Sales Division: Role Of Sales In An Organization
Role of Sales
In an organization, the sales division plays a very important role in the success of its business. Sales is the touchpoint between the organization, its services or products and the end users or customers. The unique and critical role of sales department is to connect the customer’s needs and the products or services the organization wants to offer that can fulfill their needs. Key ways in which a sales division can impact an organization’s success are:
Organizational awareness
Sales plays a key role alongside marketing channels in spreading detailed awareness about an organization and its products. While marketing helps in generating curiosity, it is the sales representatives who are responsible for converting curiosity into
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There are three key reasons that drive the need of elevating the sales performance
Collectively these benefits play a deterministic role in the success of an organization in an competitive world. Prevalent Practices- Literature Review
As mentioned above, sales performance is a very critical element of organizational success and has seen widespread study regarding techniques to measure, evaluate and elevate sales rep performance. In this regard the following section highlights some key insights provided by leading organizations & institutions on sales rep performance.
Elevating Sales Performance: Conceptual Framework
Globally a 360 degree approach is adopted in sales performance wherein each stage of the framework for sales performance development feeds into the succeeding stage.
Planning and assessment
The first step in any framework is for the organization to define its sales strategy and focus. This involves determining its target segments, resource allocation, reporting mechanisms and other structures. Few areas of planning
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Basis statistical methods also help is shedding additional insights like correlated parameters, sales trends and cyclicity, customer segmentation etc. This help the management in regular monitoring of sales effectiveness and need for corrective action alongside development of an incentive plan. Such data analysis, alongside accurate measurement of key parameters are the key components of measurement, identification, assessment and decision support for sales representative performance, thereby providing the platform for elevating sales
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