The sales force enables the commercial strategy and directly contributes to certain crucial business variables such as sales, commercial expense, acquisition, and customer retention.
There is a series of elements that must be present on managing holistically a sales force, especially in massive sales forces, given the difficulty in maintaining control and impact on business expenses. The following are considered key elements for having a “world class” sales force:
- Work methodology and routine
- Training
- Business and operation indicators
- Proactive management
- Alignment of incentives
- Route logistics (optimization of time and resources)
- Vendor specialization
- Technology (Automization and Control)
Considering common patterns of impact on organizations, the relevance of each operation element in each business variable was determined.
At Sintec we design and develop sales forces to have an optimum attention to customers and key channels. We define best commercial practices, key performance indicators, and the structure and roles of the sales force.
Related Publications:
Efficient and Effective Salesforces: Key elements for optimal commercial operations