Firstly, I am a Human Resource Officer in my organization. Could anyone please help me in understanding how I can discuss and address the issues of poor sales within the sales team in my company, as well as emphasize the importance of teamwork among them, as I have been tasked to do so?
Thank you
From Nigeria, Lagos
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From Nigeria, Lagos
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Dear Oanimasaun,
If the sales team has poor performance, then predominantly the HOD of the Sales Department is responsible. It is he or she who is supposed to drive the sales. Why is he/she falling short of the expectations?
Have you done the analysis of the poor performance? What kind of sales do the salespersons engage in? Is it field sales or telephonic sales? If field sales, then who accompanies them to the field? Who provides feedback on how the sales calls are handled?
If it is telephonic sales, then who monitors their calls? Does your company make arrangements for the audio recording of the sales calls? Who monitors the audio files?
I have raised the above questions because when giving feedback, one should be well-prepared to address any superficial reasons that the employees may present. Proper homework is necessary before giving feedback.
Sales, by and large, is an individual activity. Why is teamwork hindering sales, and how is it affecting sales? Have you studied the occasions where teamwork could have improved sales performance?
Thanks,
Dinesh Divekar
From India, Bangalore
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8220If the sales team has poor performance, then predominantly the HOD of the Sales Department is responsible. It is he or she who is supposed to drive the sales. Why is he/she falling short of the expectations?
Have you done the analysis of the poor performance? What kind of sales do the salespersons engage in? Is it field sales or telephonic sales? If field sales, then who accompanies them to the field? Who provides feedback on how the sales calls are handled?
If it is telephonic sales, then who monitors their calls? Does your company make arrangements for the audio recording of the sales calls? Who monitors the audio files?
I have raised the above questions because when giving feedback, one should be well-prepared to address any superficial reasons that the employees may present. Proper homework is necessary before giving feedback.
Sales, by and large, is an individual activity. Why is teamwork hindering sales, and how is it affecting sales? Have you studied the occasions where teamwork could have improved sales performance?
Thanks,
Dinesh Divekar
From India, Bangalore
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Dear Colleague,
I fail to understand how HR can be effective in communicating performance feedback to sales teams when such a sensitive job should be done by experienced line managers. How can a person at the level of an HR officer be assigned this task? At most, HR can sit in on this communication meeting along with the line manager and contribute to adding value.
Regards,
Vinayak Nagarkar
HR Consultant
From India, Mumbai
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I fail to understand how HR can be effective in communicating performance feedback to sales teams when such a sensitive job should be done by experienced line managers. How can a person at the level of an HR officer be assigned this task? At most, HR can sit in on this communication meeting along with the line manager and contribute to adding value.
Regards,
Vinayak Nagarkar
HR Consultant
From India, Mumbai
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Hi Oanimasaun,
The technicality of sales performance has something to do with the technical input of the sales manager or subject matter expert, SME. HR plays a role in the foundation of the sales individual/team, for example, soft or hard skills, and analyzing training needs to equip them to boost motivation. You can collaborate with the SME to identify the element/s for the TNA and to determine the expected outcome of your sales team.
Thank you,
Vladimir Dubouzet
QA Specialist
From Philippines, Manajao
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The technicality of sales performance has something to do with the technical input of the sales manager or subject matter expert, SME. HR plays a role in the foundation of the sales individual/team, for example, soft or hard skills, and analyzing training needs to equip them to boost motivation. You can collaborate with the SME to identify the element/s for the TNA and to determine the expected outcome of your sales team.
Thank you,
Vladimir Dubouzet
QA Specialist
From Philippines, Manajao
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