Supervising Sales People

Through supervision, the company directs and encourage the sales force to do a superior job. The extent  of  the  participation  of  the  sales  management  in  helping  salespeople  to  manage  their territories based on a variety of factors described following:

1.   Develop customer targets and call norms by dividing accounts into categories.
2.   Develop prospect targets.
3.   By using sales time efficiently. Aids can come from following:

1.      An annual call plan.

2.      A duty and time analysis.

3.      Technological  equipment aids (like computers, cell phones and sales force automation systems).

4.      The fastest increasing technology tool utilized by the sales force is the Internet. Motivating the salespeople is one of the most significant tasks of sales management. Factors that should be considered in set up a motivation plan and strategy include following:

1) The organizational climate. This explained the feeling that salespeople have regarding their value, opportunities and rewards for a high-quality performance within the company.

2). Sales quotas are standards set for salespeople, beginning the amount they should sell and how sales might be divided among the company's products. Compensation is various times tied to quotas.

3) The company may use several positive incentives to enhance the sales force effort.

a). Sales meetings gives social occasions, breaks from routine, opportunity to meet and talk with company managers, and chance to air feelings and to recognize with a larger group

b). Sales contests may also be used to spur the sales-force to create a selling effort above what would usually be expected. Incentives could be following:

1.   Merchandise and cash awards.
2.   Honours
3.   Trips.
4.   Profit-sharing plans.