Successful Sales Force Management with Innovative Changes in Sales Administrative Functions

This is an exploratory research involving study of relevant literature which highlights major challenges faced by sales functions, and also the innovative ways being adopted for meeting the targets. The paper analyses current research in other parts of the world, and draws insights from indepth interviews with industry practitioners. The paper proposes several hypotheses highlighting the involvement of innovations at different stages in resolving sales and distribution challenges. The presented contemporary and practical discussion supported by academic inputs should be helpful to both academicians and practitioners.