Sales Management is all about planning, coaching, directing, controlling, motivating and delegating. Every thing that happens positively or negatively normally falls under these broad headings. To pull everything together though and make it work communication will be the key.
In Sales management, communication is the most important factor in making things happen. In fact, a lot of companies have closed, been dissolved, and got bankrupt because of either miscommunication (wrong communication) or dis-communication (lack of communication).
When you talk about sales teams, there is a lot of demand for proper communication in management. The goals of sales teams range from profit, to good relationships with the clients and superiors and even brand management.
When communicating with a sales team, there are three things that you have to consider incorporating in your sales force management scheme.
Zero In on Fortifying the Team
A sales team is a part of an organisation geared towards making profits, revenues and sales. A lot of people think that the best form of empowerment to such teams is money. However, the foremost form of empowerment that they will need is team empowerment.
When you communicate with a sales team, address them as one unit, with one goal, one vision and one mission. Let them know that together they are very strong and that they can affect the market in a drastic way. Let them know that the world out there is a world of alternatives; and if they work smart, their team might just come up with the perfect choice for the customers. Let them know that every little thing that one person does will affect the team’s efforts in achieving their goal.
As the market fluctuates inevitably, the preferences of the consumers also shift. When sales are also fluctuating, the sales team will need an internal company evaluation of their performance. The evaluation should not just cover the amount of money they raised for the company but also for the acceleration of improvement. Also, the market share of the sales team’s products/ services should also be provided by the company.
The thing is, all the necessary documents are held by the company so they can be easily tapped. This is very important because when communicating with a sales team, it is vital that they see figures to match their efforts. Through this company evaluation, the team will find out where their efforts worked and perhaps where they did not.
Give the Customers Some Voice
At some point, a sales team is expected to interact with its customers and clients! Your customers are often the best people to give you feedback on not only the products but also the sales team that is selling it.
One of the best ways to help your sales teams know if what they are doing is working is to survey or conduct some specific market research.This is so valuable in being able to tailor your message to the right customer in a way that will work.
By Michael Williams