Hence, the management of sales force is an important aspect of marketing management. It is concerned with the task of selection, orientation training, supervision, motivation compensation and evaluation of the sales force of the company.
- Setting Objectives.
- Recruitment and Selection. ...
- Training.
- Motivation and Compensation. ...
- Evaluation of Salespeople. ...
- Evaluation and Control of Total Sales Operation.
What are the tasks involved in sales force management?
Sales managers in modern organization are required to be customer-oriented and profit-directed and perform several tasks besides setting and achieving personal selling goals of the firm. Let us understand briefly the sales force management, tasks involved in the sales force management.
What is the role of sales management?
It is concerned with the task of selection, orientation training, supervision, motivation compensation and evaluation of the sales force of the company.
How do you manage the size of your sales force?
The firm should employ the right number of well- trained, motivated salespeople. Managing headcount is typically a crucial HR function; sales managers often wage difficult internal battles to optimize sales force size. Figure 16.1 shows an underlying conceptual framework — sales response function.
What are the steps in sales-force management?
The steps in sales-force management are the same as those in personnel management. Sales-force management work starts with job analysis; viz. determining the job objectives, the component duties and responsibilities performance criteria, and reporting relationship.
What are the major steps in salesforce management?
The functions or steps involved in salesforce management are the following:Requirement of Salesman. The success of a sales program depends on developing a high caliber of the sales staff. ... Selection and Appointment. ... Training. ... Assignment Duties. ... Equipping. ... Assigning Territories. ... Routing. ... Fixing up the Sales Quotas.More items...•
What are the major tasks involved in managing a sales force chegg?
Thus, the task of salesforce management involves selection, motivation, training, orientation, compensation, and evaluation of the salesforce of a business organization.
What activities are involved in managing a sales force?
They Major Activities are: 1. Setting Sales Objectives 2. Organising the Sales Force 3. Recruiting and Selecting the Sales Force 4.
What are the 3 key aspects of sales management?
The three key aspects of sales managementSales operations.Sales strategy.Sales analysis.
What are the five functions of sales management?
Functions of sales managementPrevious Performance and Setting Targets. ... Managing the Sales Process. ... Improving process efficiency. ... Monitor salespeople's performance. ... Get detailed reports on a dashboard.
What are the five sales management strategies?
Sales Management StrategyBuilding the right sales strategy.Hiring the right team.Creating the right compensation plans, territories and quotas.Setting the right projections.Motivating your team.Tracking revenue against goals.Resolving conflicts.Training and coaching sales reps.More items...
What is sales manager in Salesforce?
Sales management is how sales managers organize, motivate, and lead their sales reps while tracking — and improving — team performance. This includes hiring top talent, training sales staff, coordinating operations across the sales department, and implementing a cohesive sales strategy that drives business revenues.
What are the four basic elements of sales management?
Sales-management is governed by the principle of management. The four elements viz., (i) planning, (ii) co-ordination, (iii) controlling, and (iv) motivation are very relevant, as per requirement of the special nature of the business. Objectives are equally important for sound sales- management.
What are the role of sales manager?
Sales Manager Responsibilities: Managing organizational sales by developing a business plan that covers sales, revenue, and expense controls. Meeting planned sales goals. Setting individual sales targets with the sales team. Tracking sales goals and reporting results as necessary.
What is the important of sales management?
Sales managers can attain sales target by proper knowledge of marketing and selling. Through this point, the sales management decides the profitable strategies for making the sales effective in the market because it helps to target potential buyers, regular customers, and market opportunities.
Salesforce Admin
The Salesforce Admins play the main role by dealing with various things like checking bugs, maximizing the company’s investment, and much more.
Salesforce Developer
The Salesforce Developer will possess strong knowledge in programming languages like JAVA and suggest limitations and hold a sound knowledge of Salesforce.
Salesforce Marketers
The role for the marketing experts in the Salesforce domain may look challenging to brief due to changes in technical flair, product expertise, and job titles. The marketers mostly come in these categories.
Salesforce Lightning Developer
Lightning Developers play an integral role in the Salesforce team, providing support to business analysts, technical business analysts, and support analysts in their contribution to analyzing, designing, developing, and enhancing current and future Salesforce functionality using the Lightning components.
Salesforce Technical Architect
The Salesforce Technical Architect carries out the majority of technical duties of the project. The best part is they would have extensive experience in the Salesforce platform as well as other technologies that are integrated into Salesforce.
Salesforce Solution Architect
There is a good demand for Salesforce Solution Architect in the industry in recent years.
Salesforce Project Manager
The Salesforce Project Managers work at Salesforce Consultancies and also function for the large end-users. They check and monitor project delivery status and make sure the project is delivered within the budget, within scope, and on time.
Why is the management of sales force important?
A salesperson not only communicates product information to customers but also relays the reactions of customers towards company and its products to his employer. Hence, the management of sales force is an important aspect of marketing management.
What is sales force management?
Sales Force Management (SFM) is a sub-system of marketing management. It is Sales Management that translates the marketing plan into marketing performance. That is why sales force management is sometimes described as the muscle behind the marketing management. Actually sales force management does much more than serving as ...
What are the considerations in selling strategy?
It is a key question in selling strategy. The considerations are the expectations of the organization from the salesforce and the measurement of performance. Each organisation has its individual requirements. Each organisation has its own strengths and weaknesses in terms of the product it sells.
What is SFM in sales?
Sales Force Management – Definition of SFM. Personal selling is a very important component of the marketing activity. The success of a business concern depends considerably upon the performance of its salesperson. Salesperson play a crucial role in communicating company and product information to customers.
What is sales objective?
Sales objectives are desired results. They derive from the strategic focus in the market-segment strategy- Increase customer retention, increase customer use, attract customers from competitors, and secure new business. Achieving sales objectives is the sales forces central task.
What is the role of a sales manager?
The sales manager is responsible to develop and maintain the morale of the sales force. Morale is the mental readiness of the sales force to cooperate with the management in the accomplishment of objectives. If morale is high output is also high. 5.
What is sales people?
Sales people bring in the revenue for an organization, and they are the ones who are in constant touch with the customers and the products. For efficient management of the sales force the salary structure and incentives should be as per industry standards and the sales force should not feel exploited. 11.
What is the first step in sales force management?
The first step involved in sales force management is to decide what a firm intends to achieve through personal selling. Personal selling may have any one or more objectives given below:
What are the issues that should be addressed in a sales training program?
Regardless of who manages the training programme, several issues should be addressed, including type, location and timing, and methods and materials of training.
How is a salesman chosen?
The salesman may be chosen from inside the organization or Outside, through advertisement, introductions, educational institutions, small customers, etc., or the sales forces.of other firms in the trade. The sales manager should judge the ability of the persons concerned before actually selecting them as salesmen.
What is the next step after finalizing sales strategy?
After finalizing sales strategy, the next step to be taken by the company is to plan the structure of the sales force. Following options are available to a company for planning sales force structure:
How far away are salespeople from the company office?
Salespersons operate in the field and are often located thousands of kilometers away from the company office. This makes their supervision more difficult, There should be proper communication channel between supervisor and salespersons. Effective supervision motivates salespersons.
What is the goal of a personal selling programme?
One of the goals in developing a personal selling programme is to attract, motivate, and retain a highly productive sales force. To accomplish that goal, the business must develop and implement a plan for compensating the sales force. The compensation plan should provide salespeople with an adequate degree of income and incentive.
Who can conduct sales training?
They can be conducted by sales managers, other salespeople, or technical specialists from with in the organization. There are also individuals and organizations that sell special sales training program.
What is Salesforce Management?
SalesForce Management is also responsible for selecting, recruiting, training, supervising, controlling, and managing the sales teams or Sales personnel.
What is sales force?
The Sale Force is responsible for all the contacts that are made with the end-users, keeps a record of all the data, and tracks down the customers to generate sales.
What is sales forecasting?
Sales Forecasting: Predicting the company future sales based upon the previous sales for a particular period of time; is the sales forecasting process. Sales Forecasting is done for the next tax year or the fiscal year (or for a period of time in the near future).
What is the crux of building a well-trained and effective sales force?
The crux of building a well-trained and effective sales force is Sale force Training Programs. In order to beat the market completion and become a market leader Trained Workforce is required. Efficient Training during the product life cycle can build a strong Sale Force.
What is the most important aspect of marketing?
A very important aspect of marketing that yields business is the efficient and effective use of sales force management and companies are always looking for better ways to complete this task. Managing Customer relations effectively needs a well-trained SalesForce, which is also known as sales force management.
What is motivation in salesforce?
Motivation and Incentives. The Data and Market Research suggest that a Motivated SalesForce is more target oriented, Goal Achievers, and Result Producers. To drive up and boost the morale of the Sales employees the Motivation plays an integral role.
What is order management system?
Order Management System is quite a hefty term for a simple concept ; delivering Goods and products without or minimum delay is order management. Product Knowledge: The basic element for closing a deal or making a successful sale is having the complete knowledge of the product.
Why is managing a sales force an intricate task?
Managing a sales force is an intricate task because most salespeople work away from the direct supervision of their managers. Contents [ show]
How to achieve aggregate sales objectives?
In order to achieve aggregate sales objectives, individual salespeople need to have their own sales targets, but increasingly profit targets are being used, reflect ing the need to guard against sales being bought cheaply by excessive discounting. To gain commitment to targets, individual salespersons should be consulted. Sales managers can also set input objectives such as time spent developing new accounts or time spent introducing new products. They may also specify number of calls expected per day and precise customers who should be called upon.
Why is evaluation important in sales?
Evaluation provides information to check if targets are being achieved and provide information to guide training and motivation. By identifying strengths and weaknesses of individual salespeople, training can be focused on areas in need of development and incentives can be aimed at weak spots such as poor prospecting performance.
Why is fixed salary important?
Fixed salary: Because payment is not linked to sales, salespeople ore willing to carry out such tasks as technical bock-up, completing information feedback reports and prospecting. It provides security but opportunity to increase income by increasing sales is lost. There may be perceived injustice if higher performance salespeople are not paid more than low achieving ones.
How much should sales increase in two years?
High caliber salespeople should be recruited. If a company’s most successful salespeople were put in a territory by replacing the average ones, a 20% increase in sales should be expected in two years.
What is the training program for selling?
A training program should include knowledge about the company, products, competitors and their products, selling procedures and techniques, work organization including report preparation and relationship management.
Real-time Salesforce admin tasks
Administrators will occasionally need to resolve user problems in real time. A report may not run this week, or a process may break in mid-stream. Expect to devote two hours per week to these activities for every 100 users you have:
Weekly Salesforce admin tasks
Many duties seem to follow a weekly cycle. A lot of things that were working fine last week will go wrong Monday morning-don’t ask me why. A couple of tasks also need to be done once a week on the day of your choice. Overall, these tasks require two to six hours per week.
Monthly Salesforce admin tasks
A few activities can only be done once a month but nonetheless need to be done more often than once a quarter. In all, this monthly cycle will take one or two days’ effort.
Quarterly Salesforce admin tasks
There are a lot of items in the following list that will occupy you for one to three days per quarter. However, the first two are mission critical, and the resulting files should be kept forever. You’ll thank me when a pesky plaintiff attorney goes into a discovery process on Salesforce.com data.
Annual Salesforce admin activities
The main responsibility here is to capture data that will fall “over the horizon” or need to be archived for compliance reasons. These tasks will take three to six days per year.
How the chores need to be done
This is where the art comes in, because there are too many ways to blow it over the long term, even though you’ve done the details above according to the schedule. You have to start with a perspective that might seem a little self-contradictory:
What is Salesforce administrator?
A Salesforce Administrator serves as a link that connects Salesforce application developers, the business staff and Salesforce users. They are responsible for the creation and maintenance of informative Salesforce reports on a periodic basis.
What is Salesforce Developer?
A Salesforce Developer would take charge of all the programming that goes behind providing Salesforce development services. A Salesforce Consultant would provide effective solutions and would solve all relevant issues pertaining to the platform of Salesforce.
What is Salesforce CRM?
Salesforce is a cloud-based platform that helps a business organisation in managing valuable customer database efficiently. It provides highly automated services that allow the sales team of an enterprise to store and track information pertaining to their current, potential and past customers in relevant Salesforce objects , such as Leads, Accounts, opportunities, contacts etc. The details stored in these objects can be used in providing highly personalised services to the customers and communicating with them through suitable communication channels.
Sales Force Management – Definition of SFM
- Personal selling is a very important component of the marketing activity. The success of a business concern depends considerably upon the performance of its salesperson. Salesperson play a crucial role in communicating company and product information to customers. The task of selling company’s products and services is entrusted to the salesmen of the company. A salesp…
Sales Force Management – Objectives of SFM
- Objectives of sales force management are achieved through strategies. Policies provide the guidelines. Selling strategies have two dimensions – what type of salesforce is needed and how many of salespeople are needed. The overall size of the salesforce affects the number of calls made and the frequency with which they are made. A company takes into account its competitiv…
Sales Force Management – Identifiable Processes Involved with SFM
- Sales force management systems are information systems that help automate some sales and sales force management functions. They are often found to be combined with a marketing information system. Sales force automation includes sales lead tracking system that lists potential customers through paid phone lists or customers of related products. Some ...
Sales Force Management – Activities of SFM
- Sales management is an integral system of marketing management. It translates the marketing plan into performance. Sales management is hence described as the muscle behind the marketing management. Sales management involves the following activities: (a) Need definition – Defining the manpower requirement and the skills sought in them. (b) Recruitment – Recruiting t…
Sales Force Management – Sales Force Management and Salespersons
- It is a key question in selling strategy. The considerations are the expectations of the organization from the salesforce and the measurement of performance. Each organisation has its individual requirements. Each organisation has its own strengths and weaknesses in terms of the product it sells. It also depends upon the target audience catered to, e.g., medical representatives selling t…
Sales Force Management – Role of Marketing in SFM
- One in nine Americans works in sales. Thus, understanding sales/sales management roles, aligning selling efforts with marketing, is more crucial than ever. Marketing and sales must be on the same team, each performing its own critical functions. We do not pretend this is easy. Marketing and sales often have different perspectives. Marketing tends to have a long-term, mor…