Sales Management
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Sales Management - An Overview
The art of meeting and exceeding the sales goals of an organization through effective planning, controlling, budgeting and leadership refers to sales management.
Sales Management helps the organization to achieve the sales targets efficiently.
Process of Sales Management 1. Sales Planning * Marketers must plan things well in advance for the best results. It is essential to have concrete plans. Mere guess works do not help in business. * Know your product well. Sales professionals must know the USPs and benefits of the product for the consumers to believe them. * Identify your target market. * Sales Planning makes the products available to the end users at the right time and at the right place. * Sales Planning helps the marketers to analyze the customer demands and respond efficiently to fluctuations in the market. * Devise appropriate strategies to increase the sales of the products. | | 2. Sales Reporting * Sales strategies are implemented in this stage. * Check the effectiveness of the various strategies. Find out whether they are bringing the desired results or not. * The sales representatives should be aware of their roles and responsibilities in the organization. * It is essential for the organization to evaluate the outcome of proposed strategies for any particular department. Organizations depend on KPI also called Key Performance Indicator or simply Performance Indicator to measure the effectiveness of implemented strategies. * Ask the sales team to submit reports of what all they have done throughout the week. The management must sit with the sales team frequently to assess their performance and chalk out future course of actions. * Mapping individual performance over time is essential. 3. Sales Process * Sales representatives should work as a single unit for maximum productivity.
Sales Management - An Overview
The art of meeting and exceeding the sales goals of an organization through effective planning, controlling, budgeting and leadership refers to sales management.
Sales Management helps the organization to achieve the sales targets efficiently.
Process of Sales Management 1. Sales Planning * Marketers must plan things well in advance for the best results. It is essential to have concrete plans. Mere guess works do not help in business. * Know your product well. Sales professionals must know the USPs and benefits of the product for the consumers to believe them. * Identify your target market. * Sales Planning makes the products available to the end users at the right time and at the right place. * Sales Planning helps the marketers to analyze the customer demands and respond efficiently to fluctuations in the market. * Devise appropriate strategies to increase the sales of the products. | | 2. Sales Reporting * Sales strategies are implemented in this stage. * Check the effectiveness of the various strategies. Find out whether they are bringing the desired results or not. * The sales representatives should be aware of their roles and responsibilities in the organization. * It is essential for the organization to evaluate the outcome of proposed strategies for any particular department. Organizations depend on KPI also called Key Performance Indicator or simply Performance Indicator to measure the effectiveness of implemented strategies. * Ask the sales team to submit reports of what all they have done throughout the week. The management must sit with the sales team frequently to assess their performance and chalk out future course of actions. * Mapping individual performance over time is essential. 3. Sales Process * Sales representatives should work as a single unit for maximum productivity.