Low sales force performance at M Company

Abstract

This thesis explores the causes of the low sales force performance of M Company. The study aims to identify the factors contributing to underperformance and proposes possible solutions to the problem. Using qualitative insights from interviews with sales personnel and management, the research examines the root causes of the sales force underperformance and how to approach the problem effectively. The findings suggest that inadequate skills training and low motivation are the primary factors leading to sales force underperformance. Based on the findings, the study proposes possible solutions as recommendations for M Company. These solutions are devised with the aim of solving short-term problems and ensuring long-term sustainability of the sales force. Moreover, the study seeks to assist M Company in enhancing sales force performance and driving higher sales volume. The study contributes to the literature by investigating a detailed case analysis, which could be useful for similar steel industry contexts facing challenges in sales force effectiveness.