Sales Force & Competition


By

Gagandeep Singh
PGPXM
IMI, Delhi
 


GONE ARE THE DAYS, WHEN WE WERE USED TO  SEE  + 30 AGE PEOPLE REPRESENTING THE FORNTLINE SALES FORCE OF ANY  ORGANISATION. TODAY IT IS ABOUT AGRESSION, HANDLING COMPETION, OUTSHINING THE OPPONENTS, NEVER DIE ATTITUDE & NOT  LAST BUT THE  LEAST IT IS ABOUT BEING "ROCKET SINGH".  AND FOR BEING ROCKET SINGH APART FROM EDUCATIONAL & EXPERIENCE PREREQUISITIES , YOU MUST BE YOUNG, YOUNG & AGRRESSIVE OR IN TERMS OF CRICKET YOUNG FRESH LEGS COMPETENT ENOUGH OF STEALING RISK SINGLES WITH EASE FROM LIKES OF JONTY RHODES(COMPETITION).

WITH HR TEAMS OF ALL ORGANIZATIONS BUSY IN SEARCHING, HUNTING, RECRUTING & RETAINING YOUNG & BEST AVAILABLE TALENT , BIG QUESTION IS HOW MANY AMONG THOSE ARE ROCKET SINGH?.

WITH DEMAND GROWING IN ALL SECTORS OF ECONOMY, INCREASING PERCAPITA LEVELS OF OUR POPULATION, IMPROVED LITERACY LEVELS & INCREASED REAL INCOMES IN RURAL SECTOR, THERE IS NATURAL BENT TOWARDS PURCHASING BRANDS RATHER THAN BEING LOCAL PRODUCTS. HERE THE BIG  WORD IS" BRAND PULL". IF I AS A MARKETER WITHDRAW SUPPORT OF BRAND, WILL MY SALES FORCE BE COMPATIBLE & COMPETENT ENOUGH TO DEAL WITH BRUTAL WARS AT THE MARKETPLACE.

I AM REMINDED OF LAST YEAR BSCHOOL PLACEMENTS, WHERE ALL TOPB SCHOOLS FACED HEAT OF RECESSION ON PLACEMENTS. IT WAS NOT ONLY ABUT REDUCED PAY PACKAGES ,BUT ALSO ABOUT NO OF CANDIDATES LEFT UNPLACED. WHAT WAS THE REASON? WAS IT RECESSION? NO, FOR ME IT WAS ABSENCE OF ROCKET SINGH IN FORM OF PLACEMENT MANAGERS. MOST OF THE TOP BSCHOOL PLACEMENT MANAGERS HAVE BEEN DOING ACTIVITY OF SHORTLISTING COMPANIES FOR THERE STUDENTS, RATHER THAN SELLING THIER INSTUTUION TO BRING MORE RECRUITERS TO CAMPUS. LAST YEAR PROVED THAT, IT WAS BRAND THAT WAS SELLING DUE TO DEMAND SUPPLY FUNCTION, BUT IN TOUGH TIMES PRECIEVED ROCKET SINGH FAILED TO DELIEVE THE GOODS, WHEN IT MATTERED THE MOST. FOR ME IN TERMS OF SALES FORCE AGGRESSION(WITH EDUCATION & EXPERIENCE BEING CONSIDERED TO BE SAME) SALES FORCE OF BRANDS RATED AS SECOND CHOICE BY CUSTOMERS OR HAVING LOW BRAND RECALL ARE MUCH MORE AGGRESSIVE, AS IN THAT CASE 80% SALES FORCE IS WORKING & 20% IS THE ROLE OF THE BRAND, WHREAS IN CASE OF BRAND LEADERS SCENARIO IS DIFFERENT.  DO YOU HAVE ROCKET SINGH IN YOUR SALES FORCE?
 


Gagandeep Singh
PGPXM
IMI, Delhi
 

Source: E-mail May 9, 2010

 

           

 

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