Sales Force Organization Report: Planning & Strategies

This report provides a detailed analysis of sales force organization, encompassing various critical aspects. Task 1 focuses on understanding how to organize a sales force, emphasizing health, safety, equality, and diversity considerations during planning. It covers employing human, financial, and capital resources within the sales force, including compensation plans and specialist expertise. The report also delves into the implications of different work practices, sales structures, and quality assurance processes. Task 2 examines internal and external factors influencing organizational and sales territory strategy, considering implications for future sales force planning and business sector trends. The report also touches on the use of available technologies in the workforce. The paper also considers the steps for the sales force to achieve the targets in the organization.

SALES FORCE ORGANIZATION

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Task 1: Understanding how to organize the sales force:
Issues need to be considered when considering the health, safety, equality and diversity
during planning the sales force structure, procedures and activities:
All the employees need to take care of the health and safety of other fellow employees. They
should provide the first aid equipments, spaces or stairs in case of any fire, protective dresses and
the safe machineries. The company should follow some rules including the fire safety, clean
toilets, machinery, some hazardous substances, drinking water, first aid facilities, flexible
working hours, uses of computers and the ban in smoking. The customers of the organization
need to have available good s and services after the fixed working hours. The employees also
have balance their personal life and their work schedule (Stapp, 2018). The company should
provide the equality to all employees and during the recruitment, the following areas should be
considered including the equal pay, age and disability discrimination, race discrimination, sexual
orientation and so on. Based on the health and safety act, 1974, section 2 the employers should
ensure the health, safety and welfare of the employees while they are working in any location.
Under the health and safety act, the employers should create the environment where the
employees can follow safe working practices and the they should be provided guidance to
mitigate the risks.
Ways to employ human, financial and capital resources in the sales force:
The sales forces can be employed not in the basis of salary but also in the operations of the
pensions, compensations and the training. The employers need to control, manage and recruit the
sales team to develop the territory metrics. The number of the sales force can be considered
through the Talley and the calculation. This process can be better to work on specific
opportunities rather than making calls. The organization needs to provide enough sales for the
sales forces to achieve the targets in the organization (Kahn et al. 2017). The sales territory
should be considered and some points need to be considered including the customer preferences,
decrease in the usefulness in the distribution channels, cost of territories and the complacency of
the sales forces. Some compensation plan needs to be recognized to make the sells effective
including the fixed compensation, only commission and the salary plus commission.

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Available specialist expertise during recruiting and supporting sales force and available
expertise outside the organization:
The organizations have changed their traditional hierarchical level of management system to the
flat hierarchy. The sales manager needs to understand how they encourage the sales force to
develop the working relationship, motivate the team members and to deal with the organizational
problems. The team can be formed in four stages including forming, storming, norming and
performing. In the first stage, it can be identified that all the group members have different
personal interest and values. In the storming stage, the team members are provided team’s
objectives and they are given individual tasks in the organization. In the third stage, the team
members start to work together (Wang & Miao, 2015). The sales forces do their jobs, attend the
meetings and make some kinds of efforts to do their job in collaborative manner. In the
performing stage, the people begin to perform as a team. The employers can identify the tricky
moves of the team members to make the speedy success of the organization. In the performing
teams the employees give their best because they want to be the best among another employees.
In addition, in the adjourning stage, when the task is completed and the team members shift to
another sections, they feel good about what they have achieved. The team members are of
different types including the plant (source of original ideas), the coordinator, the shaper,
evaluator, team worker, the implementer and specialist. Along with that, the job specification can
be developed through the physical appearance, attainments, general interests, interests,
circumstances and so on. For the recruitment and selection purpose, some acts need to be
considered including the sex discrimination act, data protection act, disability discrimination act,
health and safety acts, human rights act and more.
Implications of different work practices and methods:
The sales structures are changed from the organizational size and orientation types have been
adopted. The organizational designs consist of the core operation, technological structure,
strategic apex, ideology and support staff. Organizational design can affect the sales of the
organization (Allen, 2019). Based on the concept of Jobber and Lancaster, the sales structures
are geographical, product, industry sector and the customer size. The sales structure can be the
combination of the chosen structures and it can easily be combined with the technical specialists.

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Quality assurance processes in Organization and the added processes:
Quality control techniques are employed in the organization to measure the level of the quality of
the service or the product in the organization. The quality of the organization can be decreased if
the company does not have the proper skills and low understanding level. The quality assurance
means to determine that the products have met the expectations of the customers. It also helps to
examine different attempts to reduce the problems in the organization (Konieczka & Namiesnik,
2016). The quality assurance steps can be developed through planning, doing, checking and
acting.
The quality assurance can be covered through different processes including product design,
production, product development, service and documentation. The management team can
manage the significant changes through these approaches including the six sigma model, kalzan,
quality gap analysis and so on.
Available technologies in the workforce:
The sales force automation has developed with the developed technology. With the automation
technique and the usage of wireless communication, the sales forces can be developed. The
customer based systems can help the organization to manage the sales function and the
performance can be removed.
Difference between the needs and the organized sales forces:
Task 2: Understanding internal and external factors:
Organizational and sales territory strategy in the organization:
Implications of the strategies for the future sales force planning:
Business sectors and the observed trends:
Major developments and impact of future general sales force planning:

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Task 3:
Task 4:

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References:
Allen, J. (2019). Choosing sales channels to scale growth in a SaaS organization: a look at an
enterprise mobility management software sales company in growth mode.
Kahn, M., LaRue, N., Zhu, C., Pal, S., Mo, J. S., Barrett, L. K., ... & Joynson, J. (2017).
Recombinant human G6PD for quality control and quality assurance of novel point-of-
care diagnostics for G6PD deficiency. PloS one, 12(5), e0177885.
Konieczka, P., & Namiesnik, J. (2016). Quality assurance and quality control in the analytical
chemical laboratory: a practical approach. CRC Press.
Stapp, J. W. (2018). A Recommendation to Implement a Quality Assurance/Quality Control
Topics Course.
Wang, G., & Miao, C. F. (2015). Effects of sales force market orientation on creativity,
innovation implementation, and sales performance. Journal of business research, 68(11),
2374-2382.