Directing Sales Team in the Sales Organization
‘Directing
as communicating to others what their responsibilities are achieving the
company plan, as well as providing an organizational environment in which
employees can become motivated to perform well’(Pearce and Robinson Jr - 1989).
‘
Directing as getting people to focus their attention on achieving the objectives
of the organization’ (Haynes and Mukherjee-2001).
Directing
is a managerial function , setting
Norms, Customs, disciplines
and works attitudes
for behaving in organization Base on the quality and effectiveness of
direction. organization achieved success
as well as personal satisfaction of employees. Directing is a process where
sales team, train, motivates and communicates right instruction to get the
desired outcome .Directing is critical management function where it’s has
direct impact on Planning,
organizing, coordination and
control the resource
as well as effort. Instructions follows from
hierarchy and start directing towards one common objective. Directing is a
Leadership function. Leadership add visionary element to the directing process.
Communication is
central link in
directing. In sales
management communication is a Two-way process. Direction also have a
element of Motivation. Inspiring stimulate the sales force to release maximum
effort to do their job. Directing should be auto reactive. Need sound full
skills to perform on this and need good decision making ability. Directing is a
Leadership function. Leadership add visionary element to the directing process.
Figure
1
‘Leadership
is ability to influence a group towards the achievement of a goal’(Robbins-1996).
‘
Leadership as a special case of interpersonal influence that gets an individual
or group to do a what the leader want to do’ (Schermerhorn Jr. 2005).
The
effectiveness or the success of the sales organization define as a summary of
the sales volume. Target vs actual
,Growth over the last year and Return on investment. It will be considered for evaluating the regions,
Sales persons ,Districts, products, or the entire organization. Sales organization effectiveness
is depend on the skills and efforts of the sales people. Top management (Sales
Manager) should direct them to achieve the
company vision and mission through Training, Motivating , communicates right
instruction to get the desired outcome.
References
Haynes, W., Mukherjee (2001). Twenty First Century Management: Central
Educational Enterprises, 54, pp.3-30.
Piercy, N.F., Cravens, D.W. and Morgan, N.A.,
1999. Relationships between sales management control, territory design,
salesforce performance and sales organization effectiveness. British Journal of Management, 10(2), pp.95-111.
Covin, J.G. and
Slevin, D.P., 1990. New venture strategic posture, structure, and performance:
An industry life cycle analysis. Journal of business venturing, 5(2), pp.123-135.
Taulman, J.F. and
Robbins, L.W., 2014. Range expansion and distributional limits of the nine‐banded armadillo in the United States: an
update of Taulman & Robbins (1996). Journal of Biogeography, 41(8), pp.1626-1630.
Haynes, W., Mukherjee
(2001). Twenty First
Century Management: Central Educational Enterprises, 54, pp.3-30.
Schermerhorn Jr,
J.R., 2005. Management (eigth edition).
Please make sure to list all cited references and in the list of references, include only cited references.
ReplyDeleteDirecting is the initiating action done by a leader to activate other functions of a process, example, in intelligence any leader/ commander give direction to provide intelligence then intelligence operatives collect information, then process in to intelligence by logging and analyzing then they disseminate to the leader.
ReplyDeleteGood write up Ruwan. Team leader needs to direct his or her subordinates to achieve the shared vision of the organization.
ReplyDelete