Research Brief: Best Practices in Sales Force Job Description Design

25 June 2007

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Many managers ignore their firm's job descriptions, or discount their value to that of HR-driven contrivances. For sales management, we think this approach is a mistake. Properly utilized, job descriptions provide enormous practical value to sales leadership.

The Sales Management Association considers job descriptions essential management tools, and recommends that sales management lead the way in designing, implementing, and integrating job descriptions into the sales organization’s portfolio of support resources. Sales management’s posture must be one of active collaboration with HR, and proactive leadership in ensuring the sales organization’s strategic objectives are appropriately reflected. In this Research Brief, we illustrate how high-performing sales organizations enhance management effectiveness by utilizing job descriptions. Included is a job description template The Sales Management Association uses when developing the job descriptions in its resource library.

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