Developing an Effective Sales Force Selection or Training (Essay Sample)

Is the key to developing an effective sales force selection or training?
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Is the key to developing an effective sales force selection or training?
Every organization aims to create a sales force that will steer it to attain the set goals and objectives. Selection involves adoption of the best available techniques to get the best people into the team. Training is important to equip the team with the necessary skills to manage sales (Guenzi & Geiger, 2011). It is worth to compare selection and training in an effort to identify the key to developing an effective sales force.
Research shows that selection is more important because a good sales person needs to have certain qualities (Dubinsky, Anderson & Mehta, 1999). Most of these qualities cannot be acquired through training. For instance, charismatic people stand a chance to hit more sales as they can easily interact with people unlike shy people who find it difficult to interact with others (Dubinsky, Anderson & Mehta, 1999). Customers find it easy to relate with charming people thus increasing the chances of making sales. Study also shows that charisma creates a good working environment among the workers thus increasing productivity (Nobel, 2015).
According to Dubinsky, Anderson & Mehta (2010), a good sales team comprises of responsible and self-driven individuals. Having a team of sales persons who lack the sense of responsibility is harmful to the success of the business since irresponsibility hinders success. It is also necessary that the team comprises of hardworking people. It is obvious that, even with training, a lazy person will not be able to effectively meet the goals of the organization (Dubinsky, Anderson & Mehta, 1999).
In conclusion, selection is the key to developing an effective sales team. This is because the individuals making up a sales team require certain qualities that will facilitate productivity. Training only involves making them aware of the processes. Qualities such as responsibility, hard work, and charisma are impor...