Determining sales force effectiveness

Document Type:Essay

Subject Area:Management

Document 1

The human resource is the engine of any organization and without its effectiveness, an organization is doomed to fail. In the context of the sales and marketing department of any company, the importance of human resource is even more crucial given that a company could go under faster if it does not have effective salespeople. In this regard, as the new sale manager, am convinced that there is a need for a sales audit to improve the effectiveness of the company’s sales people. The audit will focus on finding areas where the sales staff could improve and also improve processes that could increase company sales. The audit will involve a series of stages which include evaluating the sales process and roadmaps to determine if there are any gaps left, reviewing existing assets and tools to determine whether the sales staff have the necessary tools of trade, and the third step will be reviewing existing content and resources to ensure that the team has all the resources it needs to be effective.

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Apart from the three factors discussed above, the concept of benchmarking will also be used to determine the effectiveness of the Salesforce. The concept will be based on the metrics of capabilities and improvements, with the aim of determining the effectiveness of the Salesforce by measuring up the performance of the company to the efforts of other similar companies (Stoy, 2007). To determine the effectiveness of the Salesforce through benchmarking, the first area of comparison would be company demographics in the context of comparing the characteristics of this company with those of other similar marketing companies. The second area would be project demographics to compare the features of specific projects that are common between the company and other companies. To determine the effectiveness of the Salesforce, the benchmarking would also involve the comparison of similar sales processes with other companies, and lastly the concept would also involve the comparison of similar key performance indexes shared with other companies.

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Some of the documents that could be reviewed in federal inquiries include the expense reports of all the sales employees, and if any inaccuracies are spotted, the company may incur costs in the form of penalties and fines which may force the company out of business if they are significant enough (Harris & Edwards, 2017). An example of ethical lapses that could lead to such problems is the inflation of acceptable expenses. There are dishonest employees who may lie about the cost of certain acceptable expense. The cost of a taxi could be 50 dollars but other employees would claim 100 dollars in the same case. Such an expense could be acceptable, but in the long run it could put the company in trouble with the government.

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