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Sales Force Management: Your Complete Guide

Businesses are under the misconception that as long as they design a good sales strategy, everything is all set. But that’s not the case. You need to also hire a good team to ensure that your strategies are being implemented. Like Steve Jobs said, ‘Ideas are worth nothing unless executed.’ That is why sales force management should be your priority.

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Whether your business is a startup or a small-to-large enterprise, sales force management enables you to sustain and grow your company.

So, what is sales force management?

It is the development of a sales force that includes coordination of sales operations, as well as the training and application of sales methods that result in achieving sales goals and objectives.

For your business to make revenue, a sales force management strategy is critical. This enables you to understand the most efficient technique in achieving and even surpassing sales/revenue targets. It also keeps you open to new ways to expand within a market or a specific niche, as well as optimizing sales costs, including marketing/advertising.  Your sales team represents your brand and product so they must be well supervised, trained, and given the necessary incentives for productivity and reach their personal sales targets or quota.

Importance of Sales Force Management

As more companies realize the importance of efficient management of sales teams, they start to invest more in training, formulating strategies and team building. Here are some more reasons for you to invest in sales force management:

Better Sales Operations

Efficient sales force management ensures that all moving parts of sales operations are working well to guarantee the end user a satisfactory experience. The competitive edge of thriving enterprises lies in sustaining regular customers. Whatever the product/service may be, a good sales force is able to guarantee good experiences to customers, which is a direct result of an efficient sales management system.

Better understanding of the market

Sales force management allows for a better understanding of your market, keeping you up-to-date with new trends and the ability to apply these trends to sustain relevance within your market niche. Relevance is key to sustaining growth in competitive marketplaces. Your sales team is tasked to keep your brand and product/service relevant and moving towards excellent customer experience.

Defined sales strategy

Aside from reaching targets, goals, and objectives for the business, sales force management formulates strategies that are designed specifically for the product/service offered. Being able to formulate strategies brings in systematic methods of continuing sales growth, expansion of market reach, and CRS or Customer Relations Systems tailor-fitted to the company. In strategizing, one size does not fit all. Enabling your sales team to create strategies to zero in on specific demographics or niches opens new doors for the enterprise.

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Key Benefits of Sales Force Management

  • Generating Leads – Sales teams create leads and follow these leads or probable customers by getting relevant information – such as personal details, purchasing behaviors and preferences.
  • Sales Forecasting – Projecting the enterprise’s sales using previous sales figures is an important tool for management to make business decisions to increase potential sales, as well as in training the sales team for specific objectives or goals. Forecasting sales also enables decision-makers to address aspects such as productivity, distribution of product/service, and even the marketing budget.
  • Order Management – Order management covers the streamlining of processes to efficiently process and fulfill customer orders – resulting in an increase in sales, retaining customers, and maintaining excellent customer relations. In a nutshell, an order management system is a process of delivering a product/service with minimal to no delay.
  • Conflict Resolution – While making a purchase, it is highly likely that your lead might have different ideas from you. In this case, you need to set their expectations straight. Having a record of all the conversations you have with your leads ensures that there are no conflicts later.

Components of Sales Force Management

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Sales force management’s purpose is to execute sales and marketing plans successfully, as well as to teach or train employees. It necessitates a well-trained sales team, versed with the ins and outs of the product or service, as well as the ability to answer all customer queries without hesitation. The purpose encompasses the following:

  1. Recruitment – This is a basic part of sales team management. Recruiting the best, as well as those who can fit into the company culture, is favored. Enterprises have invested in creating selection programs and processes that include personality, managerial and behavioral tests to identify perfect candidates. They also take into account customer preferences, with regards to the personality they want to interact with.
  2. Training and Supervision – Effective training of a sales force serves as the linchpin to engaging, relating to, and supplying the needs of the customers. Supervision boosts the morale of the sales team. A well trained and supervised team achieves sales objectives and goals.
  3. Motivation and Incentives – The way to drive your sales team to success is to motivate them, compensate fairly, and give incentives. In this way, the team meets sales targets in the most efficient way possible.
  4. Evaluation – Sales force evaluation through sales results, product numbers and revenue reports are a key aspect of sales team management.
  5. Personality and behavioral elements – One fact is clear, customers prefer people they can relate to. Personality and behavioral aspects are important when building relationships as we move towards newer marketing strategies.

Hence, Sales force management is necessary for building and maintaining efficient sales processes, from order fulfillment to customer service. It is also important in bridging the gap between customers, the company, brand and product or service.

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