I hope you took the time to clarify the roles of your sales force and sales management. It is a very useful exercise. Now you have the strategy of the sales team and culture assessed. Whatever your methodology to carry half your sales force currently below average. Fifty percent below the average! Think about it. It is an indisputable fact. So, why should evaluate the team? In other words, to sell more.

successful sales organization consists of three components, investment, activity and results. The first element is the investment in the sales team. Investment in compensation, benefits, computer, software, training, recruitment, meetings, sales documents, phones and other expenditure measured.

The second element is the investment. Face-to-face, travel, preparation, telephone calls and administration are the second element. The third and decisive, the only element results. How many sales were generated? Profits? Currently, the market share?

The glue that binds the three parts includes your people, culture and customers. Is there a career path for sellers? What is your turnover rate? Who are the heroes of the past? What drives the team’s objective?

The best sales managers and sales teams identify four factors productivity.

1 Sales Information Search for market trends, target markets, customers, trends, etc. that you

2 Investment and organizational size, structure and deployment of the sales team you can get the right people in the right place at the right time.

3 People-selection, training, leadership, motivation, evaluation and termination.

4 Sales systems and processes of compensation, incentives, benefits, domestic support, etc.

tests or investigations may be the most effective way to evaluate suppliers. Companies rarely evaluate the management of sales rather than to determine the efficacy results.

A successful sales organization is further developed in a progressive culture. What is culture? This is best answered by the following story. were brought

six monkeys in a room with a ladder on the market. A bunch of bananas from the middle of the room hung. A monkey began the head of fruit and the whole room was filled with cold water to climb. This was beaten a few times until all the monkeys walk near the head of the other monkeys. A new type replaces one of the great apes country of origin. The novice and wants to be a hero, under the direction of the head and received a thorough beating. He has learned to not go near the ladder. Finally, each of the great apes of origin has been replaced. The beatings continued. Monkeys replacement did not know why they were prevented from others, the scale. They knew that the scale was limited.

It is a culture. Are there any monkeys in your new team after the old practice, without knowing why? Cultures over time and its origins are rarely known. Your sales team has a culture? I bet he does. Is it good? cash crops consist of three elements:

· Standards-how people actually behave

should · Values-how people behave

working styles F.. . Diligent, late, professional, thorough, detailed, transparent?

The development of negative cultures is a challenging but necessary … If you stay in business. The people are agents of change and must be supported by management. Who are the heroes of your sales team? How long do they have the heroes ministry and why? Knowing these answers will help you, your culture.

The first thing you need to make your vision of the sales team and evaluate all relevant factors. Big companies to communicate their vision clearly and often with employees of all sales related. Do not forget who comes in contact with her sales team.

Next, you need to make your visions into reality to get people to take action to reward, in line with your vision. This is a process not a destination as it develops, but to increase sales and profits explode.

It takes courage. You have to ask and answer difficult questions. Commitment to a better sales team is required. Do not give up until your vision is clear, communicated and reward led the winners.

“Only the wisest and stupidest of men never change.”

Confucius

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