Final Assignment. Assessment of Sales Drivers. Business & Marketing

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Assessment of Sales Drivers
One of the important parts defining the success of an organization is a strong salesforce. In most large business organizations in the US like Microsoft and oracle, they focus their investments on the salesforce since it is directly involved in the profit of the business. Organizations spends more on salesforce than advertising since in most cases the salespeople are directly involved with customers which play a key role in customer relationship and retention. Companies and organizations have come up with proper strategies to implement sales effectiveness drivers for them to gain success quickly. This discussion focuses on the assessment of the roles sales effective drivers can play in creating a plan to build and manage a sales organization.
Sales leaders and managers are responsible for successful planning strategies in the sales department to ensure success. They plan and mange on the number of the sales workforce, sales workforce recruitment, sales culture, and other sales management procedures. There are various sales effectiveness drivers that sales management has to put into consideration when designing plans to improve the sales force of the organization. Most companies and organizations have integrated strategies such as segmentation, targeting, position strategy, porters 5 forces, negotiation strategy, and data-driven into the sales effective drivers to get the best results from their sales force. Definers are used as a sales effective driver in order to win customers through interaction. Effective definers give good customer need and satisfaction results. The definers are used to give the general definition of the sales structure and roles to play. One of the major strategies in setting the definers drivers is to correctly assess the market and then make a cognitive decision on the number of the sales force to employ. The sales employees should be enough to cover the production sales of the organization, employing excess labor will have a negative impact on the business capital as it is likely to increase expenditure through salary payments. The roles of the sales employees should be well defined; the wholesalers, distributors and the retailer roles should be well defined in the organization. Sales managers also set the territory borders and designs of the organizations from which the sales workforce should not beyond it. having good definers will create a good plan for the organization.
When the defining managers provide an analysis report on the potential number of sales workforces to recruit, the sales management which in most cases is the human resource takes up from the recruitment process. The hiring managers recruit the approved figures by general management. Organizations have different processes of recruiting and promotion. The recruiting personnel needs to be strict on the qualifications and requirements during the recruitment process. Mahala and Abinash (p7) explain that recruiting qualified and experienced personnel gives good results during the performance. During the interview, the mangers should study the personalities of the recruits such as leadership, curiosity, and having the ability to be easily coached. Recruits having either o...