Our research shows that building a successful sales force requires attention to seven critical factors.
of importance the factors are:
People: Certain individuals possess more of the skills, abilities and characteristics to be successful in sales than others.
Management: Some sales managers are naturally better able to train, develop, and lead individuals to be successful sales representatives. Other sales managers can develop this skill.
Tasks: Sales tasks can be defined in terms of the skills necessary to be successful. These skills are often independent of specific industry experience.
Training: Training programs are designed to close the gap between a personís current level of skill, knowledge and ability and the levels necessary to be effective in the position.
Compensation: Money motivates most working people. The exact form and timing of the compensation package motivates salespeople differently.
Structure: The structure and especially reporting relationships within the sales function will influence the success of the salespeople.
Environment: The social environment that surrounds the salesperson will influence how effective the person can be in the sales process.
To read a more thorough analysis about the importance of these factors in building a successful sales force you may download our publication "Building a Successful Salesforce"
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