The manager should not compromise with the quality of Products. In order to use one function, you typically need to follow w… After goals are set, the sales manager may accept, or be required to modify, the general approach to sales in the current year. In this field, to be one is to know one. Sales Manager plays an important role in Small, Medium and large business.. This is a crucial aspect of the business as net sales of products and services draw profit of the business. Sales management is a business discipline which is management of a firm’s sales operations and focused on practical applications of techniques used in sales. The basic industry orientations available to a firm include industrial goods, consumer durables, consumer nondurables, and services. The sales manager for a small business would likely decide how many salespeople to employ, how best to select and train them, what sort of compensation and incentives to use to motivate them, what type of presentation they should make, and how the sales function should be structured for maximum contact with customers. After the manager analyzes and evaluates the achievements of the sales force, that information is used to make corrections to the current strategy and sales program. Register now Henri Fayol developed his ideas regarding the functions of management and his theory has largely shaped the current understanding of the core elements any management would have to perform. The goals and plans adopted by the sales manager will be greatly influenced by the company's industry orientation, competitive position, and market strategy. The manager may seek candidates through advertising, college recruiting, company sources, and employment agencies. Sales Planning Developing sales objectives, targets, strategies and a plan that outlines how targets will be met. Incentives Sales Management According to American Marketing Association (AMA), “Sales Management means the planning, direction and control of personal selling, including recruiting, selecting, equipping, assigning, routing, supervising, paying and motivating as these tasks apply to the personal sales force”. This is accomplished by good hiring, training and strong sales management strategy. if you are a sales manager, is it fair to compete with your own sales team by having your sales activities? But, what if the customer does not purchase through the automated nurturing? The following are common elements of sales management. There may have been changes in the products that are available or the locations that your sales team serve. According to KOONTZ, Planning is deciding in advance - what to do, when to do & how to do. Sales to some regions may be more difficult (far fewer lakes) but necessary to maintain the company's total volume. To understand the concept of sales management clearly, we must go through its following characteristics: 1. Even when a sales force is already in place, the sales manager will likely view these responsibilities as an ongoing process necessary to adapt to both internal and external changes. In addition to recruiting, training, and motivating a sales force to achieve the company's goals, sales managers at most small businesses must decide how to designate sales territories and allocate the efforts of the sales team. There are two main parts to managing your sales team. Systematic Approach: It is an organized way of handling the … Only about25 percent of the average company training program, in fact, addresses selling techniques. Organizing Function: One of the main functions of a business is organizing function. Another function of sales management is to make sure that each lead is dealt with promptly and correctly. METHOD - How you apply these principles of management and the five basic functions will depend on what you are working on. What is the difference between Sales Manager and Sales Director? It also includes generally ensuring the efficiency of the sales process to get the best result for the business. His job now is not to make sales, but to make sales happen. About Dave. Sales management is the practice of directing and controlling sales teams and functions. Although the role of sales managers is multidisciplinary in scope, their primary responsibilities are:1) setting goals for a sales force;2) planning, budgeting, and organizing a program to achieve those goals;3) implementing the program; and4) controlling and evaluating the results. After the sales force is in place, the manager must devise a means of compensating individuals. So, the first few tendencies that a manager needs to watch out for is the reflex action of reverting to a salesperson and start closing those sales assignments that his team members are struggling at. This leads to improving the efficiency of the sales process. Sales Correspondence 4. Experienced sales managers typically bring such skills to the job or, if brought in from a different field, will make some preliminary field trips to get a feel. The salesperson must get there on time, have all the information they need with them, and potentially get away in time to get to their next meeting. Although financial rewards are the primary means of motivating workers, most sales organizations also employ other motivational techniques. This is because sales will be recorded on a centralized system with the option of easily running reports. Good training can also improve customer relations, increase employee morale, and boost sales. Generalizations are dangerous because experienced people in this business know that often the outwardly least likely people turn out to be great producers whereas those who seem ideal miserably fail. The general functions of sales management are as follows: 1. Preparing the Sales Plan 2. Get Fresh Updates On your job applications, and stay connected. Good scheduling and routing of sales calls can reduce waiting and travel time. Recruiting, training, and setting compensation are primary implementation activities of start-ups or expansions. Maintaining Quality – Operations managers should ensure a better quality of products. If the sales are too low in a particular period, you can offer encouragement and solutions as necessary. Allocating people to different territories is an important sales management task. One of the functions of sales management is to ensure that targets are reached, but targets that are set too high will never be reached. Man, machine, materials, and money are essential factors for any business. From newly interested people to fully qualified leads that are ready to buy, and the more you can automate it, the better. When working with certain resources, you will use all five of the functions of management. Both ongoing patterns and new ones require budgeting and, occasionally, changes to the organization. Overall sales goals must be met, of course, but balance must also be maintained. Sales manager is hired to look after the sales and to manage them. Business firms, have, in fact, found that it is the most effective management objective of the firm; that must emanate out of its overall business or corporate objectives. Goal setting is usually based on a company's overall sales goals, modified by the mix of products to be moved. This person is responsible for making sure the team is working in sync to achieve the targeted goals and meeting their responsibilities. Cookie Policy - Before, anything else you need to know what sales management is and how it works. Not everything can be determined by administering personality tests. Recruitment: An essential part of the effective sales force management is recruitment. Sales management is the process of handling all aspects of a sales team's activities to ensure that company goals are met. Indeed, selling activities at companies are regulated by a multitude of state and federal laws designed to protect consumers, foster competitive markets, and discourage unfair business practices. Jatin Vaid 5 6. Defining the sales territories … Congratulate those who deserve it and encourage and re-train those who are struggling. Because there are so many moving parts within an organization, the sales management process needs to be fully grasped to ensure each “aspect” of the collective sales effort is operating efficiently.. 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