Primary objective of any brand is to achieve sales target and the same gets driven at all levels of sales team. But the sales number is merely an output of many inputs – market dynamics, pricing strategy, marketing strategy & schemes, motivated sales team, disciplined sales team etc. Today we will discuss the important parameters that can be tracked to improve field working of a field sales executive/manager which generally gets overlooked in chasing the end objective of sales target.
The most common practice in sales organizations is that the target gets fixed at the top level and trickles down through various levels to the last mile sales executives. But what is the right target for each store? – it is one of the often debated questions in every sales organisation. The approach to figuring out the answer can be different under different circumstances –existing business vs. new entrant to market, in-store sales executive vs. feet on street sales executive, existing store vs new store, to name a few.
It is often seen that organisations with large field sales force, outsource their sales force for many obvious advantages. It is a very important & critical decision for any organisation to choose right partner.
Transition of field sales executive team from company rolls to an agency or existing agency rolls to a new agency is commonly seen practice and this can be attributed to various reasons. Though these transitions look simple, there is more than meets the eye.
In most cases it is an important decision for any professional to change jobs and same applies to the frontline Sales Executives as well. Ever wondered why these Sales Executives join for couple of days and leave, even after going through the time consuming and risky processes of giving multiple rounds of interviews and leaving their current jobs! I think this is a very important subject for organisation to evaluate. One of the key improvement areas to address this early attrition issue is to have a robust and structured process of joining for the field team.