There are several rules which help a sales manger in developing sales force through motivation and leadership.
MOTIVATING
AND LEADING THE SALES FORCE
There are several rules which help a sales manger in developing sales
force through motivation and leadership.
Rule 1
Work with sales team and not as members of groups. To achieve this, do
the following :
ՖՖ Know your sales force personally
ՖՖ Give extra time for discussion and personal problem
solving.
ՖՖ Do proper home work on sales
assignments, be clear to the point of a fault, avoiding personal affront.
ՖՖ Explain your reason for change in
territory and product likings. Change is always for the better.
Learn
from your sales force about their hopes, aspirations, abilities and self worth.
ՖՖ
Develop creative personality
traits for example : Self esteem, self confidence, self worth to become a self
starter and freedom from fear of failures.
ՖՖ
Assume responsibility for mistakes, that is, be
pro-active.
ՖՖ
Be internally motivated.
Rule 2
ՖՖ
Set high standards but realistic ones for your
sales force.
ՖՖ
Set high personal examples and accept mistakes as
errors of judgment.
ՖՖ
Ensure frankness in criticism
which is self rewarding and educating to others.
Rule 3
Ensure
that sales force are collaborative among themselves, that is, they work as a team and make full
use of each other for collective goal achievement through. ՖՖ
Good means of communication, open and purposive. ՖՖ
Fostering full co-operation among seniors and
juniors. ՖՖ
Developing individual
capabilities, creative attitude and respect for each employee. ՖՖ
Encourage juniors to settle their
own grievances themselves, rather than letting them rush up to you. Rule 4
Fight for
your people and for your ideas : ՖՖ
You are responsible for people
under you ; so protect and promote them. ՖՖ
Support the men in trouble, don’t
be afraid of telling the faults of superiors against the juniors. ՖՖ
Help them in progress, get
promotions, get noticed and remunerated.Rule 5
ՖՖ
Retain the principle of
accountability as a check on exercise of delegated authority. ՖՖ
Promote the right ‘men’, pay
right salaries and perks and put them in positions as deserved by them. ՖՖ
Pursue the policy of promotion from within as a
win-win strategy. ՖՖ
Accept sales force feelings.
Encourage them to open up, to address you as a friend in reed.
Tags : MARKETING MANAGEMENT - PROMOTION DECISION
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