Sales and Key Account Management: Recommendations for Jacobs

This report discusses the importance of sales management and its role in achieving organizational goals. It focuses on Jacobs, a technical professional services firm, and provides recommendations to overcome challenges and increase sales. The recommendations include improving office design, engaging in B2B marketing, and adapting to new customer behaviors. The report emphasizes the importance of effective sales management and its impact on driving business revenues.

Sales and Key Account
Management

Contents
INTRODUCTION.....................................................................................................................................3
Company Background............................................................................................................................3
Discussion..............................................................................................................................................3
Recommendations.................................................................................................................................5
Importance of Recommendations.........................................................................................................7
CONCLUSION.........................................................................................................................................9
REFERENCES.........................................................................................................................................10

INTRODUCTION
Sales management is the method of developing a income pressure, coordinating
income operations and implementing income strategies that allow a business to constantly hit,
and even surpass, its income targets (Aljabar and Hasibuan, 2021). If a enterprise brings in
any sales in any respect, a sales management approach is an absolute have to. Sales
management is the technique of hiring, education and motivating income team of workers,
coordinating operations throughout the income department and enforcing a cohesive income
strategy that drives business revenues. An effective income management process is a need to-
have for any employer. It enables attain income objectives, manipulate sales strategies, near
deals quicker, enhance income performance, and thrive in a highly competitive environment.
Sales management covers planning and organizing personal promoting activities. It further
performs sales force recruiting, selecting, schooling, assigning, routing, directing, motivating,
remunerating, comparing, and controlling features of private selling. The respective report is
based on the organization, Jacobs, which has a substantial B2B sales function.
Company Background
Jacobs, founded in 1947, operates in forty+ nations, with 55,000+ employees,
specialising in numerous competitive excessive-quit markets, primarily, “infrastructure,
cyber, countrywide security, water, environmental, healthcare, prescription drugs and area
exploration”. Jacobs operates in each, public and personal sectors, providing expert offerings,
which includes, Programme and Construction Management, Strategic Consulting, Operations
Management, Design-Build and Construction, Maintenance and Turnarounds. To enhance
integration of S&OP, it is recommended that Jacobs evaluations it's cross-to-market structure
and adopts a Business Process Reengineering programme (BPR) for its cease-toend go-to-
market method. Bain (2018) define BPR because the redesign of commercial enterprise
approaches, achieving dramatic improvements in quality, productivity and cycle instances.
BPR helps go-purposeful teams, assisting rethink pganisational/people issues, encouraging
integration, co-ordination and the sharing of resources in preference to siloed running.
Discussion
According to Ahearne et. al., (2022) sales is an important aspect of any firm as it
helps it in increasing its overall profit as well as revenue of an organization (The future of
buyer–seller interactions: a conceptual framework and research agenda, 2022.). The

respective company Jacob’s engineering is a technical professional services firm that operates
across the different geographical regions. The company offers a variety of services to the
customers. Also, since the company work on a business-to-business model which is
relationship based. This is because the company pays a lot of importance to the relationships
(Bilal and O3._715984051 (1)yedele, 2020). The company is planning to deliver major
programmes in an effective manner. Sales or advertising management is involved with the
chalking out of a particular programme, after careful analysis and forecasting of the
marketplace situations and the final execution of these plans to gain the goals of the
enterprise. Further their income plans to a extra volume rest upon the requirements and
motives of the purchasers inside the marketplace geared toward.
As per the views of Das (2021), the task of attaining high sales goals involves
employers looking at ways to proper pricing, powerful advertising and marketing and sales
promotion, discerning distribution and stimulating the patron’s via the first-rate services
(Pandemics and marketing: insights, impacts, and research opportunities, 2021). To sum up,
advertising and marketing control can be described because the method of management of
marketing programmes for undertaking organisational dreams and targets. It involves
planning, implementation and manipulate of advertising and marketing programmes or
campaigns. Sales play a key role within the constructing of loyalty and believe between
patron and business. Trust and loyalty are the primary reasons why a consumer might select
to advise the co3._715984051 (1)rporation to a member of the family or write a great review
of the product or service on line. Sales management covers planning and organizing non-
public promoting activities. It similarly plays sales pressure recruiting, deciding on, training,
assigning, routing, directing, motivating, remunerating, comparing, and controlling functions
of personal selling.
According to Kristen Baker, (2022), Sales management is a huge and wide concept
comprised of various different factors and aspects that influence and affect sales of respective
business organsiation in some or the other manner. For instance, primary and foremost of
these includes core sales management proces which is aimed at increasing overall sales of
products and services offered by respective business organisation i.e., Jacobs. In addition to
that, this process somehow has involvement in sales and hiring and people management in
order to ensure sufficient number of employees in carrying out sales operations and activities
in workplace. Sales reporting management is analysing and monitoring of sales activities

organised by respective business organisation in order to accomplish their desired goals and
objectives (The Ultimate Guide to Sales Management, 2022).
According to Rajat Arora (2022), Individuals engaged in carrying out the meaningful
process of Sales Management are responsible for various different activities and practices.
For instance, it incldues developing suitable strategies, execution of the same in workplace,
managing sales teams, monitoring the procedures, etc. All these determined activities and
practices further facilitate in effective and efficient completion of assigned roles and
responsibilities as well as influence overall sales of products and services offered by
respective business organisation. With the consideration of effective sales management,
respective business organisation have access to effective and efficient plan of carrying out
sales management as well as improvisation of existing scenario of sales operations. In
addition to that, it contributed various additional values towards serving quality products and
services to their target customer base in the most suitable manner in order to accomplish
organisational goals and objectives ().
According to Tamara Zhostka (2021), Sales management is the meanigful process
comprised of various different activities and practices including developing, planning,
monitoring and controlling. For instance, it facilitates in delivering maximum values and
benefits towards respective business organisation in developing and executing most suitable
and appropriate sales strategies for respective business organisation. In the initial stage of
strategy, management representatives engaged in respective business are aimed at developing
suitable strategies for their company. In the succeeding step, the developed strategy is
execute further in order to achieve desired goals and objectives (What is Sales Management:
definition, components, and tactics, 2021.).
According to (2019) sales management is crucial for attaining international growth (Personal
Selling and Sales Management Abstracts, 2019). The company is facing real life challenges
in its sales environment (Blount, 2020). The consumer products marketplace includes a big
selection of products starting from video games to egg beaters. Consumer merchandise are
usually suitable for mass advertising and extensive distribution, and can appeal to big
marketplace segments or multiple market niches straight away. Understanding the demanding
situations faced by using a small commercial enterprise in promoting client merchandise is
the first step closer to developing competitive benefits over major competition.

As per the views of Kurniawan (2020), one of the most difficult responsibilities of a income
supervisor is recruiting and keeping a top-notch team (Networking capability and firm
performance: the mediating role of market orientation and business process agility, 2020).
The sales manager have to have an effective education program to be had for brand spanking
new hires that also cultivates loyalty to the brand and enterprise subculture. Sales managers
should juggle more than one responsibility inclusive of the challenge of monitoring income
overall performance records, studying progress in the direction of goals and making changes
as needed to reach objectives.
As per the view of Amankwah-Amoah (2021), sales management is crucial to
attaining higher sales in the current situation of the pandemic (Business failure in post
pandemic era: new challenges for industrial networks, emerging insights and market
opportunities, 2021). They should hold a harmonious team that attracts together in the same
direction, which requires common character and organization communication in real time.
Optimal use of technology, such as client dating management software is essential. Other
demanding situations in income and advertising include pleasing customers, dealers and
vendors. Sales managers regularly paintings evenings and weekends answering emails and
call calls. They journey often to local, nearby and countrywide headquarters.
Recommendations
There are different recommendations that can be made to the respective company so
that it is able to overcome the challenges in an effective manner (Bond III and et.al., 2020).
The layout of the place of work topics a good deal greater. A modern place of work layout
need to have a mix of consolation and fashion. Well-Designed office space is a gift that the
employees will respect the maximum. It can communicate volumes about the employer's
values and working style. After all, it's miles the primary influence that each person coming
into the office area has. This type of indirect communication can help Jacob’s ensure that
branding is projected and effortlessly reach consumers. This is a justified recommendation
for improving sales numbers as it can be used to create a positive connection with both clinets
and employees.
The office design need to often awareness on comfort. The employees are spending a
great chunk in their waking hours inside the workplace, so consolation ought to be a number
one criterion inside the design. Ensure you provide right services like at ease fixtures,

entertainment rooms/nap rooms, excellent washrooms, and a kitchen. Adding colourful and
colorful factors adjustments the charisma. The colorings blue and inexperienced are
associated with creativity and innovation and had been a favourite choice for office walls.
Similarly, the shade crimson is related to higher attention.
In addition to this the company also need to engage in B2B marketing by using
digital marketing tool. This will support attainment of sales objectives at Jacobs and will also
provide the company pathway towards improving communication with clients directly while
COVID-19 has hindered face to face interaction with the clients.
The office must be well-lit. Proper lighting fixtures makes even complex work
obligations greater conceivable. Additionally, suitable lights without glare and shadow can
prevent fatigue and complications amongst personnel (Dharmawardane, Sillanpää and
Holmström, 2021). It is likewise superior to have ambient daylight entering positive regions
of the workplace. It is important to take into account the different recommendations so that
there is an increase in the overall efficiency of the company and hence, it will be able to
overcome the challenges in an effective manner.
To adapt to new purchaser behaviors and options, retailers will need to evaluate their
current omnichannel services and locate opportunities to innovate and fill gaps. Any
additions must be sincerely aligned with rising consumer needs and incorporated with current
channels to aid a regular enjoy. COVID-19 has disrupted markets and lives at levels not
visible via many. As cases around the arena soared, executives had been greatly surprised,
unprepared for the rapid shifts that might take a look at even the maximum skilled of
specialists. The expectation with acute clinical situations is that they're transient, although
they now and again recur or morph into more continual situations that are chronic and
lengthy-lived (Islam, Bhat and Darzi, 2021). Chronic scientific situations cry out for
sustained remedies that sufferers can tolerate over extended intervals of time. Often sufferers
with persistent conditions are never healed, however are capable of live conveniently with the
appropriate scientific treatment and resorts. While COVID-19 represents an acute disruption
these days, it can recur or come to be a extra persistent disruption over time For many
organizations, for you to require a modern day approach for detecting and assessing shifts
before they become apparent to all. The first step is to map the ability ramifications of
behavioral tendencies to perceive particular products or enterprise possibilities as a manner to
maximum probably expand or agreement as a end result. This increases the task for

executives who are seeking to lead their corporations via complicated virtual transformation
trips to determine what are the equal virtual moves of the intensive dose of azithromycin and
what are the pivots essential to respond to persistent and lengthy-lived disruptions.
Importance of Recommendations
Recommendations also fortify what is in the application and resume. Further, an
mainly non-public letter can provide insight into the character or faculty reports. Such letters
can reveal something about can no longer have thought to encompass or give an explanation
for away any faults in the application. An income supervisor is a person who directs an
business enterprise’s income crew, oversees its tactics, and is usually in charge of talent
development and management (Park and et.al., 2020). Clarity and scope is important to sales
managers, as they normally need to oversee making plans and execution of organization wide
goals. Having an powerful management system will allow them to drive their enterprise
ahead. They’ll have a clearer imaginative and prescient of wherein they stand among their
opposition and recognize a way to live in advance of the opposition.
Perhaps the best challenge confronted by way of small companies in the customer-
products segment is overcoming the present brand loyalties in the marketplace. Large,
entrenched competitors spend tens of millions of greenbacks over a few years to etch their
logo identities in customers' minds, main to self-reinforcing cycles of repeat purchase
conduct that may be difficult to triumph over. Convincing purchasers to strive new products
is a key to overcoming this mission. In many times, giving away unfastened product or
offering deep discounts may be one of the handiest methods to convince customers to even
strive a logo other than their existing favourite. Wide and reliable distribution are critical on
this marketplace (Pinto and et.al., 2020). All the advertising, loose samples and promotions in
the world cannot assist in case the merchandise are not on the shelf at some point of the goal
place. Since consumer goods are normally designed and suitable for the mass marketplace,
country wide distribution is the same old. The problem of gaining market percentage from
unswerving customers comes into play on this vicinity, as customers who wish to strive new
manufacturers will genuinely purchase their favourites if the brand new manufacturers aren't
available of their preferred shops.
With the virus nevertheless a live hazard and a number of areas and economies in
lockdown, while others emerge into a completely specific international, the disruption to
supply chains is still intense. As economies restart, the deliver chain can be important to

supplying items and offerings speedy, thoroughly and securely. Business leaders need to
make rapid decisions, and take instantaneous actions to preserve commercial enterprise
operations to serve their clients, customers and communities, in addition to shield and support
their employees. The repurposed and reshaped deliver chains of the destiny will need to be
characterised by way of each resilience and obligation. These will help communities manage
the short-term disaster and allow businesses to construct round their customers and help
economies rebound.
It can be stated that the outbreak of the pandemic has resulted into impact on the
overall way in which businesses conduct their sales management. It is important to
understand that there are various impacts of the covid-19 on the overall sales management of
the different organizations and hence, ensuring that appropriate strategies are taken, will help
in improving the outcomes of the company as well (Rubio and et.al., 2021). For sales leaders
considering a way to react, taking care of their human beings and customers need to be a top
precedence. Even as they manipulate that fact, sales leaders also need to adjust how their
businesses sell inside the face of latest patron behavior and attempting monetary times. In
many approaches, the modifications in consumer behavior are an acceleration of digital
tendencies that were in movement before the pandemic hit. The maximum notable sign that
digital income have come of age is the comfort B2B customers show in making big new
purchases and reorders on-line. The prevailing understanding used to be that e-commerce
become mainly for smaller-price ticket objects and speedy-moving components.
Companies in search of to emerge from the disaster in a more potent position ought to
expand a scientific information of changing conduct. For many companies, with a view to
require a brand new method for detecting and assessing shifts before they end up apparent to
all. The first step is to map the ability ramifications of behavioral developments to perceive
precise products or business opportunities as a way to maximum probable develop or contract
as a end result. Consider how the pandemic has triggered human beings to live at home extra.
Implications consist of an increase in home workplace refurbishment, riding more call for for
merchandise starting from paint to printers. Unless we sensitize ourselves to new habits and
their cascading oblique effects, we can fail to spot vulnerable alerts and leave out
opportunities to shape markets.
COVID-19 vaccines and using our present infrastructure to help facilitate their logistically
disturbing transport, even to the maximum remote areas (Zoltners and et.al., 2021).

Governments must work collectively to make certain that COVID-19 vaccines are low cost
and on hand to all international locations. The COVID-19 pandemic has upended the retail
enterprise, forcing the closure of physical stores and causing uncertainty for the destiny of the
in-keep revel in. These abrupt shifts have left many outlets scrambling to successfully serve
clients via different channels. Digital-first and omnichannel shops have pivoted extra easily,
however retailers that prioritized physical shops and face-to-face engagement over
omnichannel techniques have struggled to respond. For retailers, the place to begin topics in a
disaster. Organizations that may quick reimagine their omnichannel method to create a
specific customer enjoy will recover faster from the pandemic.
CONCLUSION
From the above report, it can be concluded that there can be various challenges of
sales management. An effective income management process is a need to-have for any
employer. It enables attain income objectives, manipulate sales strategies, near deals quicker,
enhance income performance, and thrive in a highly competitive environment. The sales
manager have to have an effective education program to be had for brand spanking new hires
that also cultivates loyalty to the brand and enterprise subculture. Optimal use of technology,
such as client dating management software is essential. It enables attain income objectives,
manipulate sales strategies, near deals quicker, enhance income performance, and thrive in a
highly competitive environment.

REFERENCES
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