MarketingProfs Know-How Exchange : Salesforce Evaluation

Posted by: aosterday*	Accepted Answer
6/17/2004 11:18 AM (CST)
1. Are they selling anything? How much have they sold? To how many people/businesses? How many prospects do they have? Are they keeping track of prospects? Are they building a database? How are they reaching new prospects? Are they straying from the marketing plan? Are they presenting a brand image consistent with other salespeople and the company? 2. Sales force supervision is doing the above evaluation on a regular basis. Keeping weekly tabs on how many appointments they had, had many sales, how many appointments they booked, etc. Making sure that they're not only making money now, but will be making money consistently. 3. Supervising managers is more general. You deal more with numbers - are his salespeople meeting quotas, are they staying on top of training, compliance guidlines, industry trends and news, etc? Are they hiring and firing responsibly?

Posted by: The Consultant ™*	Accepted Answer
7/4/2004 5:10 AM (CST)
Hi eunice, 1. The American Marketing Association defines Sales Force Evaluation as "An assessment of the overall personal selling effort. The evaluation process helps to measure whether the selling effort is on target with respect to the goals established and also provides strong clues of where and how the selling effort can be improved. Sales analysis and cost analysis are major techniques sales managers use to evaluate sales force efforts. To supplement these analyses, objective measures such as output evaluation measures, input evaluation measures, and ratio of output and/or input measures can be employed." This link will give you more info on it. http://www.tmainternational.com/services_sales.php3 2. Sales Force Supervision is the same as Sales management. Find out more about Sales Management on this link. http://www.marketingpower.com/live/mg-dictionary.php?Searched=1&SearchFor=s... 3. The difference lies in the perspective. As aosterday said, sales force supervision is largely to se how effective the sales force is or will be. The sales management also includes designing strategies, forecasting demand etc. and is also more qualitative in nature than sales force supervision.

Posted by: Val (Moderator)*	Moderator Response
7/6/2004 3:27 AM (CST)
Hello all. I am closing this question. This is our standard procedure when the question asker gets busy and falls out of the conversation for a while - or isn't clear about the process for closing. Thanks, so much, for participating! Val (Moderator)