Sales Departments and Revenue Downturns
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When a company encounters either a slowdown in the rate of sales growth, or an actual downturn in revenue, there is a tendency to blame various factors: the economy, the market, the consumer, the marketing department, and other external factors. Rarely do sales departments turn the focus on themselves and consider what they can do differently in order to change the figures. An effective sales manager is able to serve as mentor, coach, counselor and tough parent in order to motivate the sales force; this manager also makes use of the various tools available to help turn sales around. The most important factor that this manager brings to the sales team are the dual concepts of responsibility and accountability. By focusing the sales department's attention on changing those factors over which they have control, the sales manager is able to bring about change in the organization. In my professional experience as a sales manager, I have learned that responsibility for poor sales as well as credit for outstanding sales both rest with the sales manager. By focusing on the selling function and the sales administration function, companies can improve poor sales performance and help maintain strong sales.Some analysts assert that imagination is nothing short of the most fundamental success factor in selling. In this view, the selling imagination differs from other types of imagination in that it focuses on understanding customer
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t these luncheons, senior managers speak of the company's current direction and progress, and notable large contracts are brought to the attention of the rest of the organization. The company has implemented an Employee of the Quarter for each of its divisions, and also an Employee of the Year; recipients of these awards have their names placed on a plaque that hangs in the lobby, but they also receive the more personal reward of a gift certificate to the local mall.
Such gestures may be perceived by some as little more than just that--gestures--but our employees recognize that the company appreciates everyone's efforts. In addition, there is an annual bonus program in which all employees participate based on the profits of the previous 12 months. This is not to say that Omnipoint does not have different incentive plans for sales representatives and senior managers, but "run of the mill" employees also benefit from the strong performance of the organization.
Decision Making
Some companies began to put considerable emphasis on group decision making. Also called participative decision making, this process removed the autocratic decision maker and substituted a group process in which team members contribute ideas and support,
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Some common words found in the essay are:
Bell Atlantic, Wide Web, PR Technology, Team Performance, Product Overview, Korean War, Parnell Bell, Employee Quarter, Manager Representative, War II, sales representatives, public relations, press releases, marketing communications, market research, sales team, bell atlantic, sales manager, press release, scientific management, public relations professionals, world war ii, successful sales representatives, sales team performance, klein dansereau hall,
Approximate Word count = 10051
Approximate Pages = 40 (250 words per page)
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