1-How could Gage use benchmarking to address Kim’s concerns?
The company has to choose several elements which are suitable for benchmarking. After that, it seems imperative for the company to compare its sales forces with other competitors in the competitive market. The comprehensive research and development process along with the use of different statistical tools software. The most important thing for gage is to derive the difference and conduct the differentiation process to gain the competitive advantage. Some new elements regarding technology can be introduced. The development of the sales force through SMART goals is effective in streamlining sales of these new products. Sales efficiency is triggered by benchmarking, and Gage is up to it.
2-Outline a benchmarking study that could be used to help make the Technology Solution’s sales force more effective.
Outline
- Focus
- Planning
- Data Gathering
- Analysis
- Recommendation
- Implementation
Salesforce of the company can be effective and efficient through some competitive action. Market, inventory, and sales data are to be navigated to estimate sales and forecast accordingly. The adaptation and change in technology are two important factors to create an effective sales force. The company can adopt the Telxon Gun to check the inventory and enable the efficiency of the product flow. Inefficient workers can be replaced with efferent ones to meet goals, as far as the success of the sales force is concerned.
3-What else can be done to ensure that the Technology Solution’s sales force is performing effectively?
Peer, SWOT, and collaborative benchmarking are some key measures to judge the effective performance of Technology Solutions’ sales. For Instance, in the Peer Benchmarking, the company can choose some competitive actions, which are similar to other businesses. Of course, the company wants to compete with other companies. Moreover, by identifying strengths, weakness, opportunity, and threats, the company can obtain insights into competitors’ sales forces and make decisions accordingly. Collaborative benchmarking can also be done, as the best practices in the sales force can be done through information technology professionals. Overall, the big measure is the sales data, which is expected to increase through these changes or implementations.
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