What is Salespeople

Salespeople play a key role as they are the link between companies and their clients. This means that sales managers must be increasingly concerned about managing their teams to maximize their results. Therefore, to ensure best practices and promote their performance, companies should periodically audit the management of their sales team. The main objective of the present study is to identify the most relevant activities for sales managers and build an audit procedure to evaluate their performance and identify potential gaps that need to be rectified to promote their success and companies. Seven themes were identified as being the most relevant to the activities of sales managers. From this information, a qualitative method through face-to-face interviews with sales managers was used, which allowed the construction of an audit procedure that evaluates the performance of salespeople and can be applied by any company.