If the sales are too low in a particular period, you can offer encouragement and solutions as necessary. Generalizations are dangerous, but good sales people have good communications skills, enjoy human contact, are disciplined, can tolerate rejection with good humor, respond to rewards, and have a high level of energy—often needed because sales may be tiring, may require many hours of standing, and occasionally physical effort in demonstrating products. As mentioned earlier, the production of reports is essential to see how the business has progressed over time. During this stage, the sales manager compares the original goals and objectives with the actual accomplishments of the sales force. The following are common elements of sales management. The five functions of sales management are: A. scheduling, organizing, selling, closing, and appraising B. planning, training, selling, closing, and appraising C. forecasting, motivating, selling, evaluating, and appraising D. planning, staffing, training, leading, and controlling E. planning, motivating, selling, evaluating, and revising. Before, anything else you need to know what sales management is and how it works. They should work on quality management and should supervise all tasks. The various functions of sales department are: 1. What is the difference between Sales Manager and Sales Director? This leads to improving the efficiency of the sales process. For use in future goal-setting and planning efforts, the manager may also evaluate sales trends by different factors, such as product line, volume, territory, and market. There are two main parts to managing your sales team. Remember, working as a sales manager is not the top position in the company, and you will have to present reports and justify decisions to people higher in the chain than you. Goal-Oriented: Similar to other management activities, sales management also have a specific purpose and intended for the achievement of specified goals or objectives. Good sales managers recognize that salespeople have needs other than the basic ones satisfied by money. Sales Correspondence 4. To be clear, sales management is not just about telling people what is expected and trying to get them to hit targets. In addition, a to-do list or diary should be used to make sure each team member does what is needed at the right time. The sales manager for a small business would likely decide how many salespeople to employ, how best to select and train them, what sort of compensation and incentives to use to motivate them, what type of presentation they should make, and how the sales function should be structured for maximum contact with customers. A sales operations manager is the Chief of Staff to the Sales Organization, the person who leads the team and oversees every other function performed in the sales department. This might involve making many changes to the way the team operates, but that’s what management is all about – using what you already have in the best way possible. Sales management efforts related to consumer nondurables and consumer services will generally emphasize volume sales, a comparatively low-caliber sales force, and an emphasis on high-volume customers. This might be making calls, sending messages, or attending meetings in person. If multiple lines are sold (tenting and trailers, for instance), different goals will apply to each category. One of the functions of sales management is to ensure that targets are reached, but targets that are set too high will never be reached. There may have been changes in the products that are available or the locations that your sales team serve. Jatin Vaid 5 6. Sales to some regions may be more difficult (far fewer lakes) but necessary to maintain the company's total volume. For instance, research indicates that training reduces employee turnover, thereby lowering the effective cost of hiring new workers. Privacy Statement - (ii) Increasing the production of existing products. Experienced sales managers typically bring such skills to the job or, if brought in from a different field, will make some preliminary field trips to get a feel. This person is responsible for making sure the team is working in sync to achieve the targeted goals and meeting their responsibilities. Henri Fayol developed his ideas regarding the functions of management and his theory has largely shaped the current understanding of the core elements any management would have to perform. Product management operates on a product-lifecycle calendar. So, the first few tendencies that a manager needs to watch out for is the reflex action of reverting to a salesperson and start closing those sales assignments that his team members are struggling at. Nature of Sales Management i. Always use the full information available to you. To do this manually may take some time. Comparatively, it is quite straightforward to keep track of sales. At any given time, there could be a large number of potential customers working their way through your company’s sales process. The manager may seek candidates through advertising, college recruiting, company sources, and employment agencies. Another ex… A sales department is responsible for making sales, growing the business, retaining existing customers … Systematic Approach: It is an organized way of handling the … In this field, to be one is to know one. If any defects are found they should take steps to rectify such defects. Some thing went wrong please try after some time. The second is keeping track of sales that have been made. In a small business undertaking, a sales manager performs most of the operations of marketing, i.e., the administrative as well as the operating functions. ), so that a salesperson may achieve both through the same means. Salary gives a sales manager added control over the salesperson's activities, while commission provides the salesperson with greater motivation to sell. Quotas, which can be set for factors such as the number of calls made per day, expenses consumed per month, or the number of new customers added annually, give salespeople a standard against which they can measure success. Ideally, you might have a whole team (or a certain salesperson) dedicated to that one product. Recruiting salespeople ideally requires understanding of the customers and the market, not least its physical aspects, travel time needed to reach targeted points, and the type of selling involved. 2. It includes the planning, implementation, and control of sales programs, as well as recruiting, training, motivating, and evaluating members of the sales force. An aspect of sales management that should not be overlooked is team leadership. Defining the sales territories … Overall sales goals must be met, of course, but balance must also be maintained. The flow through the sales process should be constant. Sales meetings are often one of the most difficult aspects to manage as they can take place at the customer’s location. 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