Assessing Sales Organization and Salesperson Performance

What distinguishes sales organization effectiveness from salesperson performance?

How well the sales organization achieved its goals

How do evaluations of salesperson performance differ from evaluations of sales organization effectiveness?

Evaluations are confined to individuals for salesperson performance

What is the relationship between salesperson performance and sales organization effectiveness?

Salesperson performance contributes but does not completely determine sales organization effectiveness

What factors, in addition to salesperson performance, influence sales organization effectiveness?

Sales organization structure and deployment Signup and view all the answers

What is the primary purpose of a sales organization audit?

To assess the adequacy of a firm’s sales management process Signup and view all the answers

Which term is used to describe the process that compares an organization's practices with those of world-class organizations?

Benchmarking Signup and view all the answers

Why is it suggested that a sales organization audit be conducted by someone from outside the sales organization?

To avoid any biases or conflicts of interest Signup and view all the answers

What is the main benefit of redesigning a salesforce after a sales organization audit?

More motivated and higher-performing sales organization Signup and view all the answers

Which area does a sales organization audit NOT address?

Employee benefits evaluation Signup and view all the answers

What is the primary aim of benchmarking in improving sales organization effectiveness?

To identify ways to better meet customer needs Signup and view all the answers

What distinguishes sales organization effectiveness from salesperson performance according to the text?

Salesperson performance is evaluated based on tactical results, while sales organization effectiveness considers overall achievement of goals and objectives. Signup and view all the answers

Which statement best describes the relationship between salesperson performance and sales organization effectiveness?

Salesperson performance contributes to, but does not entirely determine, sales organization effectiveness. Signup and view all the answers

What is the primary impact of conducting evaluations of salesperson performance?

To lead a sales manager to take specific actions to enhance individual salesperson performance. Signup and view all the answers

How do the differences in salesperson performance between more-effective and less-effective organizations relate to overall sales organization effectiveness?

Salesperson performance contributes significantly, but not entirely, to differences in sales organization effectiveness. Signup and view all the answers

What is the primary purpose of benchmarking in improving sales organization effectiveness?

Measuring and analyzing an organization's current practices against best practices Signup and view all the answers

In the context of a sales organization audit, why is it recommended to have someone from outside the sales organization conduct the audit?

To provide an objective perspective Signup and view all the answers

What distinguishes a sales organization audit from a financial audit performed by accounting firms?

Scope of evaluation Signup and view all the answers

Why should a sales organization audit be performed regularly according to the text?

To identify existing or potential problems and take necessary corrective actions Signup and view all the answers

What is the primary benefit of using benchmarking as a technique for improving sales organization effectiveness?

Comparing practices with world-class organizations for improvement Signup and view all the answers

Which area does a sales organization audit primarily focus on according to the text?

Sales management process and organization effectiveness Signup and view all the answers