1. Planning, Staffing, and Training Successful Salespeople
Chapter 16
Planning, Staffing, and Training Successful Salespeople
McGraw-Hill/Irwin
Copyright © 2004 by The McGraw-Hill Companies, Inc. All rights reserved.

2. Chapter 16

3. Transition From Salesperson to Sales Manager
What changes occur?
Perspectives change
Goals change
Responsibilities change
Satisfaction changes
Job skill requirements change
Relationships change

4. Transition From Salesperson to Sales Manager cont…
Problems experienced by new managers
Lack of preparation for the job
The key to making a successful transition
Learning attitude
Realistic expectations
Learning new job responsibilities
Need to make the initial adjustments

5. Exhibit 16-2: The District Sales Manager Links Salespeople to the Company

6. What Is the Salary for Management?
Salary is usually related to:
Annual sales volume of units managed
Number of salespeople supervised
Length of experience in sales
Annual sales volume of the firm
Salary is just one part of compensation
The higher the sales position, the greater the benefits offered

7. Overview of the Job
A sales manager’s main goal is to achieve the levels of sales, volume, profits, and sales growth desired by higher levels of management
The factor underlying success in achieving the goal is the ability to influence the behavior of all parties involved

8. Sales Management Functions
Planning
Staffing
Training
Directing
Evaluating

9. Sales Force Planning Sales forecasting The sales manager’s budget
Uses of sales forecasts
The sales manager’s budget
Methods of developing sales force budgets
Organizing the sales force
Organizational design
Organizational structure

10. Staffing: Having the Right People to Sell
Two elements
People planning - first staffing element
Sales force size
Type of people
Job analysis
Job descriptions
Job specifications

11. Training the Sales Force
Sales training
Purposes of training
Training methods:
Discussion
Role playing
On-the-job training
Where does training take place?
Centralized training programs
Decentralized training

12. Training the Sales Force cont…
When does training occur?
Who is involved in training?
Corporate staff trainers
Sales force personnel
Outside training specialists
Combination of training sources