Page 11 - Sales Management

Sales management strategy
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❖ Identify goals and objectives of the sales team. Be clear on your sales targets.

Make sure the targets are realistic and achievable. Also assign a fixed timeline
to achieve the targets.

❖ Know your product well. Understand what benefits end-users would get from
your brand. The marketers must interact with customers to find out more about
their expectations from the product as well as the organization. One would not
be able to convince the customers unless and until he himself is clear with the
benefits of the products.

❖ Identify your target market. Selling techniques and strategies can’t be same
for all individuals. Each audience has different needs, interests and

requirements.

❖ Hire the right individual for the sales team. Remember the sales professionals

have a major role in the success and failure of organizations. Recruit individuals
who are aggressive, out of the box thinkers and nurture the dream of making it
big in the corporate world. Make the sales representatives very clear about
their roles and responsibilities in the team. Develop a lucrative incentive plan
for them. Incentives and monetary benefits go a long way in motivating the
sales team.

❖ Don’t lie to your customers. It is important to maintain transparency.

Communicate what all your product actually offers. It is unethical to make false
promises. Only commit to what you actually can deliver to customers.

❖ Know what your competitors are offering. It is essential to do a SWOT analysis
of your organization to know its strengths, weaknesses, threats and
opportunities. A marketer must know how his product is better than his
competitors.

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