Sales Management

By: Jose Vanegas


Intro

Sales remain a woefully misunderstood profession. As far as the general public goes, a salesman who has tremendous skills can be somewhat of a nuisance. After all, a good salesman will probably try to sell them something when they don’t want to be bothered! Of course, the general public deals with salesmen everyday and many of the items in their home that are absolutely essential for their day to day functioning come directly from a sales professional. Sadly, sales professionals of this sort just don’t get their due.

Sales Management is the driving force behind salesmen.

Now, it is not just the salesman who does not get his just due, but also the sales management professionals who oversea sales operations to make sure everything runs properly. While it might seem that the well dressed salesman who congregate in an electronics shop appear to be performing their job in a random fashion. The reason that the randomness (walking around apparently without direct supervision) maintains and effectiveness is that it is neither random nor without supervision. A sales management professional has organized and orchestrated the sale force properly so it can function effectively. That is sales management at its best.

Sales Management derives from organizational skills

Ultimately, sales management is highly reliant upon the organization skills of the entity that is undertaking the sales venture. That is to say, sales management is exactly what the name sales management would imply: it is the ability to oversee and properly orchestrate a business that relies on sales its primary function and revenue generator. When the ability to properly manage a sales related business is compromised due to disorganization, the destabilization of the company may be imminent. Proper sales management can never be stressed enough.

Telemarketing without proper sales management is organized chaos

If a telemarketing center is contracted to sell newspaper subscriptions, the sales management of such a venture is quite a bit more than simply pulling out the White Pages telephone directory and calling random names. Then, at the end of the day, having the employees toss the White Pages directory over their shoulders and head home. At 9am the next day, the process repeats as the employees pick the directory off the floor and start dialing up random numbers once again. Clearly, this is not the best example of proper sales management that will propel a telemarketing company to the forefront of profitability and expansion. Actually, it would be the proper sales management method of bankrupting a competitor if they could be convinced to follow this model!

Telemarketing with proper sales management is a successful venture

When proper sales management is employed, a telemarketing call center can effectively function. With proper sales management in place, a database of potential leads will be maintained. The list will contain names, phone number, addresses, etc and the names on the list will be credible leads. That is, proper sales management will eliminate from the database the names of any individuals who have no intention to purchase, but will tie up a salesman for seemingly no purpose; proper sales management will eliminate any names from the list who are on the federal “Do Not Call List”; proper sales management will make sure that the same names are not called repeatedly or too frequently; proper sales management will prevent poor organization from undermining the sales force’s and the company’s ability to generate income.

Proper sales management derives from organizational software and aids

Attempting to institute any type of sales management plan without using proper business or office aids will simply undermine any serious attempt at decent sales management. To try and organize a call list by instituting the rather useless sales management policy of scrawling the names of potential leads in a loose leaf notebook would be fairly silly. It is also not an unknown concept. Many businesses still employ the ‘old school’ method of logging sales management information on paper and they do this to the detriment of their business. Poor sales management conventions are simply self-defeating. For sales management to be effective, a comprehensive sales management software system needs to be installed.

Avidian provides excellent sales management solutions

Avidian has been a leading producer of sales management software and there is good reason for this: the sales management tools that Avidian have produced have provided many companies with the sales management software support that makes proper sales management possible. Again, without a proper software of technical infrastructure to provide a backbone to a company’s sales management needs, then the ability to institute proper sales management duties will be highly compromised.

Prophet is the top of the line sales management software on the market

Avidian’s top sales management aid is the Outlook program Prophet. Prophet’s ability to organize sales management needs is highly effective and innovative, which are two traits that can jump-start any sales management venture. So what sales management aids does Prophet offer? Comprehensive sales management tools such as tracking sales and trends; proper contact management which is, of course, a major part of properly functioning sales management; and sales management reporting tools. Each of these three items by themselves is crucial to the proper sales management functioning of a company. When all three of these sales management items are combined, a company’s ability to perform quality sales management increases exponentially.

The sales management ball is ultimately in the court of the decision makers

To those who look at sales management with an uneducated eye, the importance of sales management software may be undervalued. To those who understand the benefits of sales management software, however, there is the potential risk of overvaluing sales management software’s contributions and this is equally dangerous.

Avidian’s software, while highly prized, is only as good as the sales management skills of those running a sales related company. That is to say, if the sales management decisions and policies of the people running a sales firm are weak, not sales management software can change a company’s self destructive course. What decent sales management tools can do, however, is eliminate the common minor problems that plague a company and drag its productivity down.


Many of today's most successful large and small businesses have chosen Avidian's CRM Software as their sales management and contact management software.