What is Sales Force Management?

Sales Force Management is key to successful sales. Create sales training jobs and/or responsibilities to build strong marketing program sales training. And offer your sales group a strong sales commission plan as an incentive to close sales and acquire new customers.

sales force management is an information systems used in Customer relationship Management. marketing and management that help automate sales and sales force management functions. They are often combined with a marketing information system, in which case they are often called CRM systems.

Sales Force Management is a system that automatically records all the stages in a sales process. SFA includes a contact management system which tracks all contact that has been made with a given customer, the purpose of the contact, and any follow up that may be needed. This ensures that sales efforts are not duplicated, reducing the risk of irritating customers. SFA also includes a sales lead tracking system, which lists potential customers through paid phone lists, or customers of related products. Other elements of an SFA system can include sales forecasting, order management and product knowledge. More developed SFA systems have features where customers can actually model the product to meet their needs through online product building systems. This is becoming popular in the automobile industry, where patrons can customize various features such as color and interior features such as leather vs. upholstered seats.

An integral part of any SFA system is company-wide integration among different departments. If SFA systems aren’t adopted and properly integrated to all departments, there might be a lack of communication which could result in different departments contacting the same customer for the same purpose. In order to mitigate this risk, SFA must be fully integrated in all departments that deal with customer service management.

Elements of Sales Force Management

  1. Lead Generation: The Sales Representatives generate the sales lead and then track the potential user by gathering the data and customer related info like phone numbers, tastes, and buying patterns.
  1. Sales Forecasting: Predicting the company future sales based upon the previous sales for a particular period of time; is sales forecasting process. The Sales Forecasting is done for the next tax year or the fiscal year. This enables the company to take important business decisions regarding production, distribution, advertising budgets.
  1. Order Management: A well-executed Order Management System (OMS) results in Sales Boost, Improved Customer retention and Better Consumer Relations. Order Management System is quite a hefty term for a simple concept; delivering Goods and products without or minimum delay is order management.