how to develop and manage the sales force with B2B prospective

1. Girish Jadhwani
MBA II
Development andDevelopment and
management ofmanagement of
Sales ForceSales Force

2. Objectives
• Review the types of decisions firms face
in designing a sales force.
• Learn how companies recruit, select,
train, supervise, motivate, and evaluate a
sales force.
• Understand how salespeople improve
their selling, negotiation, and relationship-
building skills.

3. Developing the Sales Force
• Sales engineer
• Executive
salesman
• Missionary
salesman
• Industrial supplier
salesman
• Inside salesman
Types of Sales Representatives

4. Developing the Sales Force
Steps in Process
• Objectives and
strategy
• Structure
• Sales force size
• Compensation
• Objectives
– Sales volume and
profitability
– Customer satisfaction
• Strategy
– Account manager
• Type of sales force
– Direct (company) or
contractual

5. Developing the Sales Force
Steps in Process
• Objectives and
strategy
• Structure
• Sales force size
• Compensation
• Types of sales
force structures:
– Territorial
– Product
– Market
– Complex

6. Developing the Sales Force
Steps in Process
• Objectives and
strategy
• Structure
• Sales force size
• Compensation
• Workload approach:
– Group customers by
volume
– Establish call
frequencies
– Calculate total yearly
sales call workload
– Calculate average
number of calls/year
– Calculate number of
sales representatives

7. Developing the Sales Force
Steps in Process
• Objectives and
strategy
• Structure
• Sales force size
• Compensation
• Four components of
compensation:
– Fixed amount
– Variable amount
– Expense allowances
– Benefits
• Compensation plans
– Straight salary
– Straight commission
– Combination

8. Managing the Sales Force
• Recruitment and
selection
• Training
• Supervising
• Motivating
• Evaluating
Steps in Sales Force Management

9. Managing the Sales Force
• Recruiting begins with the development of
selection criteria
– Customer desired traits
– Traits common to successful sales
representatives
• Selection criteria are publicized
• Various selection procedures are used to
evaluate candidates

10. Managing the Sales Force
• Training topics include:
– Company background, products
– Customer characteristics
– Competitors’ products
– Sales presentation techniques
– Procedures and responsibilities
• Training time needed and training method
used vary with task complexity

11. Managing the Sales Force
• Successful firms have procedures to aid in
evaluating the sales force:
– Norms for customer calls
– Norms for prospect calls
– Using sales time efficiently
• Tools include configurator software, time-and-
duty analysis, greater emphasis on phone and
Internet usage, greater reliance on inside sales
force

12. Managing the Sales Force
• Motivating the Sales Force
– Most valued rewards
• Pay, promotion, personal growth, sense of
accomplishment
– Least valued rewards
• Liking and respect, security, recognition
– Sales quotas as motivation tools
– Supplementary motivators

13. Managing the Sales Force
• Evaluating the Sales Force
– Sources of information
• Sales or call reports, personal observation,
customer letters and complaints, customer
surveys, other representatives
– Formal evaluation
• Performance comparisons
• Knowledge assessments