The primary focus of sales managers should be to maximize profit for the team awhile delivering the best possible value to customers.
Companies spend a considerable amount of time and money on sales force rather than on any other promotional activity.
However, sales force is expensive and companies are looking forward to managing them in an efficient and effective manner. Designing of the Sales Force Sales force is linking between companies and customer.
Therefore, companies have to be careful in designing and structuring sales force. The first step is setting out an objective for sales force. Earlier companies had a single objective increasing sale making it objective also for sales people.
Sales people are asked to perform a search for prospective clients or lead. Sales people are asked to balance time between a prospective customer and current customer. Effective communication of product and services is essential to close the deal. Sales people also play an important role in after sales service and can make a difference for the company.
Sales people are eyes and ears of the company in the market gathering information about competition and customer changing demands. The second step is use sales people strategically. Sales people have to combine efforts with other team members to achieve the objective.
Sales people should be aware how to analyze market data been provided and convert them into marketing strategies. The third step is deciding the structure of the sales force. The structure of the sales is dependent on the strategy followed by the company.
Common sales force structures are as follows: This structure is preferred for building relationships with locals. Product structure is used for complex and un- related product portfolio. Here the sales people are directly associated with research and development of the products.
Market structure is used if the companies are operating different industry or market segments. Every sales force specializes in a definite market and helps push a product efficiently across the given market.
However, the disadvantage would arise if customers are located over a wide geographical area. Complex structure is used when companies are in business of selling complex product to different customer across a large geographical area.Issuu is a digital publishing platform that makes it simple to publish magazines, catalogs, newspapers, books, and more online.
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Sales Cycle Complexity – Depending on the complexity of the solution a business is selling and the size of deals, it can influence whether inside sales techniques or field sales techniques will play a dominant role.
Complex enterprise solutions that require large up-front capital investments, buy-in from multiple executives and any amount of customization often demand the involvement of field sales reps.