STAFFING THE SALESFORCE:- SALES FORCE STAFFING PROCESS

STAFFING THE SALESFORCE SALES FORCE STAFFING PROCESS • Recruitment planning and selection process. • Recruiting a sufficient number of applicants. • Selecting the most suitable applicants. • Hiring the selected candidates. • Socialization of the new recruits. (A) RECRUITMENT PLANNING AND SELECTION PROCESS The planning stage it involves three activities: 1)Establish Responsibility: - Company has to decide who will be responsible for the various stages and activities of staffing process. - the decision may vary, from company to company, depending on the size and culture of the organization. - In small organization, staffing decisions are made by the Head of the organization. - In medium & large size company, responsibility of identifying & selecting the sources contacting the recruits, developing a system of tools and procedure, socialization and assimilation are made by Human Resource department manager. 2) Deciding the number of salespeople needed company’s regional and branch sales managers has to plan their manpower requirements well in advance. For calculating the number of salespeople needed, each sales manager should consider the following points