What Factors Determine Sales Force Effectiveness?

Salesperson refers to the person who directly sells, including: general manager, business manager, market manager, regional manager, business representative, etc. ^[1] .

salesperson

I. Classification of sales responsibilities according to sales responsibilities includes all sales activities from the simplest to the most complex. Simple sales activities only require sales staff to maintain existing customers and accept customer orders.

As a relatively independent group of employees, sales staff has the following obvious characteristics:

First, work is difficult to supervise

Sales staff carry out sales work independently,

The sales work is done by the sales staff, and the performance of the sales staff determines the quality of the sales work. An important role of performance management is to help improve the performance of employees, so it is very important to manage the performance of sales personnel in sales.

Meeting customer needs and desires is the reason for sales. The salesperson is between the buyer and the seller, and they should bear the main responsibility for establishing and maintaining long-term customer relationships, even if they do not take full responsibility.

First, the bonus is too small compared with other companies in the industry. The reality is that salespeople tend to compare their earnings with those of other companies' better-performing salespeople because this information is easily disseminated in the market. At the same time, the company did not directly link bonuses to sales performance, and bonus distribution tended to have small individual differences. As a result, the company lacked salespeople with outstanding performance bonuses as benchmarks, which led to the illusion of low bonus levels. This kind of complaint is more common among salespeople, and it is the type of "other-external" in the reference object selection in fairness theory.

Second, the bonus received and their own pay are small. Since there is no clear

Remuneration refers to an individual's wages, bonuses and money or

sales experience

The amount of sales experience has a very significant impact on sales performance. An employee with rich sales experience may create more sales for the company. Therefore, when recruiting sales personnel, companies generally give priority to candidates with rich sales experience. The performance of any salesperson in different periods of time is different. Salespeople with rich sales experience will perform better most of the time. For salespeople who have made great contributions to the company,

Inadequate sales results and performance

The company did not fully consider how to link sales results with sales performance.

Performance-related

Within the enterprise, there should be a certain gap between the salary levels of sales staff with different sales performances, so as to continuously motivate employees to improve work performance. Motivating

1. You are entering a practical enterprise. Please speak with your performance.

2. If you want to be respected, please use your honor and bonus to prove your strength.

3. Before you complain, think about how good people do under the same conditions.

4. We always like such partners. In the face of dilemmas, there is a reason analysis and more solutions.

5. Yesterday's experience will become an obstacle today. You need to keep learning and improving.

6. There is only one value of our survival: creating benefits for customers.

7. Rejection is a common occurrence in sales. Only when you are a high-quality spring can the repair ability be the strongest.

8. There are only four common points of successful salespeople all over the world: like, self-confidence, understanding, and virtue.

9. We disregard your diploma, background and experience and only contribute to prove your worth.

10. Competition in consulting industry: accurate, convenient, partner, consultant.