1- Importance of effective salesforce selection

• Wide variability in the effectiveness of salespeople

Top salespeople have a greater desire for sales success & are committed to achieving sales

Do not display emotions

• Salespeople are expensive

Basic Wage + Commission + Extras (car, phone, laptop, pension etc.)

Training

• Other important determinants of success

Training and motivation

Skills can be developed but is limited

Need an ultimate achievement in selling

Motivation

2- Motivations to enter in the sales profession

• Potential to make a lot of money
• Good career prospects
• Variety of work
• Working on own initiative
• Desire to achieve

3- Recruitment process

• Preparation of the job description & personnel specification

Questions to ask , seven traits of top salespoeple

• .Identification of sources of recruitment and methods of communication

From inside, recruitment agencies...

• Designing an effective application form and preparing a shortlist

4 usual categories of information on application forms

• Interviewing

In 40% of cases the HR Manager and sales manager together make the final choice, icebreaker

• Supplementary selection aids

Psychological tests and role playing

4- 3 types of sales people

• Laggards, core performers, stars

5- Motivation

• Maslow's Hierarchy of needs
• Herzberg

Factors that cause:

1.Dissatisfaction: Cannot motivate (hygiene factors)

2.Satisfaction: Motivators cause positive motivation

• Vrooms Expectancy Theory : effort performance reward
•  Likert’s Sales Management Theory : sales people, •differing characteristics and styles of supervision to performance

The Churchill, Ford and Walker Model of Sales Force Motivation

Techniques ; Financial incentive, meetings, setting sales target or quotas, promotion, sales contests

6- Training

6 leadership styles :

• Coercive
• Authoritative
• Affiliative
• Democratic
• Pace-setting
• Coaching

7 sales challenge :

• Distinguish between similar products & services
• Putting together groups of products to form a business solution
• Handling the more educated buying population
• Mastering the art of consultative selling
• Managing a team-selling approach
• Knowing the customer’s business
• Adding value through service

Benefits

• Enhanced skill levels
• Improved motivation & self-confidence
• Rduced costs
• Fewer complaints
• Lower staff turnover
• Reduced management support
• Higher job satisfaction
• Higher sales and profits

Methods of delivery

• Lecture/Webinar
• Films/Videos
• Role Playing
• Case Studies
• In the Field Training
• E-Learning

4 stage evaluation of training model

• Participants reaction to the training course

Link : measure and knowledge retention

• Acquisition and Retention of Knowledge & Attitude Change

Tests or role plays

• Changes in work behaviour

Transfer of learning

• Organisational outcomes

Increased sales volume

Improved customer relations

Increased salesperson commitment

Decreased selling costs

Imrpved control of salesforce

Better time management

7- Rewards

5 types of salespeople

• Creatures of habit
• Satisfiers
• Trade-off-ers
• Goal orientated
• Money orientated

3 types of compensation plans

• Fixed salary

In Europe approx. 30% pf salespeople are offered a basic salary plan, in the US this is less than 15%

security but drawbacks

• commission only

Obvious incentive to sell

Little security

• salary + commission

Attractive method to ambitious salespeople who wish to combine security and high earnings through the effort = reward structure

• Non-financial rewards

Employment package