January 2000
Journal of Personal Selling & Sales Management;Winter2000, Vol. 20 Issue 1, p74
Academic Journal
This article contains abstracts of two studies related to sales management. In the study "Point, Click, & Sell," by Melinda Ligos, the author observes that firms are increasingly using Web-based communication technologies to train sales reps and host sales meetings. However, for training or meetings, several caveats must be considered. First, Web-based technologies have high up-front costs, have minimum computer and modem speed requirements on the part of the salespeople, and require a generally Web-savvy sales force. Nevertheless, Web-based technologies offer a bright future for sales firms' communications with their sales force. In the study "Teach Your Managers Well," by Sarah Lorge, the author suggests that all sales managers attend the same training that sales reps go through. Also, the company needs to develop more training on coaching. The company should build a 'coaching culture,' and compensate sales managers on how well each of the individuals on the sales team performs. That way, it will be in the best interests of the sales manager to ensure that all sales reps perform to the best of their abilities and that a single superstar does not carry the team.


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