, good logistics practices and receivables management should be vital inputs
• Frequency, timing and manner of sales visits to various channel associates is fundamental training input
• Communication skills a priority with emphasis on receiving and rapport building(listening and empathizing)
• Training methods include formal class room formats, field training, seminars and interaction with senior/top mgmt
• On the job training by superiors combining concept with practice should co-exist with general functional and behavioral training
Motivation
• Motivation is the driving force based on positive feelings that produces goal directed action
• It is necessary to reward goal directed action to ensure repetitive behaviour towards the goal/goals
• The first step obviously is to establish the right goals
Sales goals
• The final goal has to be maximizing long term profits through optimizing the volume/margin relationship
• Channel inventory planning and control is critical
• Optimizing accounts receivables is another critical responsibility and therefore major performance variable
• Critical variable is retail sales which reflect consumer sales and therefore demand for company's product/services
• Unit of sales needs to be defined properly. For services like telecom, a unit of standard value (Rs. x representing a standard offering like monthly revenue)
• For merchandising, and signage joint goals for sales and marketing should be set
• Min. no of inventory turns for each channel partner should also be a sales goal. Recommended min 12 for every industry
• Min revenue/profit per sq.ft of space should be a retail target
• Regular and reliable reports should be a fundamental performance requirement
What else can I help you with?
Whats the recruitment procedure in go air?
The Sales Force Recruitment of HDFC Bank?
What are marketing variables is concerned with hiring and training of an organization's sales force?
promotion
Where can one find a nice sales recruitment form to fill out?
You can fill out a sales recruitment form online on the sites Sales Talent Inc, Warner Professional Sales, Be Recruited, Crawford Thomas and Peak Sales Recruiting.
What has the author Neil Rackham written?
Neil Rackham has written: 'Making Major Sales' 'Rethinking the sales force' -- subject(s): Sales management, Selling 'Major account sales strategy' -- subject(s): Sales management 'Behaviour analysis in training' -- subject(s): Supervisors, Group relations training, Training of
Best Executive Sales recruitment company?
Well, "best" is subjective, but good recruitment companies that focus on recruiting sales executives can be easily found on the Internet, by searching for "executive recruiters", "execurtive recruitment", "sales personnel recruitment", and so on. The links below may be helpful - they list recuitment companies of this kind.
What are the advantages and disadvantages of career oriented sales force?
A career oriented sales force may be focused on the next best thing for their career and not on meeting sales goals right now. The advantages are that they are probably highly educated and aggressive.
How can you make sure you build a strong sales force?
The most important component of the sales force will be hiring the right people. Next in importance is building a good sales support system to allow them to work at top efficiency and providing good training.
What is the impact to a company if they have an ineffective sales force?
An ineffective sales force can significantly hinder a company's revenue growth and market share, as they struggle to convert leads into customers and close deals. This inefficiency can lead to increased costs in training and turnover, while also damaging the company's reputation and customer relationships. Ultimately, the lack of effective sales performance can impede strategic goals and overall business success, forcing the company to reevaluate its sales strategies and resources.
What is Internet recruitment?
A sales person that recruit for new business
What sales assessments are there?
Sales Training
Definition of sales management?
: (1) formulation of sales strategy through development of accountmanagement policies, sales forcecompensation policies, sales revenue forecasts, and sales plan, (2) implementation of sales strategy through selecting, training, motivating, and supporting the sales force, setting sales revenue targets, and (3) sales force management through development and implementation of salesperformance, monitoring, and evaluationmethods, and analysis of associatedbehavioral patterns and costs.
What are the effects of sales training on sales force morale and motivation?
Sales training can have a significant impact on the morale and motivation of a sales force. Here are several effects that effective sales training can have: Increased Confidence: Sales training provides team members with the knowledge and skills they need to excel in their roles. This newfound competence boosts their confidence, leading to a more positive and motivated attitude. Skill Enhancement: Training helps sales professionals sharpen their selling skills, whether it's in negotiation, objection handling, or relationship building. As individuals become more proficient in their roles, they often experience a sense of accomplishment that positively influences morale. Clear Goals and Expectations: Sales training often aligns the team with clear goals and expectations. Knowing what is expected of them and having a roadmap for achieving success can inspire motivation and a sense of purpose among sales representatives. Adaptation to Market Changes: Continuous training keeps the sales force abreast of market trends, changes in customer behavior, and updates to products or services. This adaptability fosters a sense of relevance and competence, positively impacting morale. Recognition and Rewards: Improved sales performance resulting from training can lead to increased recognition and rewards. When sales professionals see their efforts acknowledged, it boosts morale and motivates them to strive for even greater success. Team Cohesion: Group training sessions promote a sense of unity and shared purpose among team members. As they learn together and share experiences, it fosters a supportive environment, positively influencing morale. Career Development Opportunities: Sales training often includes discussions about career paths and growth opportunities within the organization. Knowing that there are avenues for advancement can motivate sales professionals to invest in their roles and contribute more to the team. Improved Communication: Training can enhance communication skills, both within the sales team and with clients. Improved communication leads to better relationships, increased confidence, and a more positive outlook among team members. Reduction in Stress and Burnout: When sales professionals feel well-equipped for their roles, stress levels decrease, and burnout is less likely to occur. Training helps individuals manage challenges more effectively, preserving their mental well-being and motivation. Customer Success Stories: Training often includes success stories and case studies. Learning about the positive impact their efforts can have on customers reinforces the meaningful nature of their work, contributing to higher morale. Continuous Improvement Mindset: Sales training instills a culture of continuous improvement. Team members who embrace learning and growth tend to stay motivated and engaged, seeing challenges as opportunities for development rather than setbacks. In conclusion, effective sales training goes beyond just imparting skills; it positively influences the mindset and motivation of the sales force. It creates an environment where individuals feel valued, competent, and inspired to achieve their best, ultimately contributing to the overall success of the sales team and the organization.
