sales management

Answer 1

One of the major problem facing sales managers is on what criteria to judge a new salesperson when hiring him . In most cases , the sales managers look at the sales person 's past records and his performance in the previous organization but many a times , they see that a successful salesperson in one organization does not perform when hired in the new organization . One of the main reasons for that it is the difference in culture and values . The new recruit might be very good but he might not be

compatible with your organization

Another major problem being faced by the sales managers is that even though the sales people meet their targets , they barely ever follow the sales process of their own company . Every salesperson tries his own tactics that he thinks will bring business

When giving bonuses to salespeople , sales managers find it difficult to determine the metrics on which to evaluate the salesperson 's performance . Should they judge the salesperson depending on how much business he brought and in that case , they will have to ignore the ways the business was brought , to what extent was business rules followed and how ethical was the deal , etc

Ethical issues are one of the major problems that are faced by the sales managers . Many sales people bring in a lot of business for the firm but in return , they are being paid kickbacks by the customer which means that unethical behavior is practiced . It is very difficult...