The key to developing an effective sales force require proper selection of personnel while also providing them proper amount of training. This selection depends on a lot of other factors like the budget, company status and as such. However, if I was to pick one of those two, I’ll definitely go with proper selection.
If I’m provided with an option to select one who is well versed in sales and marketing with the right set of skills, ability and mentality for the position, that’s the person to go with. I’ll also provide additional training to add more to what he/she already has to offer. A right candidate should have that right mindset and strong persuasive ability which is very difficult to pass on anyone with just training (Fatima & Azam, 2016). It’s something that a person should develop from within. Explaining this further with an example, if a person has a negative mindset of "I can’t do it”, the person will in no way be able to do it regardless of how much the person is trained. However, if a person has that can do attitude, the person will certainly be able to give the fullest and meet the target. Same goes with persuasiveness as one in salesforce should also be able to convince people to buy the products or use the service. So, the selection of the right person is key to building a good, strong sales unit.
In addition to that, a person should also have a strong personality type to do well as an effective salesforce. This is why a person who is shy and runs away from conversation can’t be the one for the position. Taking such person hoping that training will make the person into a completely different one will only be a complete waste of time and resources. Rather selecting a person who is passionate for the job, knows the organization and is eager to work for while also having a natural charisma is one to go with. Going with the process of selecting a person for the salesforce allows for identifying and selecting the right person for the job while also helping select the person who will be able to make a good impression on customer and generate sales. People who are not trained or poorly trained but have all those winning personality traits are likely to do much better than those people who have a wrong personality for selling but well trained. So, I would like to stress my initial statement that I would rather select one for the salesforce then train one.
References
Fatima, Z., & Azam, M. (2016). A study of salesforce control systems and salesforce motivation. The Marketing Review , 16 (4), 357-371.
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The key to developing an effective sales force require proper selection of personnel while also providing them proper amount of training. This selection depends on a lot of other factors like the budget, company status and as such. However, if I was to pick one of those two, I’ll definitely go with proper selection.
If I’m provided with an option to select one who is well versed in sales and marketing with the right set of skills, ability and mentality for the position, that’s the person to go with. I’ll also provide additional training to add more to what he/she already has to offer. A right candidate should have that right mindset and strong persuasive ability which is very difficult to pass on anyone with just training (Fatima & Azam, 2016). It’s something that a person should develop from within. Explaining this further with an example, if a person has a negative mindset of "I can’t do it”, the person will in no way be able to do it regardless of how much the person is trained. However, if a person has that can do attitude, the person will certainly be able to give the fullest and meet the target. Same goes with persuasiveness as one in salesforce should also be able to convince people to buy the products or use the service. So, the selection of the right person is key to building a good, strong sales unit.
In addition to that, a person should also have a strong personality type to do well as an effective salesforce. This is why a person who is shy and runs away from conversation can’t be the one for the position. Taking such person hoping that training will make the person into a completely different one will only be a complete waste of time and resources. Rather selecting a person who is passionate for the job, knows the organization and is eager to work for while also having a natural charisma is one to go with. Going with the process of selecting a person for the salesforce allows for identifying and selecting the right person for the job while also helping select the person who will be able to make a good impression on customer and generate sales. People who are not trained or poorly trained but have all those winning personality traits are likely to do much better than those people who have a wrong personality for selling but well trained. So, I would like to stress my initial statement that I would rather select one for the salesforce then train one.
References
Fatima, Z., & Azam, M. (2016). A study of salesforce control systems and salesforce motivation. The Marketing Review , 16 (4), 357-371.