Behaviour Based Salesforce Control System for Most Effective Sales Organizations: A Review Based Article

Abstract

Selling being the only activity of the organisation for generating sales revenue has its impact on the effectiveness of the organisation. Salesforce play a dominant role in enhancing the sales revenue and has a direct link with the effectiveness of the organisation. Most effective organizations are distinguished from less effective organizations on the basis of salesforce characteristics and salesforce performance. A salesforce control system which is an organization's set of procedures for monitoring, directing, evaluating and compensating its employees has been found to have an impact on these variables of salesforce characteristics and salesforce performance which ultimately impacts on the effectiveness of the organization. Based on the previous research studies, this study attempts to find the direct as well as indirect relationship between the use of a particular salesforce control system and the sales organization effectiveness. The study takes into consideration the research studies from the period 1987-2014.