Questions Sales and Marketing

What is sales management?

Airtract

Bhavini Mahesh

Avid dreamer

Proper management is the prime aspect of any business. Without proper management and organizing skills, no business can flourish and set its mark as an effective leader.

Sales Management in simple words is the process of organizing and coordinating sales force, properly coordinating the sales operations, and implementing several other sales-related techniques to complete the target sales of a company and even surpass the bound targets to maintain its popularity.

There are several ways of managing sales, and taking your business to sky-high. There are three fundamental aspects of sales management includes:

  • Proper Sales Operations.

  • Sales Strategy.

  • Proper Sales Analysis.

The goal which is reaching the target sales and surpassing it can be achieved through different paths, but these three key points remain the same.

Let us discuss the terms in detail.

Proper Sales Operations: The first step to manage sales is building a team. The sales team is one of the essential parts of a company, and they are necessary because they are the medium of communication between the potential clients/customers. The team acts as the foundation which will support the weight and reputation of the entire company. 

Each member of the sales team, irrespective of their previous experience, should be given mandatory training about the guidelines and requirements of the company. Each team member should be assigned with sales targets, territories and goals/quotas. The manager must channelize the team properly by motivating them and sharing their work reports, which will bring immense success to the company.

Sales Strategy: Once the team is adequately established, the next step is to develop sales strategy. Sales strategy consists of generating a proper sales funnel/pipeline which is a visual set of orderly activities, starting from the initial lead and ending with the closing of the deal. In easier words, it can be described as the person working in coordination with the salesperson, by helping the salesperson to stay organized.

Proper Sales Analysis: Proper Sales analysis is fundamental as it helps a company to track its current status. It can be done by  Sales Reporting. Reporting is what will give you the ideas to further increase the profit level of the company. Use of Sales Metrics or such other quantifiable indicators are used in sales reporting which will indicate you about:

  • Deals made

  • Avg. deal size

  • Close-ratio (% of successful deals)

  • Sales Velocity (Avg. time taken to close a deal)

Proper sales management is beneficial for the entire company. As the company grows, the team improves.

Read more: What is the importance of sales management in marketing?

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