Your product is starting to be known, customers are delighted and it seems that they are starting to use it more and more. Now is the time to promote your sales force. The first step in the process is, therefore, to know what the sales force is. Then we will see some examples that will help you sell more. Show
But where should you start? At this point, it is normal to get stuck and not know how to do it. Imagine the salespeople acting like pirates screaming “Prepare to board!”, setting out to sell without anything and nobody stopping them. The reality is quite different. Only a few salespeople are able to take such initiatives and achieve their goals without collateral damage. Many sales managers think that hiring the best sellers and letting them take care of everything is the cure for all their ills. After all, it’s the smartest thing to do, right? However… According to a study from Exevi in Spain, only one in four companies defines itself as proactive in improving its processes, thanks to a well-documented and structured digital approach. If your idea was to hire a few salespeople to let them sell on their own (like pirates), unfortunately, this is very unlikely to work. Any approach to success will fail without an organizational structure that matches the value chain and culture of your business. What is sales force: definition and examplesSales force is made up of all the people in the company whose function is to respond to demand with an offer. Generally, these are the members of the sales team whose mission is to achieve turnover. Sales promotion is generally a task managed by the sales team. Sales management is, among other things, responsible for:
Sales management must also monitor and take the necessary measures to achieve the objectives set. Thanks to technological progress, the control of the sales force (its other name), is now done through commercial software, reporting, and management tools like commercial CRM solutions like Efficy CRM. That being said, today we’ll be looking at three essential ways to manage your sales team. 1) Organization of an isolated, even lonely sales forceThis organization is based on the traditional expression “sell or die“, so popular in the commercial world. Its poor organizational structure has only a few elements:
And that’s all! Each salesperson is solely responsible during all phases of the sales process: it is he or she who must generate prospects, qualify them and close the sales. Do you know what’s going on? Without a frame of reference, aggressiveness increases. In addition to the competition in the market with your competitors, competition is invited within the teams themselves. Take the example of a real estate agent responsible for promoting properties almost alone, he or she publishes offers on Internet, calls prospects by phone, shows them properties in the hope of closing the deal, regardless of the rest of the organization members or their goals. He or she quickly risks being lonely and wanting to crush his or her colleagues. Advantages of an isolated sales force organization:
Disadvantages of organizing an isolated sales force:
2) Organization of the sales force production chainIt is a famous organization in the industrial field. It consists in organizing the production processes sequentially to obtain greater efficiency at each stage of the chain. This can also apply to salespeople to cultivate and refine the treatment of customers during the process. This organization thus divides your external or internal sales force into four different teams:
Having specialized teams, make it is easier to measure the results of each. You can already start this specialization with only two sales forces. One is dedicated to prospecting new customers, while the other is dedicated to signing sales. Based on the Pareto rule, “the 80-20 principle”, you will know when to set up new stations within the assembly line. When your salespeople spend more than 20% of their time on a secondary mission, perhaps it is time to create a new specialized sales team. Advantages of organizing the assembly line:
Disadvantages of the organization of the production chain:
3) Organization of the sales force in capsules or clustersTout comme sur la chaîne de montage, l’organisation en capsules se distingue par la constitution d’équipes étroitement unies, dans lesquelles nous retrouvons différents profils, tous ayant le même focus : le client. For example, a six-person sales capsule can be organized as follows:
Small groups with specific missions are created and each person is responsible for the entire journey of specific customers. The roles are the same as in the organization seen above. Only here, the competition is between the capsules. Each capsule strives to win new customers, applies different sales techniques to close the deal and then dedicates itself to maintaining customer satisfaction. With the capsules, you get a more modular and flexible structure than with the traditional model. Success is measured by capsule, where each member of the sales force has a broader and holistic view of the business. Advantages of the sales force capsule organization
Disadvantages of organizing a sales force capsule:
The capsule structure of the sales force is a more refined version of the production chain. It is ideal for start-ups looking to optimize their commercial resources to attack new markets or new business sectors. When organizing your sales team, you need to achieve two basic goals:
Always look at your competitors: how do they structure their sales teams? It is not necessary to imitate them, but if they do it in a certain way, it may be interesting to ask why. In short, to properly structure your sales team with or without hiring a sales manager, you just need to know which organization would yield the best results. For that, don’t forget to ask yourself the following questions: “What kind of team are we? What kind of culture are we trying to create? The team you create and the way you do it will give you the clues you need to know how your business is doing and where it is going. And if you want to know how to sell to your customers, apply these recommendations and try to see what types of sales would be most effective in your context. It is on this basis that you will create sustainable growth. Learn more about: 5 sales tools that can help boost your business What are the major tasks involved in managing a sales force?An effective sales management process includes hiring and training a skilled sales team, setting team-wide goals, developing a sales strategy, managing leads, forecasting, and reporting.
Which of the following are primary functions of sales management?Although the role of sales managers is multidisciplinary in scope, their primary responsibilities are: 1) setting goals for a sales force; 2) planning, budgeting, and organizing a program to achieve those goals; 3) implementing the program; and 4) controlling and evaluating the results.
What is the sales force responsible for?The sales force is the employee force of an organization that is responsible for selling the products and services. The primary functions which are included in the sales force definition are the interaction with the customer.
What are the primary steps in sales management?What is the sales management process?. Setting goals for the sales team.. Formulating a sales management strategy to achieve those goals.. Executing that strategy while managing and motivating staff.. Evaluating and reporting on results of the strategy.. |