Sales Force Management Case Study

Topics: Sales, Customer service, Marketing Pages: 5 (1556 words) Published: October 5, 2007
No sales person in an organization is an island. The concept of team selling has become the trend in today's business environment because it is successful. Team selling utilizes each sales person's strengths, enhances one's contribution, increases productivity and reduces turnover. Success in sales happens as the result of planning and effective execution. Careful coordination o f many resources are required on the selling side and the customer's side throughout the sales process. The goal of team-selling is establishing enduring profitable relationships between people, product and companies. Team-selling provides a fitting process for sales managers and specialists to work together to serve the customer. "The place and time to use team-selling is when customer solutions is more important than price" (Dalrymple et al 2006).

The Case StudyImaginative Staffing Inc. is a temporary services firm, formed in 1990 and has grown to $17 million in revenue. The CEO, Angie Roberts, is unhappy with the length of time it takes to close a sale once a prospect has been identified. Ms. Roberts has found the average length of time to close a sale with a major customer is six months. Ms. Roberts believes this six month time frame is unacceptable. Ms. Roberts met a marketing professor at a party and discussed the concept of team-selling. She now believes team-selling is just what Imaginative Staffing needs; she put it on the agenda of a meeting with the executive committee (Spiro et al 2003).

Imaginative Staffing is new to the temporary services market and relatively unknownMs. Roberts believes the sooner the sales force gets the potential customer comfortable with Imaginative Staffing the sooner the customer would come to trust and know the company. Ms. Roberts asked the sales director, Susan Borland, to set up a plan for training and creating a sales team. Susan agrees that team selling is a good idea for Imaginative Staffing. She has people in mind for the team, and understands training will be necessary for all team members. (Spiro et al 2003).

Team-SellingThere are many reasons to use team-selling. These reasons include providing a strategic advantage, meeting the demands of customers more effectively, and establishing long-term quality relationships with customers.

Team selling is cross-functional selling, involving getting people to work together from different areas within the company to sell and service a customer. One important aspect of team selling is choosing and training people who are team-oriented and know how to get others from different areas of the company involved for the long term with the customer.

Team MembersThe team from Imaginative Staffing, Inc. should include Susan Boland, two account managers, two of the top performing salespeople, and someone to offer technical assistance, if needed. The customer does not need to deal with too many people, but there should be enough staff available in case one person is not on hand. All employees involved with the customer should the customer history and be able to assist the customer. An inside sales representative is needed for the customer to be able to call in and place an order.

Needed TrainingTeam selling is the current trend in today's business world. Waterhouse Groups (2007) stated, "The goal of team selling is to establish a deep, lasting, profitable relationship between people, products and companies". Many companies are using team-selling to increase sales and profits. It is necessary to provide training when a sales force is asked to change the way they do business. Salespeople who are going to be working in a team-selling atmosphere need to develop the skills needed to be successful. Since salespeople are solitary people, essential training is needed so each member have the ability to collaborate, inform, have a consciousness and openness to others ideas, be aware to the needs of others, and place the success of the team first. Focusing on these...

References: alrymple, D., Cron, W. L., DeCarlo, T (2006). Sales Management (9th ed.), [UniversityOf Phoenix Custom Edition e-text]. McGraw Hill, 2006, Burr Ridge IL. Retrieved September 21, 2007 from University of Phoenix, Resource, MKT/469 Sale Management Website;, B. (2007, May 7). The real goal of a sales presentation. Expert Business Source. Retrieved September 21, 2007, from & Associates (January 2003) Recruiting and Hiring Effective Sales People. RetrievedSeptember 21, 2007 from Website; http://jobfunctions.bnet.comSpiro, R., Stanton, W., & Rich, G (2004) Management of a Sales Force (11th Ed.)[University of Phoenix Custom Edition e-text]. McGraw Hill, 2003, Burr Ridge IL. Retrieved September 21, 2007 from University of Phoenix, Resource, MKT/469 Sale Management Website; Group. (2007). Retrieved September 21, 2007, from
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