Sales Force Challenges

This blog exposes sales managers to the various challenges in sales force management . For managers who want detail information about any particular area there is a list of reference books & articles too .

To join the debate & increase your knowledge Index click below on your area of interest .

1. Sales Force Challenges Analysis :
   
• SFC Analysis always starts with the basics . Understanding SFC is all about asking the right questions :
  Where are we , Where we want to go & How do we go there . ???
2. Sales Effectiveness Challenge
• The three components - sales, marketing, and support - are questioned deeply into surfacing the specific challenges companies are dealing with, and then with the problems clearly defined, benchmark how companies are successfully dealing with these issues.
3. Challenges in implementing best practices
• Sales managers often think of best practices in terms of skills and knowledge that separate star performers from average performers. What do the stars do that gives them an advantage?

Main Page : Sales Knowledge Bank

• A Sales Manager Knowledge blog that exposes new sales managers to the challenges in the sales force management

Reference Articles :

1) Sales Force Challenges : an interview with Benson F. Smith who, along with Tony Rutigliano, authored the bestseller Discover your Sales Strengths

2) Sales Force Challenges : Booz - Allen Report :
Large retail format with its own different set of customer needs is forcing organization to change their sale force design . Read more ....

3) Top 3 challenges facing Sales Leaders today : Miller Heiman Sales Effectiveness Study

4)The Challenge of Market Coverage Optimization - Michael B. Moorman - Principal, ZS Associates

5) Challenges to Implementing Best Practices in Sales Effectiveness : RM Consulting International

6) Managing Sales Force Challenges : Airline Industry Case study