Sales Untangled: A beginners guide on Sales Management

In the last few years, businesses have taken a big leap and have been evolving rapidly ever since. The means by which they use to operate might vary from business to business, but the end goal for them is revenue that directly correlates with higher sales. Have you ever felt like your sales team is not being able to meet the targets? If yes, we have got you covered. 

Did you know, Increasing customer retention by 5% boosts profits by 25%–90% and having solid sales management is a good place to start.  A vast majority of businesses reported a drastic surge in their sales and revenue after incorporating the following techniques and tips that we have curated for you.

Define your Goals: You’ll never achieve your sales targets unless you set a definite, realistic goal. Leverage and decide what will benefit you the most, identify the correlation between profit margin and number of sales and set KPIs for your teams to ensure they have everything you expect up their sleeves. A clear idea of your business trajectory helps you foresee things and plan things accordingly. 

The Right Team: A good sales rep is much more than a good seller. Hire a group of individuals that are willing to evolve every day based on business requirements. A team of people that positively incorporates feedback, shares new ideas & insights and communicates their requirements freely helps your business in the long run. The key here is fueling your sales team with self-driven individuals and making sure that they are effective with their product knowledge.

Tools and Resources: With your team all set, the next step is making sure that you have the right resources and tools to work with. Good systems(PC), software to get in touch with your customers, an internal communication tool for your team, power backup and a Tele CRM tool or software that helps you keep track of customer information and their preferences are a few prerequisites when setting things up. Modern-day tools such as SalesCaller.io, a customer-centric platform that can streamline all your business communications are currently the market leaders and might turn out to be a worthy investment for your business.

Leadership: Understand this, a good leader is much more than a “Boss”. Leaders tend to stand ahead in every situation and set an example for others to follow. A great Sales Manager wears multiple hats, tries to figure out if you are lagging somewhere as a Sales Manager, brushes up on your product knowledge from time to time, and always welcomes opinions. The goal here is to be approachable, encouraging your team to share ideas and keeping them in the loop.

Training: Timely team interactions, meetings, and product enhancement sessions play a vital role in keeping your team productive. Question-answer modules, presentations, and quizzes have been a common practice to engage employees with product training. It is just not your team though, you need to monitor and figure out the areas where your team members or team is lagging so you can help them with appropriate feedback on where they need to focus or improve.

The Framework: A well-structured team is usually more effective when it comes to assisting customers or resolving queries and now that you have it, the next step would be assigning roles and responsibilities between them based on their skill set or expertise so that things keep on functioning with ease.

After Sales and Service: Customer was, is, and will always be the king! Now that you have rolled the dice and business has picked up momentum, all you need to focus on is creating a beautiful customer experience. Do not misunderstand this for a Sale, the real test begins after the sale. With roles and responsibilities assigned between teams ask them to prioritise who needs an immediate resolution and what issues keep recurring with the same product/service. A few DOs and Don'ts for this are,

• Never deny a customer who wants to speak to a supervisor or a manager.

• Do not make any unrealistic promises.

• Be honest with the customer, even when the answer to their question is “No”.

• Never make a commitment, Ever!

• Always be honest about how much time you will need to resolve the query.

• Always welcome their feedback and reviews positively.

• Ask them if there is anything you can do to make their user experience better.

• Value their privacy and time.

Product Value and Feedback: Words can do wonders, and so can reviews and feedback. You need to understand that the customers reciprocate their ideas freely on how their experience was, if they liked the product/service, and if they think some improvements could be made. Making them suggest your product/service to their friends and family ain’t child’s play, it can only be achieved when you value your customers, their feedback, and create an unparalleled experience they never had before. One that puts them at the Heart of everything.

All the above pieces come together to become a broth that I like to refer to as, “ Soup for a Successful Sales Team”. Incorporating the facts and ideas in your business will ensure that you are at the top of your game when it comes to Sales Management!

The average sales conversion rate across all industries is 2.46%–3.26%, use salescaller.io and elevate your chances for better sales management thereby elevating your sales!