Low competencies of the sales team at M Company

Abstract

The issue of inadequate sales skills within M Company is addressed by examining the specific competencies required for effective sales performance, highlighting the disparities between seasoned sales professionals and their less experienced counterparts. These competency gaps are analyzed in the context of M Company, where the need for a more robust skill set among the sales team is critical for achieving business objectives. The research further explores the role of targeted training programs in bridging these gaps, emphasizing the importance of customized training initiatives that align with the unique needs of the sales team. By examining various training methods and their effectiveness, the thesis proposes strategies to enhance the overall performance of the sales force. Additionally, the study discusses the metrics and key performance indicators (KPIs) that can be utilized to measure the success of these training programs, ensuring that the development efforts translate into tangible improvements in sales outcomes. The challenges faced by M Company in upskilling its sales team are also addressed, with proposed solutions drawn from successful practices in similar industries. This research provides a comprehensive analysis of the low competencies within the sales team at M Company and offers actionable recommendations to elevate their performance to meet the company's strategic goals.