What are Important Considerations in Sales Management?

Sales management refers to the effective control and tracking of the entire sales process through functions such as sales quotes, sales orders, sales delivery, returns, sales invoice processing, customer management, and price management. It can help the sales staff of the enterprise to complete a series of sales management tasks such as customer file management, sales quotation management, sales order management, customer deposit management, customer credit check, bill of lading and sales pickup processing, sales invoices and customer returns, and chargeback processing. ; Through internal information sharing, the leaders of the enterprise and relevant departments can grasp the content of sales orders in a timely manner, accurately make production plans and other planning arrangements, and can timely understand the accurate situation and data of each link in the sales process. At the same time, by reducing the order preparation time, reducing the error rate and quickly answering customer inquiries, we provide the service level of the enterprise. The system is applied in combination with subsystems such as inventory management system, accounts receivable management, production, cost, etc., and can provide enterprises with comprehensive sales information management. ^[1]

Sales management

(Economic Management Terminology)

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After clarifying what is sales management, the process of sales management is roughly as follows:

1. Determine sales goals and budgets based on the company's strategic planning

2. Make sales plan and corresponding sales strategy according to sales target and budget

3. Equip related resources according to sales plan and strategy (including: establish sales organization and train sales staff), etc.

4. Decompose the company's overall sales goals and budgets to develop individual sales staff

The smooth execution of sales activities requires strategic design and implementation of sales activities.

1. Marketing strategy: including marketing mix and marketing budget

2. Sales strategy: overall, long-term, pertinent, competitive and oriented.

The fiercely competitive business environment presents increasingly diverse challenges for companies, and some new trends are emerging in sales management.

1.From transaction sales to relationship sales

2. From individual sales to team sales

3.From sales volume to sales efficiency

4.From management to leadership

5.From local to global

1. Sales plan management. Its core content is the reasonable decomposition of sales goals in all aspects of significance. These aspects include variety, region, customer,

Sales management software is an advanced tool for managing customer files, sales leads, sales activities, business reports, and sales performance statistics. It is suitable for corporate sales department office and management use, and assists sales managers and sales staff to quickly manage important data of customers, sales and business Realize intelligent sales management.

1. Manage sales staff with "self" or "other"

Those who tend to manage employees in a "self" way want to become authoritative, and tend to manage sales staff in a "other" way. They like others to consider themselves as mentors and friends. Authoritative managers always use their own thoughts, words and deeds to look at everything. Unless he is really authoritative, he will arouse the dissatisfaction of salespeople. Therefore, some people would rather turn themselves into mentors and friends of the salesman in order to win the favor of others. However, management based on favorable feelings sometimes lacks majesty. When doing what you want, managers who prefer other and others management will ask themselves in their hearts: Too much consideration for others is Doesn't it work?

Obviously, the manager with the dual personality of "self" tendency and can think for others seems to get the most favor and respect from the salesperson.

2. Regarding the motivation and performance appraisal of sales staff, which of the institutionalization and randomness is more effective?

How practical is that institutionalized incentive mechanism when the rewards for salespeople have been taken as due remuneration, or the group is dissatisfied because of what motivates the individual? Every pragmatic manager will consider this issue. The same is true of performance appraisal. Institutional performance appraisal will erode the warmth of humanity, and will eventually win a "coldless" insult. At this time, you must also rethink whether the original intention of the performance appraisal is correct.

On the contrary, random rewards and performance appraisal will leave a lot of room for managers to be good people. However, this is obviously at the expense of "justice".

3. Rely on outstanding talent or mediocrity?

In theory, outstanding talents can create new worlds and create more benefits for the enterprise; but in fact, the mediocre generation often accounts for more than 80% of the total number of employees, and there are many people and can perform business in accordance with routine. They support the normal development of the enterprise or organization. Therefore, managers must be clearly aware of the risks of relying entirely on talent. He may lose the support of most people. Moreover, outstanding talents are not easy to manage, which is also a major risk in itself.

A more prudent approach, as one great man once summarized: rely on progress, unite the middle, and isolate backward.

4. Pay first or pay later?

Thinking more about sales (such as basic wages, subsidies, and accommodation standards) for sales staff is the first way to pay;

In modern enterprise management, to do a good job of sales management, we must first do a good job of customer management. The "Boss" magazine stated that the poor sales performance of many enterprises was caused by inadequate sales management, which was mainly caused by the following aspects:

1.Incomplete system

Many companies do not have a systematic customer sales management system and sales management policies that match the various sales management systems in daily corporate management. If a company's sales work can't think of big problems, the prerequisite is that there should be no obvious defects and omissions in the company's customer sales management system, the sales management system must be coordinated and balanced, and there must be corresponding sales management policies and To match.

2. No sales plan

The basic principle of customer sales management in business management is to formulate sales plans and sell according to plans. The specific contents are: on the basis of analyzing the current market situation and the current situation of the enterprise, formulate a clear

Manage sales contracts, agreements and commercial logistics to ensure standardization of basic external sales documents;
Record accounts and manage important sales documents to avoid omission of sales information;
Responsible for the production and management of orders and various reports, and check and receive orders according to the sales order processing process.
Sales attendance statistics and salary settlement.

The sales staff and sales manager have different roles and required abilities. Therefore, it is necessary to complete the change of thinking, role and ability of sales staff to sales manager.

1. Changes in thinking concepts: Sales managers should consider the overall situation and long-term consideration of problems. They must have strategic thinking and not just consider doing their work well.

2. Responsibilities have changed: The responsibility of the salesperson is the completion of personal tasks, while the sales manager is the completion of organizational tasks. Therefore, the sales manager must supervise, assist and guide other salesmen to complete the tasks while completing their own sales tasks in order to achieve the completion of the overall task of the cost unit.

3. Occupational requirements change: Sales managers need to learn skills in communication, negotiation, making plans, motivating employees, training employees, etc.

4. Role changes: After becoming a sales manager, the relationship with colleagues, superiors, and subordinates has changed, and the role positioning is also different. That is, from the managed person to the manager.

In short, to transform from a salesperson to a sales manager, the most important thing is to learn and keep learning to adapt to new changes.