Today, sales force are no longer walking-sales man but they are people who deal with more than just closing a deal with clients but at the same time being the front-liners of businesses, solving clients problems and generating long-term revenues.
With more and more companies mushrooming, everyone wants a piece of the cake and at time when you are just not aggressive enough you will never your share – hence the sales force being the income engine of any business are always being pressure to do all they can to generate revenue. You would not want to buy business indiscriminately at discounted rates, but you are also not willing to sacrifice market share to more aggressive competitors. The only way to elevate both sales and margins in this heighten business landscape is to construct a more effective sales force.
Organisations are always looking into ways to further improve their sales processes, some even ventured into sales psychology where they try to gage their sales executive on why they are not performing. Many organisations has come to realise that the perception of having a great sales person to lead a sales team, this is already history, therefore would having a good sales force depends on recruitment strategy or is it time to straight back to the fundamentals?
There is a greater need to ascertain the sales force effectiveness drivers focusing on sales force design structure and roles, leadership and mentoring, understanding the sales matrix, compensation and incentives given, customer relationship management, performance management and measurement, goal setting and not to forget forecasting. These areas are indeed the key aspects when developing not only a good sales team but also as an all-rounder.