Determinants of a good sales force

Is the key to developing an effective sales force selection or training?

The post made clear that in order for a corporation to enhance market sales, an efficient sales force nowadays demands more than just training. To ensure increased sales force productivity in this highly competitive industry, choose talented and skilled salespeople (Kotler & Keller, 2012). Clients are now more demanding, discerning, and powerful, and as a result, sales forces must go beyond simply selling goods and services to customers in order to fully comprehend their problems and develop profitable solutions. The businesses must adjust to these needs by choosing the greatest sales representatives to achieve a successful interaction with the customers. Traditional sales persons without importantly personable traits such as integrity, honesty and the ability to interact with the customers at an individual level no longer thrive in today’s complex market (Kotler & Keller, 2012). Selecting salespeople with the ability to measure market potential, with the know-how to analyze data, develop marketing strategies and gather market intelligence will be able to establish a professional relationship with personal characteristics that adapt and meet the expectation of the current customers in the market.

Since not everyone is built to be a sale person, it is apparent that organizations and companies must select and recruit individuals who possess the capabilities to adapt to the complex demands of customers in the market. Their added advantage would ensure that they understand faster the company’s marketing strategies. Besides, the skilled and talented sale persons would integrate well the training with their personal attributes that helps built customer’s trust and consequently improves the company’s sales.

References

Kotler, P., & Keller, K. L. (2012). Marketing management. Upper Saddle River, N.J: Pearson

Prentice Hall.