The concept of sales management is to highlight practical examples of different devised sales methodologies and techniques and define how sales are operated and managed within a business setting. It can be said without any doubt that a sale is one of the most vital functions of any business.
It is the sales of company’s product and services that generate revenue for all the stakeholders involved and make the business profitable. Higher the sales, higher the profit is. Sales management is a complex phenomenon. This is one function that inter connects all the rest of the functional departments within the company because this brings in profit which in turn has effect on all the functions.
There is no doubt about the fact that any sales organization is highly effected by any amendments made in these areas. All the senior sales stuff should not only be given a chance to get their selves evaluated in the situational analysis done at the higher management level board meeting but they should be asked to do compile their own personal analysis report based on the information been available to them by their support and sales team.
Strategy planning is a key factor to accomplish any task successfully. First basic activity is to plan a proper strategy to solve any issue related to any job in all organizations not matter of which size it is. Strategy is planning of task, which needs to be performing depending upon certain factors, which influence a strategy planning.
Strategy planning is a key to success in every organization. Most of the executives from different organization seek their role more operational and functional rather than strategically which is not convenient roles should be defined more strategically this is why sales of any organization totally resides on planning it is just like a backbone to sell. Sales strategy management is necessary for effective affective approach to maximize output. Lack of strategy sales management is the reason for nonperforming and unstable organization. Strategy planning is to get the work done more effectively and efficiently, it is just like to gain maximum positive results by utilizing fewer resources.
Previously business was setup just by perceiving without any proper plan now days different factors involve to market or for sales which include demographics, population, age, climate other market conditions therefore it gives birth to a term called Strategic sales Management. Today’s strategic sales management differs from the previous strategic sales management just because of the conditions or factors that were mentioned above. Sales of any organization depends upon a company financial cycle which changes as the products are change which the change in the market and other factors change with the passage of time.
Sales strategy management also depends upon technology change as well as government policies. As a government change its policy organization have to change its strategic sales management, Strategic sales management should be synchronize with the change in government policies as well as in worse conditions there should be a backup plan in strategic sales management process, the word “if” should be considered on top priority basis.
Now days change is occurring at very fast intervals therefore in any selling organization it is the duty of the senior sales executive to determine that change very quickly and drive a strategy according to the need of that particular situation.
Effective Strategy Sales management totally depends upon a sales manager it is his or her duty to initiate or take a proper step, Sales Manager can work this out by defining proper sales based targets to the workers management process, sale forecasting, and executing a proper sales plan. Designing a proper outline is an effective way to start strategic sales management process it shows major areas, which need to be considered while planning.
Determining potential in different segments is how you get to know about your customer for example just by having a feedback from different customers a manager can design and plan its effective strategic approach. Designing result orient goals to the work force always helps the manager; this will helps you to execute your strategy by motivating your subordinates.
Divide segments among your subordinates when different staff member visit their segments one should obtain a report from them by meeting them on regular basis this will also help to design a proper strategic management process. Above all strategic management process is the key for a successful organization.
Strategic Sales Management is the key and essential component for the success of both overall sales of organization as well as for the entire enterprise. Moreover, lack of proper strategic management at the senior level leads to the high chances of poor performance and unstable positions of any organization in the market. Now, what an organization needs to do is draft their key notes that would essentially help their sales reach the sky limit.
Sales Management is certainly not an easy task, you have to involve the key professionals in it in order to make a strategy that will necessarily be helping the organization to be driven in the right direction. There are two approaches towards sales and marketing strategies. First is known is top down approach and the second is called bottom up approach. Both have their advantages as well as limitation, which must be focused in order to draw fruitful results.
Top down approach is the way in which the plans and all sales management strategies are decided and conveyed from the apex level of the organization. It is their transferred in the form of responsibilities to the lower management and then to every single individual making the basic building block of organizational sales hierarchy. Then comes the bottom up approach.
It is basically a cumulative struggle of sales team and their managers, who make plans and identify the key routes to obtain the require objective. The amazing part of this approach is the confidence and sense of ownership to the strategy where every worker tends to apply it for personal as well as organizational success.