Explain why sales analysis is an important component of a successful sales strategy

While working with any of the business, it gets much easy into the mindset that what are the things that need to be done. Here the company which I have selected is the famous coca cola brand, sales analysis is very essential component for the successful sales strategy. If an owner is charged into the battle without having proper sales strategy along with its inappropriate sales analysis then it means one is running completely blind. (Terho, 2015)

But here if one steps back and take certain time to plan as well as organize their self along with the whole team then Coca Cola Company has greatly increased their chances of success. Having a proper sales strategy for the Coca Cola Company along with their complete analysis, here not only the team will be completely able to identify all of the risks but it will help them out to tie out for all the problems and knot them together by loose ends and further all the problems get addressed they will be easily become able to deal with them in an appropriate way.

Before digging a bit deep that why sales analysis is important for the Coca Cola Company, it is important to know about that why the sales strategy is essential. So let’s talk about it in few lines that in actual what is sales strategy.

Sales strategy is a kind of plan that helps the Coca Cola Company and gives an outline that how will it work in future time. How their beverages will be sold out? It is a complete planned strategy for the identification and qualifying the different prospects like sales, presentation, generation of order and the policy formation as well. (Panagopoulos, 2010)

Now coming towards it that why the sales analysis is an important component for the successful sales strategy of Coca Cola Company. Like for every company, same is the case here with this Coca Cola Company that sales is considered to be the ultimate revenue generator that helps in taking care of all the costs along with the expenses as well. Sales may be achieved easily without any problem but in some other cases it is also known to be very difficult way as well.

What in actual is sales analysis? As the name suggests that sales analysis involves analyzing the sales that is being made by the Coca Cola Company for a certain time period. Regular sales analysis for the Coca Cola Company helps in making the Company understand that how they performing and what are the areas where they need improvement.

Why sales analysis is importance for Coca Cola Company?

Analysis of all the available data helps in showing the company that what are the opportunities or the things which the company has missed. Market research here will also play an important and significant role in the presenting of the data.

Next important point of sales analysis for Coca Cola Company is that all this data will easily help out the company to take some of the future decisions in different areas like marketing activities, inventory management and some of the changes in the manufacturing area as well only if possible. Relying upon this sales data, some of the major decisions can also be taken like continuing or discontinuing for the product is being taken. This will also help the stakeholders to decide that whether they have to invest in the Coca Cola Company in future time or not. (Van der Borgh, 2019)

Analysis of sales in the sales strategy also helps in showing all of the current trends of market. Let’s suppose if the Coca Cola Company has decided to launch its new product, sales analysis will simply show out the drastic change or increase in the sales for some of the earlier products after the certain activity. This would also show that it happened because of lack of awareness.

Effectively, this sales analysis is nothing but just the customer analysis. It helps out in answering every question like why did a specific customer buy a product form the Coca Cola Company in a specific month and it may also give some of the difficult insights that will easily help with the planning of Coca Cola Company.

Well sales analysis is very essential for the Coca Cola Company in the sales strategy as there are number of different beverage brands that are present in the market and they are affecting this brand or company a lot. So this sales analysis helps out in telling that what are the specific or particular steps that this company needs to take and what things it should avoid completely. (Chong, 2016)

Section 2, Question no. 7

There are different options for sales force organization. Explain the options, highlighting benefits and drawbacks.

Speaking particularly, like every organization same is the case with telecommunication organization or company and they also use some of the hybrids of the sales organization structures that will be outlined here. For every sales force structure they has their own benefits along with the drawbacks as well. So it is very essential that they form a structure that supports the goals of Telecommunication Company. (Bergiel, 2008)

Geographic Organizational Structure which is also known as the territorial sales force structure and this also means here that organization assigns each of the sales rep towards the specific geographic area.

Advantages: The very first advantage in this area is the low cost.

·         Second one is the proper territory management that leads towards the low geographic duplication for the effort.

·         Low effort for the duplication along with the different customers until or unless the buyers are the organizations themselves that cross different territories.

Disadvantages: Sales reps have certain hard time in the development of a product or even the specialization of market as well.

·         Size of the territory can be challenging that further results in the uneven revenue along with the different opportunities as well that are across the geographies.

·         Next area is the Product Sales for the Structure,

·         Here in this area, responsibility of the sales force area is defined through different products along with the product groups as well through ignoring the geographic lines here.

Advantages: Here the sales reps develop the different kind of product expertise.

·         Management can also guideline the different kind of selling efforts that are being done.

Disadvantages :Cost become much high because of the efforts that become doubled within certain area along with the customer accounts as well. (Mazur, 270-274)

Market Based Structure: This area is also called as the customer sales force structure and here it easily means that the sales reps are being grouped by the customer or even the industry itself.

Advantages: One of the biggest advantage is the most efficient and quick selling activities by it.

Disadvantages: Customer duplication here.

·         Here the need for the coordination becomes greater and chances also increases.

·         Geographic duplication also takes place here.

Telecommunication Company is the one that requires to have the right sales structure.

According to one of the survey that is by the name of Harvard Business Review, it states that high performing sales for such company have a very well documented as well as the explicitly structured process of the sales. A clear documented sales structure helps in the streamlining of the certain chain of command along with the increased transparency as well that further leads towards the more efficient decision making.

Selection of the right sales force structure along with its documenting properly and thoroughly provides the host for the organizational benefits.

Clarity of the responsibility across the different kind of roles: sales reps are the ones that knows what are the certain responsibilities which they have for the different kind of the product lines along with the markets as well. (Sinisalo, 2015)

Stronger communication and coordination: Mobility for the sales of different forces along with the increased time for the actual selling.

More knowledgeable sales of the force: Top of the sales reps gets willing completely for sharing.

Improved decision making along with the transparency: Sales managers are the ones that share information on daily basis and they also get faster buy in while making any of the change as well.

Reduced channel conflict along with the increased management: There are some of the few disputes for the new opportunities along with the more engaging activities for achieving certain goals over the certain time period as well.

Each and every company has their set of different areas or departments one can say which helps in making the company work properly and in an organized way, if they start getting weak things start getting out of the track as well and as a result whole company gets suffered. Here I want to add that there is no issue at all because every areas has certain advantages along with the disadvantages as well that we have studied above and they needs to be worked on them accordingly.

Section 3, Question no. 14
Explain why sales training is an important aspect of strategic sales management

Sales training is one of the important aspect for the sales strategic sales management. Sales training is that every employee needs to be given with the passage of time because things get changed and advancement in the technology also takes place so when training is not being given to the employees with the passage of time, things start getting effected and in result they effect the whole company this is the biggest reason that I have found above all the reasons. There is lacking in the proper training programs. For a company like European Central bank, sales training is very essential thing.

Lack of motivation in the employees is another reason that leads them towards the failure and in result the whole organization fails. Effects goes on the complete company. In the organizational behavior, it suggested that the employee needs to be motivated for the best performance with their ability. When the employees see the clear link among the effort they should be motivated and reward what they receive. Whereas the reward must be seen along with the equitable to inspire the works of employees. In this case, the motivation accounts for the individual's intensity, persistence, the direction along with efforts towards obtaining the goal. In the organizational behavior by the combination of the different elements, the motivations are achieved which also combine to produce satisfaction, and job designs. (Tharp, 2009)

Sales training in the European Central bank is the one that have number of different benefits and by keeping the current situation in mind and position of the company, I believe that this sales training is the most suitable and appropriate one. Sales is one of the most trusted training resource for hundreds of different companies along with the European central bank as well. Sales training have number of different trainers in them that helps in providing the customized solutions to different individuals in the same company at a same time no matter whether the company is small or not. So sales training is the best training program for the company by looking at the current situation.

This training program have number of different benefits as well that include:

There are certain things that makes the sales training program for the supervisors different from others and important as well.

Sales training program uses the proven model as their baseline or guidance for building an effective and application based training which helps in addressing all the needs of the customers on individual basis.

Sales training helps in conducting an assessment for each of the situation by depending upon the complexity of the training need of each organization. (Kinicki, 2015)

Last thing that makes it essential and different from other training programs is that it designs an appropriate training solutions that is focused upon the particular and specific audience but not all of them and then it also helps in choosing the appropriate techniques and tools as well that will make the training stick so that it can be used immediately on the company to make the things better.

This sales training program is supposed to be arranged for all of the newly prompted supervisors or the ones that are not working appropriately in the company. This training system is also for them who have been in the role of supervisors since long but they have not received any formal training in their life. Then lastly for all those who wants to make the management skills better and get more effective in their role as well. The last thing implies for our company and it makes this clear that why this sales training program has been considered.

Benefits of this training program:

By applying this training program in the company, I believe things will get better on the track as employees can talk about the issues which they face on daily basis and the issues that acts as a barrier between their performances, make things worse. This training program have different trainers that provide different solutions and employees can talk about their issues openly and they definitely will provide a solution. Supervisors need to be more active while attending this training program as they further need to have a check upon all the employees whether they are working properly or not. Things will get back on track if there will be motivation, communication and hard work. Company will regain its all of the reputation within few time. (Solomon, 2016)

References of sales analysis is an important component of a successful sales strategy

Bergiel, B. B. (2008). Nature of virtual teams: a summary of their advantages and disadvantages. Management research news.

Chong, A. Y. (2016). Predicting online product sales via online reviews, sentiments, and promotion strategies. International Journal of Operations & Production Management.

Kinicki, A. &. (2015). Organizational Behavior: A Practical, Problem-Solving Approach. McGraw-Hill Education, .

Mazur, V. V. (270-274). Innovation clusters: Advantages and disadvantages. International Journal of Economics and Financial Issues,.

Panagopoulos, N. G. (2010). Performance implications of sales strategy: The moderating effects of leadership and environment. International Journal of Research in Marketing, 46-57.

Sinisalo, J. K. (2015). Barriers to the use of mobile sales force automation systems: a salesperson’s perspective. . Journal of Systems and Information Technology.

Solomon, R. (2016). Sales Training: The Key to Better Service and Better Clients. Bull's‐Eye! The Ultimate How‐To Marketing & Sales Guide for CPAs. 369-378.

Terho, H. E. (2015). How sales strategy translates into performance: The role of salesperson customer orientation and value-based selling. Industrial Marketing Management, 12-21.

Tharp, B. M. (2009). Defining “Culture” and “Organizational Culture”:From Anthropology to the Office.

Van der Borgh, M. D. (2019). Why helping coworkers does not always make you poor: The contingent role of common and unique position within the sales team. Industrial Marketing Management, , 23-40.