The major function of the sales management department is conducting sales operations; planning, and implementing sales techniques.
Without proper sales management, you will not meet your sales targets, but with better sales management, you will exceed your set targets. A thin line lies between good and bad management. A small oversight might cost you and sometimes—you’ll be shocked to find out how much.
The sales management department holds the destiny of a company in its hands. It’s critical to the growth and development of any business because the bottom line is everything. The bigger the returns, the further you will go.
Effective Sales Management
Astute business people will tell you: there’s nothing in the sales management department that is too small for your attention. From building a team with diverse talents and skills, to arming it with effective sales tools, keeping everyone’s eyes on the bigger goal, projecting future performance, helping every team member tap into their power to achieve set objectives through analyzing past performance, visualizing future goals, proper planning, and smart goal-setting…the sales management team can’t afford to drop any ball.
Even as more attention is on market research, pricing of new products, marketing, promotion, advertising, and distribution to maximize profits… the above functions cannot be neglected. They play a big role in realizing a company’s sales management goals.
Any sales team is as good as the sales manager. As Alexander the Great said, “An army of sheep led by a lion is better than an army of lions led by a sheep.”
A lion sales manager is keen on managing the processes, invested in both short-term and long-term sales goals, selling to customers’ needs, great at sales planning, and possesses these key skills: people management, motivation and coaching, building lasting relationships, and negotiation.
With a great team and a lion sales manager, these SIX surefire techniques will help you better manage sales leads:
1.Define ‘lead’ as a team – you need to agree on the point at which the sales team takes over the process, ensure it’s done at the right time, and that the client lands in the right hands first (which is only possible if their need is understood).
2. Understand your target – if you pay close attention, you’ll notice a trend with your leads. Maybe they share interests, they appeal to the same market or audience, they have the same fears or desires, etc. Understanding your lead will help you connect—and that right there is what people buy. They can get the same product or service elsewhere, but they would rather get it from someone who understands their needs better.
3. Effective Customer Relationship Manager (CRM) systems – according to Tech Target, “[effective] CRM systems compile customer data across different channels, or points of contact between the customer and the company, which could include the company’s website, telephone, live chat, direct mail, marketing materials, and social media. CRM systems can also give customer-facing staff detailed information on customers’ personal information, purchase history, buying preferences and concerns.”
4. Track the source of your leads – understanding what is working for your company and what is not will help you focus on your best campaigns and, or lead generation platforms, and inform your decisions on improving the others that are not as effective in filling the pipeline.
5. Effective communication – sometimes the difference between closing a deal and being passed over is communication. A client could urgently need your service or product. Moving in fast ensures you seal the deal and move on swiftly. All players in the ever fast-paced business world frown upon sluggish sales processes. Keep tabs on your communication channels to keep business opportunities from slipping through your fingers! It’s a good idea to know everything you can about effective communication—in spoken words, writing, and the unspoken (body language).
6. Touch base with the team – nothing beats a team that works together. Meet every once in a while, to ask the pertinent questions relating to your sales management position: Where are we? Where do we want to be? What are we doing right? Where do we need to improve? Who needs help? How are our systems and processes? How’s the quality of our leads? How fast are we converting? As you reward individual efforts, remember a team is as strong as its weakest link.
Effective sales lead management is pegged on a great sales manager, effective sales management systems, and a team that understands the procedures, processes, the dos, and the don’ts. You stand a good chance of breaking even or breaking barriers if you check these.