The Sales Team
The sales team are vital to most commercial organisations, yet for a number of reasons, some businesses find fully optimizing their time somewhat of a challenge. For example:
Are the sales team calling on the right account types?
Are the sales team making the right number of calls every day?
Are the sales team presenting the right products from your portfolio?
The sales team should be spending their time on what the wider business strategy determines - which is often the most profitable direction - but how can you be sure this is happening?
The Sales Team Behaviour
The sales team are often independent in their behaviour and are strong in character, so sales force management can prove difficult for this alone.
Adding to this the sales team usually spend their days out of the office in the field, only returning every so often. This can result in them becoming more and more distant and disjointed from the business.
So how do managers and leaders of the sales team overcome this challenge?
The Implementation of a Sales Management Process
Armed with a sales management process which fits the wider business strategy, help the sales team to keep focused and aligned with the rest of the business.
This may already be the case, but it is common for organizations to struggle to see which individuals of the sales team are keeping to the sales management process as they haven't the right tools in place to manage this.
There may already be systems in place such as CRM. The CRM provides a good view of activity against the customer, but what about the view of the sales team - this subtle difference will make a huge impact on the success of sales management.
The right sales management tool to aid the sales team
i-snapshot is a sales management software which aids the management of the sales team.
This sales management tool has been designed around the needs of the whole sales team.
For the sales team:
• An easy to use sales reporting facility - either an app on a smart phone or via SMS text
• A text reminder system linked to their calendar
• Takes on average 20 seconds to complete a report - saving a huge amount of time (and frustration) for the sales team on sales reporting
• Provides the sales team with quick visibility on accounts in the location which they are currently in so they can optimize their calling time
• Provides the sales team with a quick view on which accounts have and have not been visited to help them ensure they are covering all of their accounts
For the sales manager:
• Clear and real time visibility of the sales team activity
• Easy to understand online activity reports that can be viewed at high level or drilled down to the detail and extracted for management reporting purposes
• Improves communication between the sales team and the leaders
• A quick way to determine what is successful and what is not successful in the sales team activity to make timely and effective changes
The result? A more successful sales team
The information which i-snapshot provides aids the team to be more effective resulting in improved conversion rates, higher sales revenue per head and a much happier and successful sales team!
Contact us to arrange a 20 minute demonstration on this sales management software which will help you manage the sales team more effectively