The purpose of training is to improve the overall competence of members of a sale steam, and this is usually tackled by sales managers working to:
Some of the basic competencies in a selling and sales management environment are listed below. For these competencies to be exhibited it is essential that managers clarify the specialist and generalist skills that develop these competencies, and provide training. The skills should be supported by appropriate system sand procedures that aid implementation and use of the skills, and measure and monitor performance.
Figure highlights the stages in developing training from concept through to performance improvement and measurement.
Managing to key result areas
The key to creating improved performance is illustrated in Figure,
The model of the process for managing to key result areas. The sales manager can adapt this process model,identify the key sales result areas for the business,and focus each subsequent stage towards those, i.e.: by measuring current performance at each level that influences results (the store and down to the individual salesperson)
Figure shows that we must start by identifying for any job activity the key result areas
– the things that job holders influence or candor that contribute to quantitative or qualitative results. From that point we can move forward through the framework model to develop measurements, goals and objectives for the jobs, relevant training to improve performance, and packages of rewards and incentives that recognize performance improvements and achievements against the goals and objectives.
A loss of focus or under-performance will result if any stage of the process is not adhered to and followed through as part of the whole,
Sales Management Related Tutorials
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Sales Management Tutorial
Roles And Functions In The Sales Force
Sales Structures And Organization
Motivational Management In The Sales Force
Sales Management By Objectives
Motivating Through Rewards And Incentives
Providing Appraisals And Feedback For Motivation, Training And Discipline
Communication In The Sales Force
Sales Meetings And Conferences
Recruitment And Selection In The Sales Force
Basic Sales Training
Field Sales Training
The Planning Process
Sales Force Administration
Sales Management Control
Merchandising At The Point Of Sale
Key Account Management
Alternative Sales Or Distribution Operations
Developing International Markets
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