In Maximizing Sales Force Potential, we will explode a few myths about
salespeople and sales management.
Furthermore, we will examine some of the ways in which
businesses can better motivate their sales force and
maximize their potential.How to use this information
When you move through this information, compare some of the
examples to situations in your company. Be honest and
objective in your comparisons!
Ask yourself whether you have handled similar situations the
same way. If not, what were the results? If nothing else, the
message of this section is, to be sensitive and creative in your
approach to solving business situations that rely on people for
success.
Myths about how to manage the sales force
Often overlooked is the sales force in organizational planning and systems
analysis. Often there are two basic viewpoints for management to take
regarding their sales force: management fears the sales force or feels the need
to control them.
Please note: Personal Performance Outcomes
(PPO) is already a plural so PPO will be
followed by a plural verb.