Feb, 2013

Sales Management Tips that impact Sales

A proper Sales management team will impact the sales performance by 50%. How impactful this can be to your sales?

The art of meeting and surpassing sales goals of a business through arranging of effective plans and budgets, and controlling them using efficient leadership is known as sales management.

It is a business discipline that focuses on practical application of techniques of sales. The net profits of a company’s sales operations are indicative of its sales performance. The department is headed by a sales manager whose role involves planning, managing the team of salespersons, developing talent, leadership, and controlling the assets of the organization.

The American marketing association Definition Committee defines sales management as:

“the planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal sales force.”

The process of managing the sales of a business comprises of:

– Planning: In order to maximize results, sales management must plan well in advance. It is also important to make concrete and accurate plans. Working along mere guess work does not help in running businesses efficiently. Planning is required for getting the correct goods to the consumer at the right time. An analysis of the customer demand has to be made, and plans should be laid out accordingly. The business must, then, proceed to respond to fluctuations in the market.

– Gaining knowledge: The sales professionals must know his/her product or service very thoroughly, their USPs, the benefits, and the utility and believe in them firmly.

– Identifying target market: Knowledge has to be gained about the identity of target market and its volatility. The latest trends and fads of the market have to be kept track of. This will help to formulate appropriate methods of approaching customers and win their favoritism. Assessment has to be made of the market’s buying potential. Information sharing is important for the organization to make progress.

– Coaching: Coaching the salespeople is a key in impacting the performance of results. Each sales manager role is to support each sales individual to eliminate his weakness and improve his performance..

– Sales Management Training: A 20 hours of training per year is essential to master and boost sales managers and sales supervisors performance and will positively impact the sales of each company

– Sales recruitment: The selection of the right candidate that will sell for your organization will finally end up with a lot of sales. setting the criteria and using the right sales pre-hiring tool assessment will surely provide you with a great results.

Reaching out Salespeople

– Devising new strategies: I n order to increase sales, sales management is responsible for devising new strategies, and discarding old ones in view of the newest targets set for the sales and marketing team and the customers’ demands. Working in synergy is crucial here. Sales and marketing are said to be the driving force behind all successful organizations.

– Reporting: It is essential for the top sales management to collect reports on predetermined parameters from the salespeople. The regularity of these reports could vary according to the type and need of the organization and the salespeople team size. The reports are to be used to chalk out the future course of action. The performance of salespeople should be mapped over time and incentives awarded.

Jan, 2013

By admin

Sales Management what is it really about?

Sales Management was never more complex and challenging than it is today. Effective sales management is a critical initiative which aims to drive sales transformation or reduce operational costs. Simpler days of pushing wares into consumers’ hands have undergone drastic changes.

What is needed now is customer-focused sales management that calls:

for in-depth knowledge,
flawless execution in an atmosphere that encourages collaborative teamwork
Faced with the pressure to cut costs, salespersons have to pursue the sales force aggressively to increase productivity.

In days gone by, the process of selling was simple, hardly needing any high-tech management of the present times. Salespersons were marching the road most of the week. Cold calling was common, but people accommodate with salespeople simply because they were a window to innovative products and services available.

Fast forward to the age of Internet; does the Internet seemingly made salespersons obsolete? and had Sales management become quite a challenge? and is the focus now on helping consumers to make informed decisions?

The environment is extremely competitive today. Efficient sales management is greatly responsible for the success of any organization. Hiring and retaining proficient salespersons is the ultimate key for a flourishing business to stay at the helm.

As the veteran leader R. H. Grant said, “A salesman, like the storage battery in your car, is constantly discharging energy. Unless he is recharged at frequent intervals, he soon runs dry. This is one of the greatest responsibilities of sales leadership.”

The leaders are not expected to tell their teams “what is to be done”, but rather, “how it is to be done.” Technology and social media have changed the concept of sales management and are responsible for breaking down the physical barrier between the seller and buyer.

Ideal Sales

Sales management has come to include all sale related activities, like advertising, recruiting, training, motivating, evaluating, market segmentation, identifying potential buyers, compensating personnel, product promotion, personal selling, distribution, information maintenance, pricing, and product merchandising.

Sales being a two-way process, personnel are rewarded financially, while the customer gets the good or service he or she wanted. Maintaining good customer relationship is another objective of the sales department.

Due to the ever expanding nature of business, computer technology has taken over most of the functions carried out with paper and pen. Sales management are hampered or facilitated by good verbal and non-verbal forms of communication.

Making successful sales presentation helps in building and maintaining lasting customer relationship. For this, knowledge about the company, product, customer, and competitors is a must. Sales managers should develop their leadership and their ability to audit the sales persons performance. Laying effective B2B and B2C plans can help companies to thrive and make progress by leaps and bounds.

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Nov, 2012

By admin

Sales Management Training: Gain Your Edge

Are you managing a sales team?
Is the pressure of performs of your team on your shoulder?
Need help and tips to manage your Team?

The information age has changed the way we do business. A sales team is capable of making or breaking customer relationships and business reputations. As a sales manager you are responsible to make your sales team focused, directed, energized and motivated. Being a strong and improved sales manager can improve an entire sales team. A manager is responsible for managing sales team and a sales management training program can help and enhance your skills to lead and manage a team.

As a sales manager, sales management training can help you improve your professional skills and help you know what separates the top leaders in your field from everybody else. A skilled sales manager with the help of sales management training can create value not only for the team but also for the company and for the customers. The sales and leadership techniques and provided during sales management training can help you manage and build your team for greater success.

Sales Management Training Programs

Sales management training can get you to the next level. The skills and attitudes which you will gain from a sales management training will reflect on performance of your sales force you manage and equip you with latest sales techniques and effective ways to manage your time, your customers and your sales team. Sales management training can ensure you are properly prepared to:

How to motivate your team
How to reach your sales goals
How to increase sales knowledge
How to identify which sales techniques work
How to identify, build and retain an effective sales team
How to identify individual strengths in your team

If you are a sales manager and managing a sales team which is not performing and don’t know how to change it? Sales management training can reinforce you with tools and skills to lead a Sales team and deliver long-term revenue growth.

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