Sales administration (definition, characteristics and processes)

The Sales administration, is responsible for the discipline that facilitates this process to keep operations, customers and suppliers up to date. It is currently carried out thanks to various programs that allow the execution of sales statistics by customers, vendors and teams detecting weaknesses early and facilitating corrections adequate.

This administration allows the employer to carry out an analysis of which stages of the process could be providing difficulties in the flow of sales activities so that you make the appropriate decisions and from that way to avoid them.

Sales management features

Among the most important features are:

• It allows the follow-up processes and the closing of business opportunities.
• Keeps customers and vendors informed.
• It is a system that is managed through various CRM applications, which allow grouping sales processes and statistics that evaluate all those who participate in the sales teams.
• Create reports and indicators that mediate performance under strong models that provide clarity for everyone involved in sales.

Sales management process

This administration is the basis that the development of a company's sales pursues and includes the following series that are related to its processes:

Formulation of sales programs

The sales program must take into account various factors that the company has to face. Sales executives plan and organize general personal sales activities and complement them with strategic elements of company marketing.

Sales program application

This phase involves the selection of the appropriate personnel, the creation and implementation of policies and processes that direct the effort that leads to the desired objectives.

Evaluation and control of the sales program

Evaluation relates to the execution of methods that monitor and evaluate sales performance. In case it is not satisfactory, adjustments can be made to the application or sales programs.

Sales Management Fundamentals

This system focuses on two fundamental aspects:

Personnel management

It is necessary to lead and group the team in order to achieve the desired objectives. Involving encouragement and training are factors that lead to success, as well as performance evaluation and corrective actions.

The comprehensive strategy

Designing and implementing a business strategy helps you understand marketing in conjunction with business strategies and objectives. The continuity of good monitoring and analysis leads to a successful development. To achieve efficient management of resources and the established goals, the following must be taken into account:

• Planning: It deals with the determination of the objectives that contain previous results, marketing strategies, policies, specific procedures, programs and the current position in the market.
• Recruitment: It is essential to group the qualified team and define the integration relationships so that the objectives can be achieved.
• Training: Facilitate the knowledge and the necessary tools lead to the execution adhering to the previously established policies and processes.
• Leadership: The conviction is the beginning of the achievement of the goals, the guidance and monitoring of resources are essential.
• Control: Carry out a constant monitoring of results and validate the execution of the planned agreements, allow the driving towards the goal and the corrective actions at the precise moment.

Trends Affecting Sales Management

To successfully adapt to these trends, today's companies are applying the concept of sales management, since the managers of this field each day they acquire more knowledge about marketing activities and teams have obtained a better performance in relation to this system.

Nowadays, companies, companies that wish to evolve, grow and maintain themselves, must expand and put this concept into practice and give the greatest importance to the training and selection system. That is why different trends allow this work to be more complex due to the following:

• Increasing customer expectations.
• Development of technology and communications.
• Growth in cost control.
• Intense foreign competition.
• Initiative of women to get involved in the sales career.

Every company needs a sales team and efficient sales management. Regardless of the amount of resources allocated to promotional activities, you will always need a sales executive to oversee and capitalize on your marketing efforts. The success of this system can be achieved by establishing the purpose and vision that guides the team to achieve the objectives set.