Manage
HR
It
is the quality and the standard of the human resource recruited
that plays a key roll in differentiating between a successful
organisations and a "run of mill" organisation . In
this section, we will discuss the issues relating to this valuable
resource through a series of articles. And yes, we are
open to contributions from masters of this Art ... Are you one?
Successful
sales
All
companies set a target for their sales team, which at some point
they fail to live up to. When this happens executives automatically
conclude that there is a fault in the compensation package of
the sales people. Eager to do something, executives revise their
pay package with the hope that sales would get back on track.
Why is it that your brightest executive rushes into such
misjudgements? If you look at it logically ---'dough' happens
to be a key driving force in initiating results
-
its quantifiable
-
can be manipulated easily
- safer to confront rather than looking into deeper
reasons like declining revenues, shrinking --market share
No matter how tough it is, you need to look beyond the obvious
to find out the causes behind such disappointing sales performance.
Getting at the grass root is never easy. You need to have three
fundamental things working for you simultaneously. You need
to ask the right questions to the right people under right the
circumstances. Once the results are at hand you have to objectively
analyse your findings. The important thing here is to assure
confidentiality to the person you are speaking with and skilfully
remove the barriers to motivation and sales success.
More often than not, management refuse to dig deeper into
the matter because
-
distrust in what the salespeople say
- uncomfortable to talk out issues which point a finger
at them
- Unrealistic expectations generated
- Having to realise added project costs
These
formidable barriers may be crucial to the success of your sales
performance. So facing up to it can only help to reduce tensions
and in turn provide solutions, starting with sales motivation
programs.
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