The document discusses the key challenges that sales force managers will face in the 21st century. It identifies 7 areas that sales executives must develop expertise in to be successful: 1) customer relationship management, 2) a diverse workforce, 3) new communication technologies, 4) selling teams, 5) complex distribution channels, 6) an international perspective, and 7) ethical behavior and social responsibility. The document provides details on each of these 7 challenges and how they will impact sales force management in the 21st century.
Original Description:
Salesforce management
Original Title
Sales Force Management Challenges in the 21st Century
The document discusses the key challenges that sales force managers will face in the 21st century. It identifies 7 areas that sales executives must develop expertise in to be successful: 1) customer relationship management, 2) a diverse workforce, 3) new communication technologies, 4) selling teams, 5) complex distribution channels, 6) an international perspective, and 7) ethical behavior and social responsibility. The document provides details on each of these 7 challenges and how they will impact sales force management in the 21st century.
The document discusses the key challenges that sales force managers will face in the 21st century. It identifies 7 areas that sales executives must develop expertise in to be successful: 1) customer relationship management, 2) a diverse workforce, 3) new communication technologies, 4) selling teams, 5) complex distribution channels, 6) an international perspective, and 7) ethical behavior and social responsibility. The document provides details on each of these 7 challenges and how they will impact sales force management in the 21st century.
Sales Force Management Challenges in the 21 Century st
Customer relationship management (CRM)
Sales force diversity Electronic communication systems and computer-based technology Selling teams Complex channels of distribution An international perspective Ethical behavior and social responsibility To be successful in the competitive environment in the years ahead, sales executives must develop greater expertise in the following seven areas. 1. Customer Relationship Management: 70% of the sales executives stated that biggest challenge facing them in the coming years will be to expand their relationships with existing customers. These companies recognise that getting new customers costs more than increasing sales with existing customers. Thus companies are initiating CRM programs specifically designed to expand relationships with existing customers. 2. Salesforce diversity: The workforce is changing in many ways. The most important is the changing demographics of those individuals entering the profession. More and more women are entering the sales management positions. 3. Electronic communication systems and computer-based technology: These days most of the organisations keep their salespeople connected. The internet, intranet, videoconferencing and other electronic technology all enable salespeople and managers to improve their productivity. To compete effectively, salespeople and managers alike will have to adopt the latest technologies. 4. Selling Teams: During the 21st century, more companies will respond to the changes in customer buying patterns by using selling teams. Coordinating the efforts of these teams and motivating them is a task very different from supervising and motivating the individual sales rep. Collaboration and consensus building will be essential skills required for the manager in the new millennium. 5. Complex Channels of distribution: Sales managers will be asked to manage increasingly complex channels of distribution. They will oversee a hybrid sales force, which includes field sales reps, telesellers, and electronic sellers. Their work organising and coordinating the efforts of these diverse salespeople will become more strategic. 6. International perspective: In the present scenario, growth of companies in the 21st century will come from their development of international markets. Differences in culture and ways of doing business in foreign countries pose real challenges for sales management. 7. Ethical behaviour and social responsibility: Ethical standards differ among various companies and industries, and also among societies. Since a long period of time, the institution of business, and specially its personal selling component, has been accused of unethical behaviour. Today, sales managers have no choice but strive to maintain their ethical standards in selling.