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Evaluate Sales Team Effectiveness And Performance

1983 words - 8 pages

Sales and marketing is about understanding the strategic goals of your customers and creating long-term solutions, building trust and value-added relationships. Organizations may also face major challenges striving to find, win and keep profitable customer relationships.A customer-focused organization involves marketing which is practiced throughout the whole hierarchy where everyone has a role to play. This would include managers, the sales teams, marketing and communicating staff and external marketing agencies and specialists.Everyday, companies effectively execute new sales strategies and improve sales force productivity to increase the capacity and performance of the sales teams to achieve breakthrough results. Sales force effectiveness requires a focus on integrating performance support systems with the talent of sales people.From strategic solutions to tactical sales, and sales management training, field implementation to the deployment of complex sales solutions, business development programs assist in optimizing and executing their go-to-market strategy. Sales management training programs can establish a solid foundation to support the on-going development, communication and implementation of sales strategies and tactics. Some basic components to meet corporate objectives are:* Increasing customer satisfaction* Helping salespeople become managers* Orienting new sales people to the job* Improving knowledge in areas such as product, company, competitors, or selling skills* Lowering absenteeism and turnover* Positively influencing attitudes in such areas as job satisfaction* Lowering selling costs* Informing sales people* Obtaining feedback from sales people* Increasing sales in a particular product or customer categoryManagers who do well in play and take behind-the-scenes preparation will usually keep their eyes on the ball and know what's going on in the overall game. They accomplish their responsibilities and are able to move the team and organization forward towards its set goals. Put simply, they achieve results by evaluating sales team effectiveness and performance.2. Recruiting the right teams to sales effectivenessRecruiting the right people for its teams is crucial for a growing business, from pre-recruitment activities, such as employer information sessions, to interviews and follow-ups. These apply not only to undergraduates, but also shows how an organization recruits suitable individuals for its job tasks.Team performance gaps, strong competitive moves, inaccurate forecasting and poor execution of competitive strategies in the field, are some of the issues that lead to sales management frustration.Building a winning team is somewhat like creating and managing a footy team. It requires drive, focus and endurance. Hiring, coaching and retaining a high-performance team that will acquire, expand and retain long-term profitable customer relationships are vital to capture market share and impact bottom-line results.Without a doubt,...

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