Write up 2 pages about the case below, including these elements (What is the mai
ID: 366118 • Letter: W
Question
Write up 2 pages about the case below, including these elements (What is the main idea of the article?,What are you own personal thoughts, ideas, reflections?, How might apply the ideas in the article in practice? o Sharing personal experiences is a plus)
Executive Summary
If your salespeople aren’t sure who their boss is—the district manager? the regional manager? the customer?—it could be a sign that your company’s sales force controls are working at cross-purposes and that your sales function is in trouble.
Sales force controls are the policies and practices that govern the way you train, supervise, motivate, and evaluate your sales staff. They include the types of compensation you offer your people and the criteria your sales managers use to evaluate the reps’ performance. These controls let salespeople know which trade-offs the company would prefer them to make when the inevitable conflicts arise between what they want to do (spend lots of time and money to get a sale) and what they actually can do (use limited resources and still get the sale).
When sales force controls aren’t aligned—when, say, the system simultaneously encourages reps to be entrepreneurial but also to file detailed call reports and check in frequently with their bosses—individuals become discouraged and unproductive, and they eventually leave the company.
The authors’ research suggests there are significant differences between the control systems of companies that encourage salespeople to put the customer first—outcome control (OC) systems—and those that encourage reps to put their managers first—behavior control (BC) systems. In this article, they list the characteristics of OC and BC systems, describe the potential fallout from conflicts within these systems, and explain how you can tell which control system is appropriate for your firm. In most cases, the right choice will be a consistent system somewhere in the middle of the OC-BC continuum.
Explanation / Answer
The main idea of this article is explaining main duties of Salesforce and their role in success of the organisation. It also explain the difference between two approaches, , thoseare outcome control system and behaviour control system.
This research suggest that both control systems should be followed by sales team based on situation. These control systems are like guidelines for sales team to do their job properly.
2. In my own personal thoughts, ideas and reflections , this article is very useful to explian various duties of sales person. As a sales person, they should know who is their real boss. Is customer real boss to their or manager. They should be act middle or intermediary between them. That means they should follow the instructions of manager and also take orders from customers. In real life, when I visit the retail stores, sales representatives are more decent and obedient. They follow instructions of their boss and treat customers as other boss
To apply these ideas in real life, management should play key role and it should motivate, guide the employees. Explian them the importance of customers. So that sales team will be more effective and discipline also improve. It will useful to get better profits through effective customer service. When I was working as sales person in one retail store, I follow this both systems based on situation and I got best experience through those systems
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