Sales management is actually a business discipline which is usually focused on the practical use and application of various sales methods and techniques combined with the management of a firm’s operations most especially on sales. It is indeed an important business function as the net sales through the continuous sale of products and services along with the resulting revenue and profit usually drive positively most of the commercial businesses. Increase in sales and increase in profit is actually and typically the goal and sets as the performance indicators in sales management.
The sales manager is actually the typical title of a person whose particular role revolves around sales management. His role typically involves the process of talent development and the process of leadership. Basically the role of the sales manager revolves around the 4 management functions. These are planning, Recruiting, sales management training and of course sales management leading. Sales management is actually focused on these 4 main functions.
Sales Management Tools
#1: Sales planning- Sales planning actually involve the concept of strategy and the setting of profit-based sales targets and quotas along with the concept of sales forecasting and demand management. The writing and further execution of a sales plan is also actually involved.
To clarify things out, we will define sales plan out. Actually, a sales plan is usually a strategic document that outlines and further specifies the business targets, sales activities and resources. The plan typically follows the leads of the marketing plan which is then combined with a strategic plan and a business plan with a more specific detail. The way and manner on how objectives can be achieved is usually discussed in a sales plan. It ensures that profits could be derived through the actual sale of the business’ products and services.
#2: Recruitment of Sales Staff
There are actually 3 recruitment tasks involved in sales management. These are the job analysis, the job description and the job qualifications. We will discuss one by one as we progress in this particular topic.
Job Analysis- The job analysis is actually performed to specify the specific tasks that a salesperson should be responsible for on a regular basis. The job analysis should identify what activities are considered to be vital to the actual success of the company. A person associated with the same sales organization or even the human resources department of the same organization could actually carry out the said analysis. The specific person that is deemed responsible for completing the job analysis should actually have an in-depth comprehension and recognition of the daily activities of modern salespeople.
The job analysis is then actually written in such an explicit manner as a form of job description. The general information you will find on such job description typically involves the title of the job, the organizational relationship, and the different types of products and services the organization sells, the types of customers the organization deals with, as well as the duties and the responsibilities a person should perform in relation to the job.
Job Description- An effective and efficient job description will be able to specify the position’s compensation plans, as well as the size of the workload, and of course the salespeople’s duties and responsibilities. The job description will also be primarily responsible for the hiring tools such as the application forms and the psychological tests.
Job Qualification- Indeed, The most difficult part of the recruitment process would be the determination and specification of the job qualifications. One reason for this kind of difficulty is attributed to effects of hiring. Hiring basically affects a company’s competitive advantage over others in the same market as well affects the amount of revenue generated from the market. . Moreover, there should actually be a set of a designated hiring attributes that is commonly associated with each sales job within the company. If a person does not excel in the specifically assigned territory, then it could actually be due to some external factors relating to a person’s environment.
#3: Coaching & Training
After recruiting, you must subject qualified candidates into a specific training. A good manager actually and actively works with the rest of the sales team. As a manager, you must train your sales representatives effectively and thoroughly. You must coach them properly in order for you to be able to improve their skills. You must then go on calls, as well as establish performance measurements. Use such measurements to provide feedback to the team. If a representative has trouble in a distinct and particular area, then you must create an action plan. Implement the plan and measure improvement in your sales clan.
#4: Sales Reporting & Team Leading
Sales reporting usually includes the key performance indicators set for the sales force. These key performance indicators actually indicate whether or not a specific company’s sales process is being operated efficiently and effectively. It also measures if the sales team achieves the results set forth in the company’s sales planning. It should also actually enable the sales managers to have enough time to take timely corrective action to straighten the deviation from the expected and projected values. It also usually allows the senior managers to properly evaluate the sales manager and the rest of his sales team.
This sales reporting can actually provide metrics for the sales management compensation. Everything should be clear. Rewarding some managers without the use of accurate, reliable and timely sales reports is not objective. Moreover, these sales reports are made for the internal use of the top management. If the compensation plan of other divisions depends on final results, then it is actually needed to further present the results of sales department to the other departments. Finally, these sales reports are required for the use of the investors, partners and the government. The company’s sales management system should actually have advanced reporting capabilities to further satisfy the different needs of various stakeholders.
Sales Management Strategies for Sales Management Jobs
#1: Set some realistic quotas- You should remember that you should actually be realistic about what a specific salesperson can actually accomplish in a set of timeframe. We must keep in mind that even good salespeople can actually be demotivated by the birth of some unrealistic quotas, which in turn often cause and lead to a high turnover.
#2: Hire the right people- You should remember that in order to build a great team, you must start with a definitely strong and solid recruiting effort. You must then cast a wide net, and use a thorough interview system and process, and you must really go after the candidates that you really want.