MANAGING AND MOTIVATING SALES PERSONNEL

Razvoj zaposlenika predstavlja jedan od najvećih izazova s kojim se u današnje vrijeme susreću prodajni menadžeri. Poduzeća sve više resursa ulažu u obrazovanje i osposobljavanje prodajnih snaga. S obzirom na to koliko se vremena i novca godišnje ulaže u programe same obuke razumljivo je da je i zanimanje za procjenu učinaka koji pruža sami trening veoma veliko. Prodajne snage poduzeće informiraju o potrebama i zahtjevima samih kupaca. Prodajno usavršavanje prodavača u današnje vrijeme ima za cilj pretvoriti pasivnog primatelja narudžbi u aktivnog primatelja narudžbi. Timski rad odnosno rad voditelja tima i samih članova tima je ključan za unapređenje procesa prodaje, ali i za samo povećanje prodaje. Prodajni tim je direktno odgovoran za prodajne rezultate.Employee development represent one of the biggest challenges that sales managers faces these days. Companies are increasingly investing resources in education and training for sales staff. Considering how much time and money is yearely invested in the training programs, it is understandable that the interest for assessment of the effects which is provided by training constantly growing. Sales teams are informing companyes about neede and demands from customers. The sales improvement today aims to convert a passive recipient of orders in the active recipient of orders. Teamwork ,repectively team leader and team members themselves are essential for the improvement of the sales process, but also to increase sales. The sales team is directly responsible for sales results