Developing Your Sales Force

systemThe are six main components to sales force development:

  1. Sales Management
  2. Human Capital
  3. Sales Talent Management
  4. Sales Enablement
  5. Sales Architecture
  6. Sales Infrastructure

The first three have to do with the ideal sales culture and the last three focus on the ideal sales foundation.  All areas need to be in place and working together for an organization to realize its true potential.  Miss one and the entire effort suffers.  And although it’s impossible to fix the weaknesses that may be found in any of these areas all at once after performing a Sales Force Evaluation, the one area if focused on first, or at all, that can make a tremendous difference in sales effectiveness is No. 6 – Sales Infrastructure.

Infrastructure is about systems and processes and is an important part of a sales organization’s success. They lay the groundwork, direct and guide salespeople, support their efforts, and accurately collect appropriate information…

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