in most organizations the sales force is the key to realizing the sales and profit goals of the business, the sales should be involved as true partners in the realization of the business customer.
the direction or guidance the sales force often take a line or least resistance and sell what is easiest to sell rather than what would most profitable for the business, salespeople want and need guidelines they need to be part of the idea.
salespeople dont have to be experts in all areas of the business but they need a basic understanding of these areas never forget salespeople are a vital part of the team without whose efforts none of the bills will gets paid.
the management need this key ingredients necessary for sales force success are;
stong direction and focus upon the bussiness prouction needs
frequent communication and monitoring of the employees progress.
provide appropriate well structured incentive programs that have a mojor employees input component.
integrate these incentive programs with the prodution needs and capabilities of the business.
eliminate the they mentality that often exists between the sales force and operations staff and arrange for them to work together as a team.
it is very common for companies not to inform the sales force about internal business problems in such areas as:
production capability.
availability of inventory.
break even point (BEP) analysis for product lines or departments what the business must sell to break even.
what miniumum profit margins are requirred.
the problem affecting.
the basic needs and objectives of the business
the minimun profit margins required meeting company objective
the business shortcomings or weakness.
the business capabilities
the business priorities.
that the sales force input can be singnificant tom making major decision on such issues as;
- future business outllook in a region
- pricing situations
- new competitive activity
- policy changes
- new competitive activity
- any other issues that ultimately will have an effect on customers.