How to improve your sales management in 3 easy steps?

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Do you remember your last purchase? Was it in a physical store or online? Nowadays, most of the products and services we need to live can be ordered online. So, if the way we buy has changed, and rightly so, you must change the way you sell.

However, at this point multiple alternatives converge: hiring more salespeople, offering discounts or promotions, buying databases or getting referrals through your existing customers. But the question is, are you looking to meet your sales quota? Or do you want to sell more and better?

In this article, we will delve into the essential factors to improve your sales management , since within this department all the efforts of the other areas of the company are articulated and specified.



Why give importance to sales management?
It is often said that in any business, all actions are aimed at boosting revenue generation, but in most cases, salespeople focus only on closing the sale, ignoring the value that the customer could perceive through the support and advice of the salesperson.

Thanks to social media, blogs, and email, information travels much faster, meaning your customers can greatly influence other prospects when choosing you or not. This perception of value is the biggest differentiator among the multitude of options on the market.

Therefore, it is not simply about going out to win over customers with empty promises, but rather about building long-term relationships and getting fully involved in their problems to satisfy them before, during and after their purchase.

In this sense, sales management is of utmost importance, since it covers everything from hiring and training your sales force to coordinating and implementing strategies that will boost revenue generation and added value.

By working based on a methodology, you will have a greater opportunity to prepare your team and optimize its execution, you will be able to plan and anticipate the most efficient sales techniques, follow up on the efforts invested, analyze the success of sales and synchronize the entire sales department towards the achievement of the established objectives.



Advantages of effective sales management
As a sales manager, you are responsible for managing your team and meeting chile phone number data business goals. Coordinating the people and resources at your disposal can be easier when you have a standardized sales process , since:

You will be able to increase your business's income and profitability.
You will achieve greater satisfaction and loyalty from your customers.
You will get more productive and effective salespeople.
You will reduce recruitment and retention costs by decreasing the rate of employee turnover.
You will be able to anticipate what to expect from your sales team.
You will be able to measure, analyze and correct the performance of your sales force.
So, to improve sales management , it is necessary to put into practice the three steps that we will see below.



Tip 1. Build your sales team and develop their talent
Although it may sound obvious, the selection and hiring of salespeople is the beginning of everything. In this regard, quality is more important than quantity, that is, having more salespeople does not mean that you will sell more. On the contrary, having more staff requires paying more salaries and does not always guarantee greater effectiveness.

The reality is that hiring involves a high cost for companies, which is why they are not always willing to ask for new members. But, when it happens, it is very important to take into account the candidate's experience as well as their disposition, since they must act as a bridge between your product and the client .

We are often used to invasive salespeople, those who insist and harass us with products we don't need in order to meet their quota. However, today, sales have taken a more consultative and personalized approach, because buyers demand it and thanks to technological tools that enable automation.

On the other hand, it is also important to constantly train the sales force, since buyer behavior changes, market offers change as well, and the worst thing you can do is become complacent.

In our experience as an agency that focuses on business growth, we believe that sales representatives should always be up to date with not only the products and/or services they offer, but also the competition.

They must also know the preferences of potential customers, the most common objections that prevent them from closing the sale, and, above all, align themselves with the marketing and customer service departments to deliver value.



Tip 2. Provide feedback to sellers and optimize their execution
As we mentioned earlier, the sales force must remain constantly updated as buyer trends and demands change in the blink of an eye.

But it is equally important to generate positive, constructive and constant feedback that allows their strengths to be highlighted in order to motivate them and stimulate the rest of the team. It is also important to detect areas of opportunity or training needs in time, in order to prevent the desertion or dismissal of a member of the department.

This can be achieved through a sales management system or sales CRM, which facilitates real-time tracking and instant feedback on each task performed to generate a much more dynamic environment.

This makes it possible to work in an aligned manner, since salespeople and managers are in sync , the status of contacts can be checked, manual and tedious tasks can be eliminated, and business objectives can be focused on.



Tip 3. Implement an effective business strategy
Once you've assembled your team and developed their talent, it's time to set goals and plan the strategy you'll put in place to meet them. Since every company is different, their sales cycles will vary as well.

The most common approach is to use a sales funnel that allows you to visualize and measure each stage of the sales process. However, the effectiveness of the inbound growth cycle has now been proven instead.