Churchill mentioned that the antecedents of sales performance are based on the meta-analysis for the period 1918- 1982 (76 years of previous research work).
Any person associated with the sales organization or the human resources department could carry out the analysis, or it could be done by an outside specialist (Spiro, pp. 134–137).
The person that is responsible for completing a job analysis should have an in-depth comprehension of the daily activities of the salespeople.
The general information consists of:[4] An effective job description will identify compensation plans, size of workload, and the salespeople's duties.
A reason for this difficulty is because hiring affects a company's competitive advantage in the market as well as the amount of revenue.
If an individual does not excel in their assigned territory, it could be due to external factors relating to that person's environment.
It should enable the sales managers to take timely corrective action deviate from projected values.