Interconnectedness has empowered the world. With technology literally at our fingertips, it is easy to get connected to somebody from across the globe. The way we conduct business has changed as well—people need not go to the physical office—they can accomplish their tasks from anywhere: on the road, in a coffee shop, or at the airport while waiting for their flight.
Because of this, the competition for market share has become fiercer. Digital marketing companies are working quietly behind the scene by subtly influencing our buying decisions. Surprisingly, it is working because every day, more people are going online for the first time. Sales teams—both offline and online—are exploring the possibilities of utilizing technology and interconnectedness to drive sales and provide support.
This has been possible with the development of sales management application or software.
What sales management is all about
Sales management is simply the deliberate steering of activities and functions of a company, which are directly involved in the distribution of that company’s goods and services. Its main focus is the practical application of sales techniques, as well as to oversee the business’s overall sales operations.
The role of the sales manager
The sales manager plays a key role in sales management discipline. The main goal is to drive more sales, and this is possible through the following:
Sales process planning
Key to this is knowing the product or service inside out. Then a thorough understanding of the target market—their needs, their motivation, their desires, and where they would be most present in (offline or online). Around this knowledge would revolve your sales strategy.
Hiring the right people
These foot soldiers will be the front-liners of the company. Ideally, the ones the sales manager would hire would have prior knowledge or experience of the industry, as this would facilitate faster implementation of the sales plan. If not, then the company would need to provide the team with the necessary training about the product or services, as well as techniques to use in selling.
The sales manager would then sit with the sales team and work with them to strategize their sales approach. This is where monthly sales targets would be set, which should be aligned with the company’s set plan and goals. It is important that this process is transparent.
This is something that could be learned along the way. Primarily, this is done by analyzing sales patterns, along with industry trends. From there, the sales team can forecast the sales that will come in in the next sales cycle. The input of the sales force is in the leads generated and the amount of sales can be made from them. Forecasting future sales will enable the sales manager to adjust and modify the existing sales plan, adopt new methods, and discard methods that did not work.
Sales efforts analysis
The results must be monitored every step of the way. Efforts must be measured to see their effectivity. By doing this, major errors may be avoided and the team can pinpoint the most effective sales process. The result is a sales report that the management would use to base decisions on regarding the company’s direction.
The process set forth is the bare minimum for effective sales management. As the sales manager, you may add, but not subtract from it. Technology in the form of apps, software, and various other platforms can help both the sales manager and sales team achieve their goals.