Sales Force Signals

Gone are the days of using monopolistic approaches and universal strategies on different respective markets, in today’s day and age the organisation sales force plays a crutial role in identifying particular sales signals and trends to how the consumer would feel most comfortable and accommodated while doing deals.

The study of sales force managements key success factors will allow the verification of these sales force triggers,

But to do this a various amount of business frameworks need to be analysed,

A SWOT (Strengths, weaknesses, opportunities and threats) Analysis

A swot analysis is a valuable framework for evaluating the position of an organisation in relation to its environment and customers, but should not just be used as a static statement of position, but rather to gather information and develop effective customer targeting, Through using this comprehensive frame work and adapting it to different business scenarios, it will help ensure that the organisation resources (strengths and weaknesses) matches the demand and pressures from its external environment (opportunities and threats).

Strengths

Identifying the strengths of not only the organisation, but the environment in which the business is situated, Will be vitally important as it forms the basis of the firm’s competitive advantage, within that market place respectively, the strategy of the modern day sales force needs to be more of an adaptive nature , As the client base and business populations have drastically change over the last 10 years ,through effective target marketing(e.g. black males ages:18-40) and evaluating the market to understand who the organisation is actually serving, will help identify the different needs and wants of the particular customer base.

Here are a couple of tips when looking for strengths:

• Gain in-depth industry experience and insights

• Use practical yet creative business models

• Utilize the importance of direct customer sales and consumer relationship building

Weaknesses

Most organisations focus exclusively on their strengths while operating in the marketplace, But it will be observed that the market leaders in the environment are the organisations, who not only focus on the their competitive advantage (strengths) but have a clear dedication to evaluating their weaknesses and employing processes to overturn these negatives into positives

Here are a couple of tips when looking for weaknesses:

• Use Customer reviews(questionnaires, surveys ,ratings) to gather particular information about the needs and wants of the customer

• Identify the competitive strategies of the competitors in the respective market

• Ensure profitability and customer relationship management are run simultaneously

Opportunities

Identifying effective business-to-consumer (B2C) marketing and developed campaigns that connect with the consumers mind set. Through advertising, direct and Internet marketing, storefronts, and discount offers, will be the key factors that will create opportunity for any organisation, and by using this adaptive approach, a sales force will be given an easier task when dealing with different customers, as the brands awareness and recognition will affect the process of negotiating and deal making.

Here are a couple of tips when looking for opportunities:

• Identify International market leader approaches

• Identify innovative and creative marketing/advertising

• Form personal customers relationships ,as it was been found that 20 % of your customers provide 80% of your business.

Threats

Various threats to the organisation and its respective sales force will be identified by the management but a lot of threats are unknown and still upcoming, Therefore it will be extremely important for an organisation to use a on-going evaluation model to gather critical information about the marketplace and adjust its strategies accordingly to these enviromental changes.

Here are some concepts to be evaluated:

• Analyse the threat of new entrants: barriers to entry(product differentiation ,switching costs)

• Identify the bargaining power of buyers and suppliers

• Evaluate the threat of product substitution

• Dominating the rivalry amongst existing competitors.

“Failing to plan, is planning to fail”-Alan Lakein