Preview

Managing Sales Workforce Diversity

Powerful Essays
Open Document
Open Document
4721 Words
Grammar
Grammar
Plagiarism
Plagiarism
Writing
Writing
Score
Score
Managing Sales Workforce Diversity
August 2012

IJMT

Volume 2, Issue 8

ISSN: 2249-1058

__________________________________________________________

MANAGING SALES WORKFORCE DIVERSITY

Dr. Meenakshi Handa* Ms. Jyoti Kukreja**

__________________________________________________________
Abstract The relevance of sales personnel in any organization has forever been unquestioned as they deliver the ultimate quality of buying experience to the end consumer. Unfortunately though, their position is still devoid of respect that it on an average deserves. The low vocational esteem fructifies the need for developing the need for enhancing their self-concept. Salespeople who lack motivation deliver only sub-optimal performance. The objective of this paper is to address the challenges in managing sales personnel. In a crosscultural milieu, how employees are retained to serve consistent brand experience. In the end, the paper shall conclude with a synergistic suggestive model to be applied in the organizations for reaping the best out of the sales force of an organization. The study is based on intensive research through secondary sources. Recent studies suggest that companies are largely dependent upon the intensity and efficiency of the sales staff for its development, profitability and growth. It is a complex art that requires objectives of both: customers and organizations to coincide. Cataloging of customers, products, and, communication though well structured still require rigorous research to be validated against the test of time and, thus, improved. Keywords: Diversity, Training, Achiever, Ego, Vocational Esteem.

* Associate Professor, USMS, Guru Gobind Singh Indraprastha University, Dwarka. ** Research Scholar, USMS, Guru Gobind Singh Indraprastha University, Dwarka.
A Monthly Double-Blind Peer Reviewed Refereed Open Access International e-Journal - Included in the International Serial Directories
Indexed & Listed at: Ulrich 's Periodicals Directory ©, U.S.A., Open J-Gage, India as



References: 1. Klein Craig, ‗4 Ways to Motivate Your Sales Team for High Performance‘, August, 2011. 2. ‗Getting Gen Y-Ready‘ Column-‗Talent Management‘by Dr. Sujaya Banerjee,Human Capital Vol. 15, No.3, August 2011 3. Patel Kulin & Sriram Anuradha, ‗Culture assessment in a Cross Country Deal: Exploring the role of organizational culture and cultural compatibility in an M&A transaction‘: Global HR, Human Capital, Vol.14 No.5 October 2010 4. Haroon Amara(Ms) & Ahmad Shakil(Mr), ‗Assessing Relationship Among Performance, Managerial Practices, Salesforce Automation: A Study on Unilever & Dalda in Pakistan‘ International Review of Business Research Papers, Vol. 5 No. 4 June 2009 Pp. 73-90. 5. Dietz (Bart) H. M., ‗Managing (Sales) People towards Performance: HR Strategy, Leadership & Teamwork‘ (2009) 6. Keller Lane Kevin, ‗Strategic Brand Management: Building, Measuring and Managing Brand Equity‘, Third Edition, PHI Publishers (2008) 7. Mohamed Peeru H & Sagadevan: ‗Customer Relationship Management: A Step-by-Step Approach‘ Vikas Publishers (2007) 8. Dave Worman, ‗20 ways to motivate your employees without raising their pay‘, HRmadeEasy e-Newsletter 9. Brewer Geoffrey, ‗How to Motivate Sales Stars‘, October 2006 10. Venugopal P., ‗Managing Your Sales Force: A Motivational Approach‘, (2006), Sage Publications 11. ‗How to Manage Salespeople‘ accessed at: http://www.charleswarner.us/articles/howmngsl.htm 12. Eidson Carl, ‗Escape the Numbers Trap: Four Steps to Target Prospecting for Increased Sales‘ 13. Michael P. Leimbach and Ed Emde, (2011), ‗The 80/20 Rule for Learning Transfer‘ 14. Jensen Mark, (2009),‗Common Attributes of Professional Sales People‘ A Monthly Double-Blind Peer Reviewed Refereed Open Access International e-Journal - Included in the International Serial Directories Indexed & Listed at: Ulrich 's Periodicals Directory ©, U.S.A., Open J-Gage, India as well as in Cabell’s Directories of Publishing Opportunities, U.S.A. International Journal of Marketing and Technology http://www.ijmra.us 226

You May Also Find These Documents Helpful

  • Powerful Essays

    Clinical Trials: Journal of the Society for Clinical Trials is an international peer reviewed scholarly. The primary aim is the “dissemination and development of knowledge about the design, conduct, analysis, synthesis, history, ethics, regulation and clinical or policy impact of all types of clinical trials and related medical research methodologies.” (Sage Journals, 2013).…

    • 866 Words
    • 4 Pages
    Powerful Essays
  • Best Essays

    Findings - Journal Article; was deemed a credible source coming from a peer reviewed journal with many credible references and no apparent bias or conflict of interest. The main author had significant authority and relevance in the given field and discussions were examined in depth. Most limitations are accounted for though no mention was made regarding possible complications of using slightly out dated data.…

    • 2377 Words
    • 10 Pages
    Best Essays
  • Good Essays

    Praise for Coaching Salespeople into Sales Champions ‘‘Winning in sales is no different than winning in life. As someone who has done a lot of personal and professional coaching over the years, I see tremendous value for anyone who reads this book. If the reader will embrace Keith’s philosophy around coaching, they can certainly expect to win in all areas of their life, while making a profound and measurable impact on their salespeople’s performance and attitude.’’ Dr. Denis Waitley Best-Selling Author of The Seeds of Greatness and The Psychology of Winning ‘‘There is no other single activity to boost sales that works better than sales coaching and this book is the best ever written on how to do it well.’’ Brian Tracy, Author of Getting Rich Your Own Way ‘‘Fluffless! Rosen continues to give practical, A to Z how-to advice. After you read it, simply do it!’’ Anthony Parinello, Author of Selling to VITO ‘‘Keith has done a tremendous job outlining the importance of coaching versus managing. Implementing Keith’s playbook will drive the development of high performance salespeople and superior results.’’ Kelly Carioti, Vice President of PepsiCo, Specialty and Self-Service Retail ‘‘There are very few good books published for sales managers and most of them are filled with biased ideology and abstract concepts. Keith Rosen’s book is refreshingly practical. It contains concrete steps on what to coach, how to coach and how to bring out people’s hidden talents without resentment, or frustration. This is the clearly the best book on sales coaching I’ve seen in a long time.’’ Gerhard Gschwandtner, Founder and Publisher of Selling Power ‘‘This is a book that will truly take entire sales organizations to the next level. Keith is spot on, and his approach to accountability in the coaching process is what so many salespeople and sales…

    • 110674 Words
    • 443 Pages
    Good Essays
  • Satisfactory Essays

    “Understanding the Role of Consumer Motivation and Salesperson Behavior in Inducing Positive Cognitive and Emotional Responses during a Sales Encounter,” offers six different hypotheses. These hypotheses address the customer, and where they are in relation to making a purchasing decision. As well, the hypotheses also address how the salesperson should treat the consumer based on where they are within the purchasing phase.…

    • 429 Words
    • 2 Pages
    Satisfactory Essays
  • Powerful Essays

    Vakratsas Ambler 1999

    • 18141 Words
    • 82 Pages

    The authors review more than 250 journal articles and books to establish what is and should be known about how…

    • 18141 Words
    • 82 Pages
    Powerful Essays
  • Best Essays

    Impact Of Nurse Migration

    • 1845 Words
    • 8 Pages

    This article was published in 2000, still an up-to-date article. It is a peer reviewed article.…

    • 1845 Words
    • 8 Pages
    Best Essays
  • Good Essays

    | Role of Selling in Modern Business [Topic 1].Attributes of a successful sales person was the main thing that appealed to me within topic one. Self discipline, good communication skills, hunger for success, willingness to learn and passion are all attributes that I believe I have. Aligning these attributes with my own was important as it assured me that I was making the right decision in pursuing a career in professional sales.I have been involved with retail sales for the last seven years, including key holder positions with four different stores. I feel that it is fair to say that my hunger for success was the most influencing factor is my decision to pursue a sales career; I am very interested in a career in which my income reflects how hard I work. As I am a passionate guy I would also like to this, when faced with this opportunity I would prove my worthiness. Learning that my attributes align with that of a successful sales person was also a contributing factor in my continuing with the course. As I am taking extra papers this semester I was not sure if I would be able to keep up with the work load, it assured me that I had made the right decision in picking up professional selling. I feel that I am a very good communicator as well, although there is always room for improvement. I am in my final semester of a BCS and would like to think what I have learnt over the last three years have made me a better communicator, and in turn a better sales person.…

    • 2619 Words
    • 11 Pages
    Good Essays
  • Powerful Essays

    New Bikers Subcultures

    • 13718 Words
    • 55 Pages

    intended to enable your noncommercial use of the content. For other uses, please contact the publisher of the journal. Publisher…

    • 13718 Words
    • 55 Pages
    Powerful Essays
  • Good Essays

    Diversity Management

    • 2929 Words
    • 12 Pages

    According to the U.S. Census Bureau project, 40% of U.S. residents will be members of…

    • 2929 Words
    • 12 Pages
    Good Essays
  • Better Essays

    Be a Sales Superstar

    • 25142 Words
    • 59 Pages

    Preface This book is for ambitious salespeople who are eager to increase their sales and boost their incomes immediately. It is written for those who are, or intend to be, in the top 10% of their fields in selling. Every idea is aimed at the Sales Superstars of today and tomorrow. Salespeople are primarily motivated by two things: money and status. They want to be paid well and they measure their success by the size of their incomes relative to others. In addition, they want to be recognized and appreciated for their efforts and for their successes. This book will show salespeople how to make quantum leaps in both areas. In my 30-year career in sales, sales management and sales training, I have made thousands of sales calls and read thousands of books, articles, newsletters and research reports on every aspect of selling and sales success. In the coming pages, I will refer to my findings and my personal experience over and over. However, I’m sure you understand that it is not possible to go back over the years to identify every source. The practical, proven methods and techniques in this book are presented very much like a professional sales seminar, starting with the “inner game of selling” and moving through the key skills you need to improve your results, complete with specific action items and a summary. To benefit the most, you should read this book from cover to cover, from beginning to end, exactly as it is written. You can then return to the chapter that will help you the most at the moment. You can then take the specific actions recommended for immediate application in that area. Most salespeople have never been professionally trained in selling. Fully 95% of salespeople can increase their sales with additional knowledge and…

    • 25142 Words
    • 59 Pages
    Better Essays
  • Powerful Essays

    Diversity Management

    • 1718 Words
    • 7 Pages

    Successful management of today¡¦s increasingly diverse workforce is among the most important global challenges faced by corporate leaders, human resource managers, and management consultants. Workforce diversity is not a transient phenomenon; it is today¡¦s reality, and it is here…

    • 1718 Words
    • 7 Pages
    Powerful Essays
  • Good Essays

    Terms of reference (TOR) for the study were developed and are set out in Annex A. Key…

    • 7783 Words
    • 32 Pages
    Good Essays
  • Powerful Essays

    Ugc Act, 1956

    • 20094 Words
    • 81 Pages

    Printed and Published by Secretary, University Grants Commission Bahadur Shah Zafar Marg, New Delhi-110 002; and Printed at : Mohan Printing Press, New Delhi-110 015, Ph: 5932597…

    • 20094 Words
    • 81 Pages
    Powerful Essays
  • Good Essays

    it is a published twice a year in March and by a joint publication with the British Medical Association and Royal Pharmaceutical Society.…

    • 796 Words
    • 4 Pages
    Good Essays
  • Powerful Essays

    Marita Broadstock (Senior Researcher) conducted the review and prepared the report and Evidence Tables. Margaret Paterson (NZGG Information Specialist) conducted the search strategy and managed document retrieval and referencing. A list of excluded publications is available upon request. Anne Lethaby (Acting Manager, Research Services) provided methodological input and peer review.…

    • 11759 Words
    • 48 Pages
    Powerful Essays

Related Topics