Effectiveness Of Sales Force

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Effectiveness of Sales Force In most of the organization, the sales force is among the most effective channels of engaging customers. However, it comes with it cost. As explained by Chaharsoughi and Yasory (2012), in most of the instances, sales expenses accounts for 10 percent of the total revenue or more. It is necessary to improve the effectiveness of the sale force. The best strategies identify, prioritize, and close gaps, capturing specific growth opportunities. The main objective is not having shiny and bright sales forces but having the right investments, which achieves substantial results. It is always important to evaluate the effectiveness of sale force.
Approaches to evaluating the effectiveness of sale force Haans and Gijsbrechts …show more content…
One of the key issues to focus on is how they are spending their time. This involves examining whether time is spent on the right activities, opportunities, and stakeholders. Effective sales team should have time and capacity to serve all customers without discrimination. In individual salesperson, it is important to compare the time spent on the sale performance to identify low-value activities and high-value activities. As explained by Chaharsoughi and Yasory (2012), it is also significant for the sales manager to evaluate how the sales people pursue their …show more content…
Win probability will place the sales manager in a better position to compare the decision-making ability of each of the two sales person. Customer 's journeys involve some amounts of churn and at times is complex. In win rate, it is necessary to identify the prospect drop off. After establishing the total win, the sales manager can identify the conversion rate at different stages. Comparison of win rate in various channels enables one to determine the effectiveness of different sales person in different sources, in generating qualified

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