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Sales Management

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Sales management are all procedures, decisions, supervision and control, audit and evaluation actions that take place in the company and that are related to sales operations.

The main objective of the sales administration is to make an adequate management of the processes with customers and suppliers. In general, everything that has to do with sales operations.

But why do we want to manage sales? Having information is very important, not only to offer a better service to customers, but also to get better prices to suppliers. Constantly, companies have setbacks with each other, products that are returned because the customer doesn't want them and others that have broken down the road. It is, therefore, of the utmost importance to have control of everything that's sold, how it arrives, when it does and where it's stored.

This allows companies to make better decisions, have everything registered and optimize their resources. Computer programs help this task. When there were still no computers, everything had to be written by hand (the one that did), however, now we can have all the information at the click of a button.

Sales Management/Administration Functions

Managing sales isn't only registering everything that has to do with a sale, managing sales goes beyond. It offers companies the possibility to adapt to market trends, develop more useful new products or even invest what is necessary in advertising. The main functions of sales management are detailed below:

- Organize the sales team: director of sales, sales and sales. There may be many more positions depending on the size of the company, but these three are the most important.
- Plan the sales strategy: They must collaborate hand in hand with the marketing team. It isn't just about making good publicity or transmitting a good experience to the consumer or end customer. A sales strategy goes much further and takes into account all the possible factors that have to do with the sale.
- Cost and benefit analysis: Estimates of benefits and costs should be taken into account. See if the planning is progressing as planned, check why it deviates and what to do to solve it. Identify, therefore, if the error is within the organization or if it's external causes.
- Market research: Again, you must work hand in hand with the marketing team. The conclusions of the studies of both teams may be different. The success lies in sharing points and drawing conclusions that benefit the company's sales.
- Relations with customers and suppliers: Having good and sometimes lasting relationships with customers and suppliers is essential. With customers, on the one hand, because they are the ones who buy the products or acquire a service. And, at the same time, with suppliers. If suppliers don't meet the needs of the company in a timely manner, the sales process could be affected.

The sales management process

The sales administration of a company comprises three fundamental decision and action processes:

- Plan: We must answer different questions. What are we going to sell? How are we going to do it? Where? Who? And many more questions. The important thing is to have a plan before moving on to the next step. To put it in some way, the company must draw a route, it'll not go far if it drifts. Even for those unplanned cases you must generate an action plan.
- Execute: Once planned, it's time to execute, meet deadlines and budgets. If the plan is fulfilled the chances of success on the part of the company increase.
- Evaluate and control: It's about measuring, as far as possible, that everything is being accomplished and is being done well. Evaluating staff and planning is part of the third step of the process.

This process, which is continuous, must be used to improve what isn't right and promote what gives good results.

Why is sales management useful in the company?

Sales management is essential for the vast majority of companies. It isn't enough to develop a very good product that's of high quality and even cheap. This isn't enough, if the sales process fails, every effort will be in vain.

Below, we list some details for which sales management is useful.

- Keeps buyers and sellers up to date.
- It facilitates the monitoring and closing of sales.
- It allows to evaluate the sales team.
- Evaluate the sales process, detecting bottlenecks that hinder the sales process.


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