New salespeople need training to learn about the marketer's products, sales strategies, customers, and target market. Ongoing training helps experienced salespeople sharpen their selling skills and stay abreast of new products, industry trends, and new technology. The managers who supervise sales personnel are responsible for deploying the sales force to call on prospects. They also act as coaches, helping salespeople manage calling schedules and progress toward sales objectives. Motivation and Compensation a. Salespeople have to stay motivated.
Sales managers can help inspire sales staff.
They supervise sales efforts. They should build on the salesperson's interest in achieving objectives. They have to design a reward system that reinforces success. Many marketers offer noncash rewards. With straight commission compensation , the salespeople are paid according to results such as sales or profits.