Performance monitoring
Chris J. Noonan · 2010
An assumption is often made that salespersons are all highly motivated work-horses, who, because they are frequently rewarded by substantial commissions or bonuses, need very little active management and control. That assumption is erroneous. A sales force without proactive hands-on management is like a missile without a guidance system – a device full of energy but with no sense of direction, drifting along aimlessly through space. In managing a sales force controls are needed to: ensure performance and results relate to plans, programmes and policies maximize the productivity from the available resources, e.g. the sales team time sales aids and promotional materials financial resources allocated to budgets for sales and marketing activities.