Organizational Sales Teams

1. Why is it important for the sales team to remember the overall goals of the organization?

It is my belief that a sales team is a determining factor in the success of an organization. For example, car dealerships rely on the sales force to meet the organizations quota for the day. This quota is the organizations daily goal, i.e. they must sell a certain amount of cars by the end of the day or they must reduce their inventory by a specific amount by the end of the month, this methodology encompasses the fundamental aspect of supply and demand. The sales team will also ensure that the organization maintains high-quality performers thus alleviating low-level performers.

2. How might a manager instill the importance of organization level objectives in the sales team?

In most sales organizations, the manager will either integrate incentives/rewards for high-quality performers or penalize low-level performers. For example, a new member of the sales force may be terminated within the first week if their total number of sales are extremely low.