Sales management definition

It’s the process of developing the sales team, And coordinate sales, Implement sales skills through which business is managed and sales goals are constantly achieved. The secret to success is accurate sales management, He starts with a great sales manager who knows how to motivate, lead and train the sales department. [1]

According to the American Marketing Association, Sales management is planning, mentoring, controlling professional sales, recruitment, selection, processing, recruitment, guidance, supervision, payment and motivation for individual sales teams.

Sales is the only activity that generates revenue for the company and must be managed properly as the company’s financial performance depends on the performance of the sales department. [2]

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Sales management is indispensable to any company or enterprise, Sales management plays an essential role in facilitating the direction of activities and functions involved in the distribution of goods and services, Sales management has also gained great importance in our time, Due to its role in the face of increased competition, and its impact on improving distribution methods to reduce cost and increase profits, Sales management is now the most important job in any business, Even if you have a knack for completing trades or have brochures, ads, and web pages that are effective for individual sales, It’s usually not enough to increase your profits, You need to manage successful sales, In this article, we’ll show you everything you need to know about sales management and how you can benefit from it in your business.

Sales management success

There are four key interconnected branches for successful sales management:

Top-level policy planning

Depending on the individual company, Develop a policy framework through which you can achieve the sales objectives of your company or organization.

Operational planning of the line and staff

Through its pre-defined procedures, The quality and quantity of work on this basis can be controlled.

marshalling

Responsibilities and relationships are regulated, The organization is planned, and devolution, And assign responsibilities, The nature of cooperation is clear, Responsibilities are tracked.

Administration

Management achieves the objectives of the program through training, evaluation, sales training, motivation, coordination and implementation activities.

Who benefits from sales management?

Sales management has a positive impact on anyone participating in the sales cycle. The more mature your sales process is, The number of managers who can improve it has increased over time, This increases the likelihood that your team will perform the highest. The sales management process involves three shareholders: [1]

Sales Manager

He’s the one who runs the organization’s sales team, He oversees operations, He is generally responsible for talent development and leadership. One of the most important skills is clarity, accuracy and a clear sense of your place among your competitors, Knowing how to stand up to competition.

Salesperson

He represents the companies he works for and communicates directly with potential customers, Whether personally, over the phone or even online only. Sales representatives usually report to sales managers and work closely to achieve the desired goals.

Customer

They will have a better experience and will always tend to take advantage of your company and buy a product or service through an effective sales management process, And they advertise their spread everywhere, Which means more business.

Sales officer skills

Executive sales officials are responsible for supporting salespeople, who process customer requests and provide quotes and information, Such as stock availability, delivery dates and prices. [3]