AN EVALUATION OF THE IMPACT OF SALES FORCE MANAGEMENT ON INCREASED SALES VOLUME
Figures and Abstract
Purpose It is the goal of this study to learn about the current state of sales management practices (SMPs) in the marketplace, as well as how SMPs have evolved through time, what lessons may be learned, and what directions research should take going forward. Design/methodology/approach A cross-sectional internet survey was used to gather the data for this paper, with a sampling frame provided by a professional sales publication to ensure the validity of the results.
The responses of 159 sales managers were analyzed by ANOVA. Findings The 68 SMPs items gathered show some variances in the size of the sales force and establish some statistics on the use of technology in sales management, according to empirical results.
Although the sales environment has changed significantly, many SMPs have seen little change. Limitations of the study An internet-based sample frame and a single source may have omitted some potential participants from this study, which may restrict its generalizability.
Consequences for daily life For sales managers, the findings of this study highlight a number of critical questions. In the first place, which SMPs should they be employing? Managers must think carefully about the methods they employ. So why are so many of them not utilizing sales force technology to its full potential? As a third point to consider, is it prudent for sales managers to place so much emphasis on executive opinion when it comes to estimating sales?
The fourth problem is the persistent emphasis on sales volume, rather than profits, as a measure of success. Originality/value Sales managers' use of SMPs is examined in this study, which yields previously unobtainable and up-to-date data.
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AN EVALUATION OF THE IMPACT OF SALES FORCE MANAGEMENT ON INCREASED SALES VOLUME
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