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SalesMax CRM - Sales Management Tools

A well-run management team is capable of making a significant impact on improving the company’s sales. Having obtained detailed information about each employee’s work the manager is able to make timely management decisions to adjust sales plans and adequately correct the company's development strategy. The key points of management are the mechanisms of setting goals for the staff and monitoring their accomplishment. Let’s dwell on each of these aspects.

Setting objectives

Human perception of information implies that voiced words go directly to the brain, where they are immediately and processed. Unlike visual information, which is pretty much filtered in the process of perception, audio information has direct action. Therefore, important, urgent things must necessarily be voiced directly to the executor. In contrast, putting through the longer-term tasks that can be done later orally doesn’t make any sense, because chances are the next day all the important details will be simply forgotten. Such things must be necessarily written to allow the person responsible for their execution to later consult the list and refresh their memory.

If the manager wants his assignments to be fulfilled - he is simply obliged to ensure that all the assignments are written down by the executor, even better if they can be added directly to the employee’s list of routine matters. The presence of such tool is an obligatory attribute of a successful company.

Another important task of managing the sales department is to set targets to be achieved by employees in the stipulated time frame. It’s necessary to establish explicit reference points, be it the number of meetings held, the amount of sales or other indicators about the achieving of which the employee should know in advance. The presence of a clear, albeit not easily achievable goal is very important, moreover, the goal itself must be understandable and the ways to achieve it should be known in advance.

Accomplishment Monitoring

Despite the fact that the work is done by responsible and conscientious people, in most of the cases employees’ work requires constant monitoring. Moreover, realizing the fact that the process of execution will necessarily be controlled adds extra motivation. Therefore, the staff should obligatory report on the work completed. The reporting procedure itself is very important. If your employees procrastinate writing the report, and are required to report about all the work done only at the end of the month, you’re risking to receive inaccurate or completely false information. And vice versa, the less time passes from the moment of the task execution to making a report about it, the more accurate the data will be. Reducing this interval allows achieving not only the increased accuracy of the data, but also getting a more timely response to the changes on the market and in the team.

Access to Information

To be able to increase the quality of their work with customers the employees should have as much information as possible. Awareness of the customer’s needs, the history of the negotiations and financial relationships and key preferences often becomes a major competitive advantage. That’s why the employees should on the one hand have the full information about each customer, and on the other - not to have too much access to information that is beyond their competence.

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