SALES MANAGEMENT

How the SALES PEOPLE do it!?

Sales Management is a business discipline which is focused on the practical application of sales techniques and the management of a firm's sales operations. 

Sales Planning

Sales planning involves strategy, setting profit based sales targets, quotas, sales forecasting and the writing and execution of a sales plan.

Sales Reporting

The sales reporting includes the key performance indicators of the sales force.The Key Performance Indicators indicate whether or not the sales process is being operated effectively and achieves the results as set forth in sales planning. It should enable the sales managers to take timely corrective action deviate from projected values. It also allows senior management to evaluate the sales manager.

Recruitment for Sales

The three recruitment tasks used in sales management are Job analysis; Job description and Job qualifications.

Its Functions:

   •     Sales planning

   •     Recruiting / staffing

   •     Training

   •     Controlling / directing

   •     Evaluating

   •     Effectiveness / efficiency

   •     Compensation

Effective sales management has numerous positive impacts. It can:

   •     Increase sales revenue and profitability

   •     Decrease variability of revenue due to inaccurate forecasting

   •     Increase sales productivity (revenue per salesperson)

   •     Increase customer satisfaction and loyalty

   •     Increase salesperson motivation

Sales Management involves activities like: 

(1)     formulating sales strategy through development of account management policies, sales force compensation policies, sales revenue forcast and sales plan,

(2)     implementing sales strategy through selecting, training, motivating

(3)     sales force management .