India Poor in AsiaPac Sales Effectiveness
Nov. 4 – A survey by corporate performance improvement solutions provider Grass Roots Group has indicated there is a room for improvement across all aspects of sales effectiveness in India compared to its regional counterparts.
“India’s overall sales effectiveness rated significantly below the regional average. Tremendous opportunity exists for stronger engagement between the Brand and the front line sales team within the reseller environment,” Grass Roots India Managing Director Charoo Aggarwal said according to the Business Standard.
“There is no one issue which India’s brand managers and retail managers must fix to ensure overall excellence in sales effectiveness – it is going to take a holistic approach of engagement tools, communication, learning and motivators which will improve the overall sales behavior,” Aggarwal added.
The country has performed fairly low as compared to the regional average and China specifically when it came to providing personal or anecdotal information in support of the brand recommendation made by the sales person. India’s sales force performance in these terms is just 18 percent as compared to the regional average of 22 percent, while China’s average was 21 percent.
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