These two expressions are often used as synonyms, but they are far from it. Listen to this episode to learn the difference.
No! Sales department and sales force are not synonyms.
Working with companies of all sizes in all industries, I see a broad range of sales organization maturity. At one end of the spectrum, there is the sales department…a loosely affiliated group of sellers. Probably a better name than sales department is sales group. Sales departments have little structure, limited interaction among the sales team, and deliver inconsistent results. Sales departments are heavily people-based meaning that everyone does their own thing creating a high risk of failure.
At the other end of the sales organization maturity spectrum is the sales force. The sales force is not people-based, but rather process-based. Companies that have a sales force have defined their ideal client and ideal sales person profiles, developed a success model with metrics for the sales team, and have a sales compensation plan that drives the desired sales behaviors. The sales force hires the right sales people who can be great in their company.
As you can imagine, companies that mature to having a sales force experience consistent results, are fully scalable, and heavily profitable. Still think these are synonyms?
See you next time on the Sales Management Minute.
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.