Sumber : http://salesordered.blogspot.com/2012/11/sales-force-management.html
Sales force management is all about organization, planning, and recognizing the strengths and weaknesses of the individual members of your sales force. This article will provide information about these four types in order to help you discover which types of sales professionals currently make up your sales force. When properly motivated, however, these types of people are invaluable assets to any sales team.
Mapping software has been available to sales teams for a long time. Sales operations people have used it to draw territory boundaries. Sales reps have used it to to plan their sales travel before they leave the home or office. Mapping software can now be more central to a sales team's weekly activities. Integrate it into the weekly sales team call. Have outside sales and inside sales work together to adjust daily schedules in real time. Sales Ops and IT teams constantly lament low CRM usage and adoption. Everyone knows that your sales force has to hit sales goals or sales quota in order to increase the revenue coming in the front door. I'm guessing you have a lot of intelligent sales people. What I'm referring to isn't a Christmas Bonus, it's when your sales force is promised the moon if they hit their sales quota for specific period of time. However, after the sales quota or sales goal is hit the company fails to payout. The sales force doesn't trust any of their fellow employees anymore.
