Building Winning Sales Force

Building Winning Sales Force

Question One

Definer drivers play the role of setting up the roles of the salesperson and the organizational structure.  It defines the roles of the people by creating territories that clarify how they are supposed to conduct activities. Zoltners et al. (2009) explain that it analyzes whether the sales force needs to make an increase whenever they have additional markets.  They as well determine whether an increase in specialization is effective in serving customers. In addition to that, definer drivers formulate decisions with which sales strategies get evaluated to analyze its consistency. The drivers also ensure that the decisions made concern other driver’s well, which simplifies the entire process of having choices reinforced to other categories.

Question Two

The shaper driver plays the role of managing practices such as hiring, training, and coaching. Here, it engages directly with the salespeople through enlightening them of different activities. Being the controller of drivers, it manages how the sales force conduct themselves within the sale system. These drivers are also involved in creating adequate compensation through the initialization of a plan that handles the business (Zoltners et al., 2009). Here, the incentive plan is responsible for attracting the right personnel required in a sales position job.  It also acts as the exciter, where it uses incentives to motivate the salespersons into working hard to achieve their overall goals.  Lastly, by being the controller of the drivers, it acts as a communication tool between the salespeople by letting them what is expected of them in service delivery.

Question Three

Enlightener, exciter, and controller drives have an impact on winning the sales force, where it acts as a motivational tool. Here, they provide a clear outline of how successful sales should be conducted. The enlightener is responsible for leveraging information, targeting customers, and managing data tools within the organization. Here, they get to provide the customers with the knowledge they require to become successful.  Exciters, on the other hand, initiate a culture where they get to motivate and inspire the salespeople. By inspiring them, they enable them to meet their goals. Lastly, controller drivers play the role of controlling and directing the sales force.  Here they help in analyzing the performance and coordinating business activities, which boost the success of the sales force.

Question Four

The 3 C’s are a guideline that applies to the sales system. It involves a consistency check, compatibility check, and consequences check.  According to Zoltners et al., (2009), the consistency check functions to analyze the sales effectiveness of the drivers. It looks at them one by one to determine strategies that are inconsistent within the sales force. Compatibility check, on the other hand, looks at the effectiveness of sales drivers by comparing them. It works to determine the ones that are incompatible with one another within the system. Consequences are also a component of the 3 c’s that checks on the effectiveness of the drivers. It functions to identify unintended consequences that exist on customers, financial results, and business activities (Zoltners et al., 2009). It looks at the results of the company and that of the customers to reach out for the appropriate activities that can help in achieving excellence within the sales force.

Question Five

A salesforce acquires profits from a successful sales strategy. By having a well-implemented strategy, it means that they get to listen more to their customers and through it assess their needs.  It, in turn, gives them the opportunity of attracting them as they get to be satisfied with their services.   The creation of value in customer relations is also a method that works in attracting profits for the sales force. Here, the salespersons get empowered on how to handle customers, which they manage to reach out to a lot of them.  Consistency in the sales strategy also functions as a platform that allows the sales force to keep up with their customers, which generates positive results such as profit gains.

References

Zoltners, A. A., Sinha, P., & Lorimer, S. E. (2009). Building a winning sales force: Powerful strategies for driving high performance. AMACOM Div American Mgmt Assn.