Business considerations
It is important, therefore, that the business recognize that the sales force is a
vital part of operations.
That the sales force input can be significant to making major decisions on such
issues as:
By keeping the sales force well informed and involved in the decision-making
process, the business will promote a dedicated and committed team that will
improve the strength of the entire operation.
Summary
This chat of some common sales management problems covers only the most
obvious areas of difficulty encountered by sales managers. Two
major factors stand out. They are:
- People make businesses successful, not programs, not policies,
and not procedures. - In the long term, businesses will succeed to the extent that they
invest in, and develop quality people, and then communicate
effectively with them.
Future business outlook in a
region
Pricing situations
New competitive activity
Policy changesNew competitive activity
Policy changes
Any other issues that
ultimately will have an
effect on customers