Sales Force Definition
The sales force is all the human and material resources that companies use to sell.
When it comes to sales, it is common for entrepreneurs to motivate their teams to work for goals, so the sales force focuses on achieving them.
In other words, It is a fundamental factor, since companies live off their profits and selling is vital to continue with the production of products or the provision of services.
What is the role of the sales force in companies?
- Salesforce plays a leading role within any company since, without sales, companies do not survive.
- Let’s think on a large scale: many people believe that anyone can do sales work.
- It works under the assumption that sellers are the first human contact of people with the company.
- It creates the training and organizes its salespeople as well as the various marketing strategies for effectiveness.
What kind of Sales Forces are there?
There are two kinds of it:
According to the essence of the resources:
- Human Resources comprises the staff of the various sales teams.
- Material resources include the tools used to market products such as CRM or attracting leads or customers.
According to the action of the service:
- Internal: here, the sales team is part of the company.
- External: the company chooses to contract other external companies for the sale or attraction of clients.
What is the structure of a Sales Force?
The structure of it focuses on the ordering and coherence of the following functions:
Internal functions:
- Selection of suitable profiles: these are the processes of hiring vendors, as mentioned above, not just anyone can be a vendor. Hence, the sales force, in conjunction with Human Resources, seeks and chooses personnel.
- Training: these are the training that the company gives to its marketing and sales teams to optimize the skills of the sellers.
- Supervision: This is the performance evaluation with which sales managers monitor business processes in both the Marketing, Digital
Marketing, and physical sales areas. - Design of strategies: it is about the creation of strategies for the sale of the product or service, these strategies work as policies for the sellers during the sales process. The strategies must complement each other.
External functions:
- Clients: the sales force creates personalized attention for each type of client, whether they are wholesale or personal.
- Territory: This is just a seller or a point of sale, the sales force seeks to decentralize its stores and its team, so it assigns a specific area to each one.
Is there an ideal size for the Sales Force?
- The size of the sales force directly links to the size of the company.
- Large companies require particular logistics and large-scale sales models, so they have specialized departments to support vendors.
- Small and medium-sized companies for their part do not need these departments. But they do need the appropriate strategies and a well-selected team to achieve their desired goals and income.
Also Read: What is Remote Sales? – Definition, Circumstances, and More