Sales management is accomplishment of an organization's goals related with its sales in an effective and proficient manner through different management techniques like planning, hiring, training, motivating & supervising. The process of sales management is a four phase model and it is substantial for organizations in planning their sales process (Calvin, 2004).
However, sales management is related with the procedure of promoting customers to exchange their funds for specific goods and services but it also include various other activities in which one that is most significant is adoption of different methods and techniques to optimize sales personnel performance (Honeycutt, Ford & Simintiras, 2003). The organization selected here, for understanding sales management is IBM.
IBM is a multinational computer, technology and IT consulting corporation. It’s headquarter, is situated in Armonk, North Castle, New York, United States. Being the world's prevalent technology company and the second most important global brand, the company significantly manage its sales management process (About IBM, 2010). Due to its effective sales management only the company has become able to attain its present position. The company is able to optimize its sales personal performance due to the use of different management techniques, which are as follows:
One of the most significant management techniques used by IBM to optimize its sales personnel performance is planning. With this technique, the company management establishes goals and objectives for a future period so that everything can be undertaken in a planned manner (Calvin, 2004). This technique spans all levels of management that in turn assist sales personnel in attaining their goals. This technique, assist sales personnel in identifying why to undertake an action, what action, how to take action and when to take action.
This management technique is used by IBM for managing fundamental cycle of human resources activities, identifying the needs of their sales personnel, recruiting, selecting, hiring, training and developing staff members (Luthans, 1998). It is usually undertaken to manage the needs of sales personnel and self sales goals.
This management technique is adopted by organization and its employers to provide the salesperson job related culture, skill, acquaintance and approaches that result in improved performance in the selling environment (Honeycutt, Ford & Simintiras, 2003). It includes training related to job description, product knowledge, company information, market understanding and different selling tools and techniques.
This management technique is used by the company with the management of three significant dimensions of salespeople, which are intensity, persistence and direction. Intensity pertain to the amount of metal and physical effort out forth by sale people; persistence elaborates the choice of sales people to expand their efforts over a period of time and direction describes the way of their efforts will be spent among different activities (Calvin, 2004). By managing all these dimensions with the help of different motivating, compensating and indirect incentives factors one can easily motivate his salespeople.
With the help of this technique the company manages the leadership patterns of their sales people and this assist in moderating their leadership styles in an effective manner so that they can continuously attain their sales goals (Honeycutt, Ford & Simintiras, 2003). This increases the performance of salespeople as they start believing that their company and employers are concerned about their performance enhancement and growth.
Sales Management Tools
For making its products and services available to all its customers in different...