Motivation and Sales Forces

Motivation and Sales Forces

Motivation and Sales Forces, in the context of increasing digitization and the importance of the online world, make us question whether, today, a network of sales it still has the same importance to a business. In fact, we can buy any product through our smartphone and receive it in an incredibly short period of time compared to the past. Furthermore, managing a sales network involves certain fixed costs, which are higher than those arising from online supply or other intermediaries.

The question is: why are there still teams and networks of commercials?

The relationship between people has a unique character and the Internet still cannot replace it (at least for the time being). The purchases we make on a daily basis are not always rational: sometimes we are only moved by emotions. The relationship with another person helps to enhance involvement and the creation of emotional bonds.

This is not just a matter of the human factor, there are also important implications from a business perspective.

Although the Internet has facilitated access to any company, paradoxically, it also increased the distance between companies and consumers from a relational point of view.

The sales teams know the organization's customers in a deeper and more detailed way, and their knowledge is decisive for:

  • make strategic decisions
  • Innovate and develop the corporate offer
  • Implement customer service activities
  • Develop an Effective Online Strategy
  • Improve the corporate value proposition

If companies know and understand who their ideal customers are, it will exponentially increase their chances of reaching them. If the corporate value proposition is irrelevant or impersonal, all potential customers will have a similar attitude toward the offering.

The presence of a Motivation and Sales Force has strong consequences for the efforts developed by marketing, both offline and online. In fact, while an excellent marketing team can define realistic customers, only salespeople know exactly who the organization's real customers are. They are fully aware of all your queries and concerns, your decision-making processes, expectations.

Without the help of the sales force, the marketing team often fails to identify and reach ideal customers in sufficient detail, nor can they effectively engage and encourage them.

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