Managing Remote Sales Teams Offer Unique Challenges

Explain the importance of giving team members the opportunity to discuss work progress and any issues arising

Communicating in Teams. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .

The objective of benchmarking is to find examples of better, more efficient and superior performances and understand all the processes which drives that particular product or sales directive.

On the Quickbase.Intuit.com website, Anita Bruzzese writes about 7 Mistakes Managers Make When Managing Remote Workers and quotes FlexJobs CEO Sara Sutton Fell, “those who are proactive communicators and are self-disciplined may thrive in a remote location and see it as a reward for their performance.” Bruzzese adds “Many employees are already telecommuting with the amount of time they spend taking care of business at home.” Again we see technology has evolved and created easier environments for completing tasks. Why wait eight hours to forward an email that needs to be seen by several people? Within a few minutes, using a smart phone, pertinent notes can be added and the information

My recommendation would be for starters, enroll every sales rep in a sales training class. Upon completion of I would set a goal that each sales rep must contribute at least 10% of the net income for the company. Since there are 9 sales reps this leaves some room for extra. This will not only force the sales reps to work together, and encourage friendly competition. I also recommend you elect a sales representative team leader (for example Miss Peacock who is consistently your top sales person) and empower her to encourage, coach and teacher the other sales reps in her methods and tricks.

They are also required to write out report on problem faced when selling the product and figure out ways to improve their sales. There will be a supervisor in each location to keeping track on the salesperson performance. There is no specific working hour for salespeople but they are required to keep themselves up to date with all the current trend. We will also be using sales force automation system with the help of google sheet so that all the salesperson are aware of the available of stock and update the stock after each transaction is carried out. PaperCo will be motivating the salesperson using sales contest whereby the salesperson with highest sales would get to go for a free trip oversea fully sponsored by the company. We will be also carry out weekly sales meeting to discuss about the current sales and ways to increase sales as

Some reasons to expand remote work includes; saving time, saving money, and reducing resources usage. Employees will have a better work/life balance, have improved productivity, and have the flexibility to schedule work around personal needs. These employee improvements will lead to less stress, better creativity, and higher performance, and better job satisfaction. Allowing more employees to work from home can prevent a future need to expand to larger office spaces.

I worked with five sales representatives and trained them in how the sales could be improved by focusing in the customer needs first and then selling additional products. Also, I contacted suppliers to arrange team training sessions to increase knowledge on the most profitable store products. Further, I decided to share the last day sales report with the team and set individual sales goals for the day to help the team to visualize a short objective. In addition, I promoted team collaboration by assisting team mates during sales transactions. Also, I talked to the store manager to reward the week’s top sales representative with two hours of paid time off. As a result, the team was committed to serving customers and to meeting the store manger’s expectations for improving store sales.

Improve Sales Management: Maintain and improve the company’s strong reputation and market position, and seek to improve management of the sales function, in the following ways:

There were 3 situations in particular that I believe the guidance of a good sales manager could have made all the difference in the world. The first was the fact that members of the sales team were calling on random doctor’s offices. DSI was really pushing the EBT scanners. The EBT scanners were only used by certain types of physicians, so there was a lot of time being wasted trying to sell them to the wrong market. A good sales manager would have known this and disseminated that information to his sales force.

Page lists the seven types of sellers as the teller, seller, hunter, farmer, business developer, partner and industry-networked consultant. Team selling of this sort is designed to create total sales force effectiveness with a combination of technique, talent, teamwork and technology. These elements along with understanding the strengths of your team and constant communication are critical in having effective team selling to aid in simplifying a complex selling environment.

These transformative changes to the selling environment are ultimately forcing the salesperson to reengineer and rethink how they approach their business accounts. Failure in adapting to these changes can result in many adverse situations but ultimately revolves around ineffective team selling.

Appendix B clearly shows, that from a sales representative’s point of view it does not pay to build a team. Assuming that a successful sales representative, who is in the company for about 2 years (meaning that his own sales are still on the rise of 20% annually and not declining, because he is shorter than 5 years in the company), acquires one sales representative in his circle of friends, it can be seen that already in their first month, let alone year together, it diminishes the sales of the leader. The more members he accepts in his team, the greater are his losses from his own revenue and hence, his profit. This is

No, I do not believe that the team sales approach would work in other sales organizations because many organizations have developed without objective analysis of their purpose and structure. The buying power in many industries is no longer evenly distributed - in a large number of markets a few big firms control the majority of purchases. The development of new marketing techniques has meant that some tasks traditionally performed by the sales team can be more effectively handled by other methods. The prime objective of all sales staff is to gain business. From an organizational point of view, however, how they all achieve their goals must be defined in order to identify what kind and the quality of skills that are

The next stage in the personal selling process is approaching the prospect. This means actually having an initial first meeting with the prospect for the first time, face-to-face. (Personal Selling, pg.136) Like most things in life, “Practice Makes Perfect”, and in this particular case, this statement holds true in that the more a sales representative practices and rehearses their sales presentation, the better. Practicing and rehearsing one’s presentation assist sales representatives in