Case Analysis: Sales Force Investment, And The Company

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Sales Force Assessment In order to establish a sales force strategy, the company has to determine the current status of the selling organization by assessing the sales force investment, the sales force activity, and the company results. HHE’s sales force investment are high, because salespeople and sales managers are well-compensated and well-trained due the complexity of the organization’s products. In addition, costs regarding sales meetings, sales systems, and sales data are taken into consideration. The investment has proved to be effective. According to the case, the sales force has achieved high visibility in the industry due its excellent service. When analyzing the sales force activity, HHE has to assess all the essential work performed …show more content…
Since HHE will launch a new and innovative product in the market, it is crucial to understand the customer buyer behavior and perform an effective segmentation, assessment, and prioritization. The company also has to make sure the size and structure of its sales force are appropriate to cover the target market. In addition, it has to provide effective programs of recruiting, training, and coaching to prepare salespeople to sell the pacer. Finally, the organization has to provide tools and incentives to motivate the sales …show more content…
A central alignment prevents imbalances across areas and ensures salespeople resources are appropriately distributed across the country. A local alignment may be done quickly and takes into consideration local factors such as customer relationships, salespeople preferences, and local trade patterns, which a central alignment may miss. Thus, HHE should do centrally derived alignments with local adjustments. Have set the alignment criteria (balance workload and sales potential) HHE will develop a database including estimated workload, sales potential, customers and prospects locations, etc. and then the territory centers will be developed centrally, according to the business needs. These territory centers will be audited and finalized in conjunction with regional managers. After that, optimal alignments will be developed centrally and alignment recommendations will be finalized with the assistance of the local sales managers. In order to enhance the realignment process, the company could use a territory optimization software to develop an optimal regional and territory alignments quickly and a territory manipulation software to “improve the regional and territory alignment by enabling field managers to explore the consequences of fine-tuning an alignment before making it final” (Zoltners,

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