THE ROLE OF LEADERSHIP IN SALES FORCE MANAGEMENT: CULTIVATING A CULTURE OF EXCELLENCE WITH REFERENCE TO TATA MOTORS

pay for salespeople by taking into account how their actions affect a company's inventory and production systems. The pay package for the sales force has an impact on how hard the salespeople will work, which in turn influences the company's product sales pattern and, eventually, the efficiency of the production and inventory system. Generally speaking, manufacturing and inventory planning are made easier by a seamless demand process. Thus, it is advantageous for a company to motivate its salespeople to work hard in a manner that really facilitates the demand process. In order to encourage such behaviour, the article suggests a compensation package. It uses a moving-time-window method to assess and pay the sales force, with the production lead time dictating how long the time window is. In comparison to a popular pay plan based on yearly quotas, numerical examples demonstrate that the suggested package benefits the company. Management of Sales Forces Sales management and personal selling are crucial promotional components of almost all domestic and international marketing plans. The creation and administration of a high-performing sales staff is given increasing importance as a result of globalisation, the opening of centralised and growing markets, and the significance of relationships in marketing exchange. The international sales force's role as a relationship manager, cultural border spanner, and source of marketing material on a multidomestic or worldwide scale contributes to the difficulty of planning and leading a sales force in a global context. Businesses need to be able to implement the time-based revenue management concept for their sales representatives. The way that the majority of sales divisions have historically regarded salesperson time must be revised in order to accomplish this. To better include the value of the salesperson's time as a consideration in sales potential and revenue calculation, a novel kind of recommended measure—revenue per available salesperson hour—is put forward. This article aims to: 1. create a favourable impression of revenue management as a successful sales strategy; 2. provide a foundation for such a plan; and 3. provide a helpful roadmap for making implementation easier.