Sales Management I / IIi - A Better Way For Motivate Sales People

According to the Sales and Marketing Management Journal, when sales managers are unclear about a job’s description, they have no way to measure their sales representatives’ accurate performance or create a benchmark to keep them motivated.

Firstly when being sales staff there is a lot of responsibility that you have to take in account. For example sales staff should have some understanding about the product. This includes features, benefits, and the cost of the specific product that the customer wants to purchase. For example if a sales staff were to sell a computer his/her knowledge should be:

It seems clear from the preceding discussion that, although definitely a factor, personality and physical appearance and abilities alone did not adequately account for Mr. Spencer’s success in his role as a salesperson. It seems his dedication and apparent drive to excel, as witnessed by his willingness to sacrifice family relationships, was perhaps a greater factor. There is also some evidence of a motivational and training element within the Tri-American Corporation, as evidenced by the annual company sales conferences, feeding into the findings by Churchill et al. (1985) that influenceable factors had a greater effect on salesperson performance. Finally, one cannot discount the presence of sheer luck in contributing to Mr. Spencer’s success, especially early on in his first year.

Although your old life contains many memories you may wish to forget, you must remember the determination and commitment you always brought to your work. Your desire to succeed first manifested itself at a very young age, but unfortunately your environment did not offer you opportunities to use your good qualities in a positive fashion. However, today, in the field of sales, the same determination that allowed you to succeed in the world of crime can also allow you to excel as a salesperson.

Due to the average tenure of the employees in the sales organization being high, the organization is often faced with employee resistance to change. Employees are dispersed throughout a large geographic area, where many face unique cultural, regional, and economic differences while working through their daily routine. In order for the sales department’s leadership to gain buy-in to every trivial new method of operation, the sales managers are designated to redundantly present and sell

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.

You can succeed in sales today only if you know what you’re doing and why.

of the key issues result from John’s inability to comprehend the difference between sales representative and a sales manager. He was overly enthusiastic about his position and disregarded Phil Jackson’s tips on how to be successful as a sales manager. Sales managers must be multi-taskers who plan, organize and lead the functions of all customer contact and ensures that these methods of contact maximize the profit and sales goals of the company which hires them. A salesperson is responsible only for his/her own territory – a sales manager is responsible for the entire sales force and their productivity and revenue that

Motivation is especially complicated because the firm is dealing with different cultures, different sources, and different philosophies.

The primary responsibility of a sales manager is to direct the sales team. A sales manager serves as a guiding hand for the sales team; outlining staff training programs, developing strategies, and pushing team members to reach short-term and long-term goals (“Sales Manager” U.S. News). To be a successful sales manager, you’re going to need basic leadership skills. Good communication skills, an open-mind, creativity and determination, are just a few of the important skills necessary when it comes to managing your team. The role of a sales manager requires more than just knowing how to supervise, you need to be able to brainstorm ideas and grow with an ever-changing market.

In the past, salesperson would go from door to door attempting to persuade customers to buy his products. A salesperson uses tactics to win over the customers or to increase dealer satisfaction. Persuasion is short-term action plan flowing from the strategy. A salesperson had to be good at tactics if he wanted to succeed. A salesperson is a changed agent in the market, (Noon, 2016, para 2). He is who introduces new products ideas and influences the life-styles and consumption patterns by making new products and services available and influencing opinion leaders to accept them. The role of a salesperson today is more

According to a Gallup poll, sales representatives are most directly influenced by their immediate supervisor. They

In Lounsbury et al (2014), a study was performed to determine exactly which intrinsic qualities have the biggest effect on successful sales outcome. A total of 978 sales managers were involved in this survey, across the United States. The method in which they obtained data was by having their participants complete an online survey of Resource Associates Personal Style Inventory, as well as completing a survey in regards to overall career satisfaction. Of the numerous

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

Sales is a hard profession for many reasons. However, one big reason why it feels like an uphill battle is due to the general perception of all salespeople. We have the past techniques and tactics of previous sellers. These tactics have left a sour taste in consumers mouths and forced us, as salespeople, to change the way we do business. We've all heard the negative adjectives use to describe sellers. Buyers walk into a purchasing situation with