Question

Identify and explain in detail the three main approaches commonly used in controlling sales force performance.

Answer 1

1) Establishing sales Territories

Establish sales territories for the members of your sales force. In this way, they will not be competing with one another and focus entirely on their getting leads and making more and more sale. In addition to this, when the territory is well-defined to the members of the sales the chances of missing out on potential customers reduce and it also becomes easy for a salesperson to establish a relationship with customers to the future business.

2) Allocation of sales Quota

most sales driven businesses define sales quota to each of its employees before one financial year. Sales quota gives a goal to the salesperson to work on and also help the company to keep the estimation of revenue generation by the end of a financial year.

The performance of a salesperson can be measured on the basis of sales made by them. However, sales quota varies from one sales person to another salesperson as depending on the area allotted to them and products sold by them.

3.Maintaining contact with a salesperson

It is important to keep constant contact with the members of the sales of your sales team. In this way, you can keep them motivated and also can help them to solve issues that they face in cracking sales deals.

The sales person can be contacted through phone calls or by face-to-face meetings.