Getting stellar sales performance: why sales managers' mentoring, coaching and technology capabilities make the difference

摘要

Selling is a critical organizational activity, at the core of which is each salespersons's competency and performance at the front-line of any selling process. In the current buyer-driven and unpredictable markets, the salesperson often has minimal control, and there is no rational script or process that can be followed. Dynamic selling and preparing an innovative point of selling orientation recently emerged as pivotal challenges for sales organizations. Lassk et al. (2012) provided insights on the essential core competencies that salespeople need, in particular; customer-oriented selling, post-sale service and pro-active recovery methods. In addition, the need for core marketing competencies is growing exponentially but also constantly shifting and interchanging. Salespeople with a lack of suitable preparation will never yield stellar results. However, sales training can often be too inflexible, too slow or too generic to be fully and effective.