How we can maximize Sales Force Effectiveness ?

Thank you for the A2A.

I agree with all the levers mentioned in the question except (c) which is to increase sales team. 

Effectiveness is the ability to achieve the best output from whatever output is churned with the input. In sales case, the best output would be landing a long-term customer who is not only a customer but is also a promoter of your product.

Increasing sales team members will not ensure that. However, improving the skills of your sales team, educating them with the massive breadth of the product, providing them with autonomy of providing some level of discounts to ensure a healthy client relationship and incorporating a state-of-the-art lead management system. 

The lead management system will not increase your sales but it will make the management much easier to track and update hence ensuring an effective outcome from all the sales endeavors. 

Hope this is helpful. 

Sales Force Effectiveness can be achieved thru recognition, skills development, team building, job satisfaction, work life balance these are some of the effective tools for enhancing performance. Product knowledge, Lead management, Solution based selling are a different aspect of business development. 

Sales force effectiveness can be maximized by focusing more on the hot deals whereas reducing the low potential deals. Definitely, rigorous followups and communication to the clients are important factors to build trust and improve sales.    

New clients with great potential must be followed with those who have a complete knowledge of products and can give a solution to the clients rather just selling. 

Today technology has brought the world on fingertips, there are numerous websites like alibaba.com, exporter.sg, tradeboss.com from where new leads can be generated. 

In my opinion, following measures can be taken to improve the efficiency of sales team

- Capability development such as exposure to best practices in trade

- Developing merchandising mindset

- Increasing their product knowledge by empowering them to be the internal customers

- Training and development especially soft skills 

- RTM Optimization and using technology to empower the sales team

- Motivating them through intrinsic and extrinsic rewards

Thanks for sharing it. I am content with your contents. Apart from this one can choose the best sales force automation software for a fruitful result. 

I agree  about the above points except A & C. I wish to confirm instead of  Increasing Sales Team - Building Sales Team with development of their capabilities and skills in the Sales and customer services. Besides these points need to be added the Customers awareness  and knowing very well their future orientations and plans with effective sales tools using daily to following-up all Business Opportunities in the market.

Provide them better incentive and motivation time to time, it will really improve their sales and they will start dreaming. 

Emerging from the recession, there is an opportunity and in some cases a necessity to fundamentally rethink the sales force.In the time of change, we have identified six levers to maximize sales force effectiveness which if properly executed can lead to significant value capture and market position improvement.This presentation outlines key insights around areas such as improving lead management, enhancing pipeline management and increasing premium mix selling.

There must be strong follow-up in prices and competitive bidding, but it did not hurt the business interest