How A HR Can Contribute To A Sales Organization

Hi,
I have joined in an sales organization, where recruitment, PMS, Payroll & compensation mgmt process are already well established, what i can do extra to motivate sales personel to perform optimaly. I am seeking your guidance regarding the same

• Understand their nature of sales, field trips and client approach techniques
• Listen to their grievances and work to resolve them (don’t promise if you are not an authority)
• Coordinate their queries between PMS, compensation and leave planning.
• Create a relationship of trust and confidence, in order to know whats on their mind (job hopping or dissatisfaction)
• Arrange training programs to boost their selling skills (from learned responses)
• Arrange motivation and relaxation programs
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If you have a sophisticated sales and marketing team, there is not much you can do, other then facilitate HR functions in support capacity.

Dear Subhasish,
To motivate the salespersons, you need to understand them well. To understand them well, you need to go along with them for the sales call. For the time being stop all your work and go with them for the sales calls for a week or so. Thereafter, you should reserve one day per week for field visits.
Your field visits will help you in understanding the competencies required for the selling. Your quality of the recruitment will improve as you will know well what kind of manpower you require. Your field visits will help in training also.
Field visits will help you in understanding the language they speak or the phrases they use. This will bring you in equal footing the salespersons and you will be able to go close to them mentally.
Field visits will help in designing the sales incentives also.
Ok...
Dinesh V Divekar
Beware of false knowledge; it is more dangerous than ignorance.

Dear Subhasishdehury,
We are thankful you raised such an interesting question in your community. Please share how did this project go ? We are certain you had learnt a lot and seen many exciting situation while managing it . We look forward to hear from you

I second Dinesh, shadowing a Leader in sales department will bring you the acumen you need . There are no better ways to learn an area than getting out on the field and managing the levers of the business . Wish you all the best !