Though all the departments of any organization are indirectly focused on driving sales, sales management as a term applies to that section of the business that directly interacts with lead or prospect and tries to get them to make a purchase. It is the process of planning, staffing, executing and analyzing your sales team and their goals and results.
You need to know what channels your target audience would be present: both online and offline, the geographies where you would need to be present and the method that you are going to use to sell to them.
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Once you have designed your sales plan, the next logical step should be to staff your sales team. This is vital since the competency of your team would reflect on your entire company.
Here are some sample factors that you may have to consider
before you hire any one for your business:
- If your target audience is more localized, then you need someone in the team who can speak the local dialect.
- If you have multiple locations, you would need sales people familiar with the area.
- If there is a need to travel to different locations as part of the job, then the people you hire should be willing to travel.
- If you are targeting different time zones, then the sales team should be flexible about their timings as well.
Once you have your requirements in place, you can test your candidates for a selling aptitude, and you have yourself a powerful sales team. It is also important to ensure that you train your team well on the product/service that you are selling as well as the nuances of the industry and the competition.