For effective management of the sales section of any business, the introduction of a sales automation system is recommended. This is frequently used in conjunction with a Marketing Information System (MIS). Basically, the system tracks and records the progress of the sales department.
The sales manager can monitor all contact the sales staff is making with customers, the purpose of the contact, and any required follow-up. This will decrease the risk of a customer being canvassed by more than one sales representative, which can be extremely irritating. Overall client service is therefore improved.
The sales team will have to manage their time more competently and effectively, so the company’s level of productivity should increase. This is also applicable to the sales manager. With good productivity, the company will be able to stay ahead of its competition by offering better prices, increasing market share, and increasing revenue.
As soon as a sales person has seen a client, the feedback can be immediately fed into the system. The sales manager can access the information without having to wait for the usual weekly report. All data is processed in the system and presented by way of charts, graphs and tables. This eliminates the many hours spent collating all call sheets at the end of the week.
The sales manager will have instant access to all activity reports, confirmed orders and other relevant information. She or he can then immediately confirm stock and calculate discounts. Essentially, the sales manager has total control of the whole sales process and is able to pinpoint any problem area and deal with it immediately.
When reporting to management, the sales manager will have all relevant data at his or her fingertips. Management efficiency will also improve and, once again, the customer will benefit. A sales automation system is also able to provide market research data regarding the company’s competitors. This includes the competitor’s latest products and new campaigns, as well as general information about market trends in a particular industry.
For more information on sales automation, 1-to-1 marketing and sales communications, sales force automation, and secure communications from Sendside, the leading customer communication platform for businesses and a communication network for individuals.