Abstract and Keywords
This article provides a critical review of two of the most important responsibilities of the sales manager: providing the programs and support for salespeople to improve critical skills, and creating a reward platform that motivates salespeople and encourages success, while offering financial security. Creating effective training programs and a reward system for salespeople are the demanding responsibilities facing every sales manager. Companies spend billions on training every year. Training and reward initiatives are complicated when salespeople are geographically deployed. This article presents a plan for developing and assessing successful training programs. It also discusses the importance of setting objectives, developing programs that actually add value to the sales force, and creating relevant and useful success metrics. In addition, it defines a winning reward strategy and creates an action plan for implementing it.
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