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ST.MARY UNIVERSITY SCHOOL OF GRADUATE STUDIESDeterminants of Sales Force Performance: The Case of Multinational Pharmaceutical Companies operating in Ethiopia: Character Te shale ID: SGS/0096/2009AJune,
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01
Identify the key factors that influence your sales force performance such as market demand, competition, product offering, and sales strategy.
02
Collect relevant data on these factors from various sources including sales reports, customer feedback, market research, and historical trends.
03
Analyze the data to understand the relationship between the determinants and the sales force performance.
04
Create a framework or model that captures the interplay of these determinants and their impact on sales outcomes.
05
Test the model using real-world scenarios and adjust it as needed based on the results.
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Use the determinants to forecast sales, optimize sales strategies, and make informed decisions about resource allocation and performance evaluation.

Who needs determinants of sales force?

01
Businesses and organizations that rely on a sales force to drive revenue and growth.
02
Sales managers and executives who need to understand the factors influencing their sales team's performance.
03
Marketing teams looking to align their strategies with sales objectives and improve collaboration with the sales force.
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Investors and stakeholders who want to assess the effectiveness of sales operations and predict future sales performance.
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Determinants of sales force are the factors that influence the effectiveness and productivity of a sales team, including training, compensation, motivation, and team structure.
Companies or organizations with a sales force are required to file determinants of sales force.
Determinants of sales force are usually filled out by sales managers or HR personnel using a specific form provided by the company or organization.
The purpose of determinants of sales force is to analyze and improve the performance of a sales team by identifying the key factors that impact their success.
Information such as sales targets, training programs, compensation plans, sales strategies, and team dynamics must be reported on determinants of sales force.
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