At last all wars are down to implementation.
These are the rush hours for sales organizations. Rising cost,
intense competition and top performers are jumping ship. To
remedy the problem, many sales organizations look to technology,
new incentive plans, and additional sales training for their Sales
Representatives and Sales Leaders. While these initiatives may
move the needle, they do not address one of the major sources of
sales force ineffectiveness—the hiring and promotion process.
This study has been conducted to learn more about the challenges
facing sales executives and determine what they perceived to be
the root causes of their problems.
For this specific purpose Vice Presidents of various reputed
organizations have been surveyed and three major issues have
been identified that are severely hampering their organizations’
ability to sell:
? Substantial skill gaps among Sales Reps.
? Lack of leadership and coaching skills among Sales Leaders.
? The skill gaps are most dramatic among organizations
undergoing significant change, such as rapid growth initiatives
or shifting sales approaches.
These findings indicate that there are fundamental flaws with the
hiring, promotion, and accountability systems used by many sales
organizations. Fortunately, many of these problems can be
avoided. With a clearer definition of their needs, and accurate
assessment of sales candidates’ skill levels and motivation,
organizations can identify, hire, and promote higher quality sales
talent that fit with their sales culture
Real Time Impact Factor:
Pending
Author Name: Dr. Shailendra Kumar Srivastava
URL: View PDF
Keywords: Sales Team, Leadership, Skills, Selection & Development
ISSN: 2350-0557
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