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Dear Seniors,
our organisation has about 7 sale offices in India. as two sales offices are manned with only two sales personnel, we found that they are irregular to the office, sometimes using the office for recreation. can you please share me any policy / guidelines to the employees so that can be implemented at Sales offices for better management . your response will be of great help.

From India, Hyderabad
Dear Vavilala,

You could have given basic information like your designation, nature of your industry, what product or services do these salesperson sell etc.

If salespersons have time for recreation then it goes on to show that they are not laden with the work. What is their target and what is their attainment? Are they responsible for recovery also?

Furthermore whatever work do they do, it appears that it is not monitored properly also. Monitoring the outstation employees is little difficult and they get some leeway but they cannot go scot free.

Similar query had appeared in this forum earlier. One of the members had suggested to give them GPS enabled smart phones. However, this would be policing on them. Salespersons may not like it. Secondly, it would required recruitment of additional resource to constantly check/record the whereabouts of the salespersons.

To monitor the activities of the salespersons you need to have well-defined sales process. As a part of sales process, you need to develop "Sales Call Evaluation Sheet". This is not just dumb DSA but far beyond than that and your salesperson won't be able to concoct anything in it. After every sales call, each salesperson is expected to fill it. This really requires hard work.

I conduct the sales training wherein, I devise the sales process for my client. If you wish to know more about it then you may check the following link:

<link no longer exists - removed>

Talk to your sales head and find out if he is interested to hire my services.


Dinesh Divekar

From India, Bangalore
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