Effective sales force is the key for an organizational success. According to Zoltners, Sinha and Lorimer (2009) effective sales force is a front line business, solving client problem, generating revenue and benefit its stakeholders.
All aspects of business including sales are changing while traditional approaches in selling's are being outdated (Long & Newman, 2015). So, it is necessary for an organization to adapt to new practices through an effective training. However, employee behavior, relevant experiences, communication skills, attitudes also play an important role for the performances, that needs to been seen while the employee is hired (HBS Working Knowledge, 2014). Nevertheless, these skills diagnosed during the employee selection do not guarantee its successful implementation in the workforce, for example: Employee might face a behavioral shift and might need continuous motivation. Hence, in the debate of key to organizational success, whether "Selection of Effective sales force" or "Sales force Training", I opine that Employee training is the effective means.
According to (Chopra, 2015), the need of training are follows, New Hire Orientation
For new employee, however skillful he/she might be, needs an orientation of the organization
Tackle shortcomings
Every employee has shortcomings so to overcome this training is necessary. Sometimes the shortcomings might be psychological barriers for employees for decreased productivity
Improvement in performance
Training improves performance by increasing the strength, gaining new skills and overcoming shortcomings.
Employee satisfaction
Training can be linked to employee satisfaction. But the training has to be relevant and employee can take something back from there.
Increased productivity
Productivity is directly related to technology in this rapidly changing world. So, equipping the new technology can help increase the productivity
Self driven
Employees those who have attained required trainings seeks less supervision, less guidance and have autonomy in their work. This gives the management appropriate time to focus on other areas. Confidence in work can be developed over the time by trainings and is not necessarily be reflected in selection process.
Adding on to this, I think career-development is a growing concern for an individual in any organization. So, an effective training can help an individual to reach their potential.
Even though the sales-force might have been selected from a good process, it doesn’t ensure good sales. They need to be trained regularly with the new changes in the company or with appropriate skills to compete in the market. For example, Berger was selling standard colors kept in tin cans. Now when the product shifted to custom colors , Often called Color Bank, which required machines, other chemicals and a base colors, it was necessary to communicate the working process and marketing strategies to promote that Color Bank. So, the sales force needed to be trained in the new product rather than leaving individual sales employee to sell it in the way they wanted to sell. Similarly, say if the sales person figured some problems while selling "Color Bank", that happened to be commonly faced problem by most of the sales-person then the organizations need to give training to tackle that problem. Whilst, if a bunch of sales person, who were initially good performers, were unable to meet the limit of sales due to this new innovation of Berger, might again require appropriate training to improve their skills. Hence, Training cannot be avoided at any case while this helps employee spur in their sales career. A good sales-force can also be created by tackling problem, improving, increasing satisfaction etc as mentioned above. Therefore the key to developing effective sales is sales-force training.
References
Chopra, B. (2015, August 31). Importance of training and development in an organization . Retrieved from The Economic Times: articles.economictimes.indiatimes.... 1
Long, G., & Newman, B. (2015, 09 21). Developing an Effective Sales Force in Today’s Complex Environment . Retrieved from Sales and Marketing Management: salesandmarketing.com/content/deve... 1
Salesforce Training. (2012, July 15). How Salesforce Training Supports Effective Sales Leaders . Retrieved from Salesforce Training: salesforcetraining.com/how-salesfo... 1
Zoltners, A. A., Sinha, P., & Lorimer, S. E. (2009, June 1). Sales Force Effectiveness . Retrieved from Kelloginsight: insight.kellogg.northwestern.edu/a...
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Effective sales force is the key for an organizational success. According to Zoltners, Sinha and Lorimer (2009) effective sales force is a front line business, solving client problem, generating revenue and benefit its stakeholders.
All aspects of business including sales are changing while traditional approaches in selling's are being outdated (Long & Newman, 2015). So, it is necessary for an organization to adapt to new practices through an effective training. However, employee behavior, relevant experiences, communication skills, attitudes also play an important role for the performances, that needs to been seen while the employee is hired (HBS Working Knowledge, 2014). Nevertheless, these skills diagnosed during the employee selection do not guarantee its successful implementation in the workforce, for example: Employee might face a behavioral shift and might need continuous motivation. Hence, in the debate of key to organizational success, whether "Selection of Effective sales force" or "Sales force Training", I opine that Employee training is the effective means.
According to (Chopra, 2015), the need of training are follows,
New Hire Orientation
For new employee, however skillful he/she might be, needs an orientation of the organization
Tackle shortcomings
Every employee has shortcomings so to overcome this training is necessary. Sometimes the shortcomings might be psychological barriers for employees for decreased productivity
Improvement in performance
Training improves performance by increasing the strength, gaining new skills and overcoming shortcomings.
Employee satisfaction
Training can be linked to employee satisfaction. But the training has to be relevant and employee can take something back from there.
Increased productivity
Productivity is directly related to technology in this rapidly changing world. So, equipping the new technology can help increase the productivity
Self driven
Employees those who have attained required trainings seeks less supervision, less guidance and have autonomy in their work. This gives the management appropriate time to focus on other areas. Confidence in work can be developed over the time by trainings and is not necessarily be reflected in selection process.
Adding on to this, I think career-development is a growing concern for an individual in any organization. So, an effective training can help an individual to reach their potential.
Even though the sales-force might have been selected from a good process, it doesn’t ensure good sales. They need to be trained regularly with the new changes in the company or with appropriate skills to compete in the market. For example, Berger was selling standard colors kept in tin cans. Now when the product shifted to custom colors , Often called Color Bank, which required machines, other chemicals and a base colors, it was necessary to communicate the working process and marketing strategies to promote that Color Bank. So, the sales force needed to be trained in the new product rather than leaving individual sales employee to sell it in the way they wanted to sell. Similarly, say if the sales person figured some problems while selling "Color Bank", that happened to be commonly faced problem by most of the sales-person then the organizations need to give training to tackle that problem. Whilst, if a bunch of sales person, who were initially good performers, were unable to meet the limit of sales due to this new innovation of Berger, might again require appropriate training to improve their skills. Hence, Training cannot be avoided at any case while this helps employee spur in their sales career. A good sales-force can also be created by tackling problem, improving, increasing satisfaction etc as mentioned above. Therefore the key to developing effective sales is sales-force training.
References
Chopra, B. (2015, August 31). Importance of training and development in an organization . Retrieved from The Economic Times: articles.economictimes.indiatimes.... 1
HBS Working Knowledge. (2014, September 8). The Strategic Way To Hire A Sales Team . Retrieved from Forbes: forbes.com/sites/hbsworkingknowled...
Long, G., & Newman, B. (2015, 09 21). Developing an Effective Sales Force in Today’s Complex Environment . Retrieved from Sales and Marketing Management: salesandmarketing.com/content/deve... 1
Salesforce Training. (2012, July 15). How Salesforce Training Supports Effective Sales Leaders . Retrieved from Salesforce Training: salesforcetraining.com/how-salesfo... 1
Zoltners, A. A., Sinha, P., & Lorimer, S. E. (2009, June 1). Sales Force Effectiveness . Retrieved from Kelloginsight: insight.kellogg.northwestern.edu/a...