TOPIC – MANAGING SALES

INFORMATION

PRESENTED BY – PRIYANSHI
BEGANI
 INTRODUCTION
Sales are the amount of merchandise and products sold by a company
during a specific time period and are the main revenue-making unit in
any firm. A sales team works together to create sales, boost profitability,
and build and maintain connections with customers for customer
retention and brand loyalty which makes it an essential part of a
business.

The sales team bridges the gap between potential customers’ demands
and the products/services offered by the organization. A good sales team
enables you to obtain qualified leads and clients who add value to your
business. As a result, if the company has good sales, the overall growth
of the company increases. Thus, the importance of the sales department
in a business cannot be ignored. 
 SALES MANAGEMENT
Sales management is the process of developing a sales
force , coordinating sales operation and implementing
sales techniques that allow a business to consistently hit
and even surpass, its sales targets.

Effective sales management requires a thorough

understanding of the sales process and how different
techniques can be used to drive sales .
TYPES OF SALES MANAGEMENT
While some selling forms are about maximizing sales
volume, others are about driving revenue through high
value account. Each type of sales involves different skills
and activities, so its important to find your niche.

B2c sales management

B2B sales management
Enterprise sales management
Saas sales management
SALES MANAGER STYLES
Academic research frequently discusses the possibility that
personality may make a person more inclined to a specific sales
management or leadership style. Take a look at four sales manager
styles
 Directive. The directive style is a management style that focuses on giving
orders, assigning tasks, and strictly monitoring the sales team's progress.
 Participative. The participative style of management is the opposite of the
directive style. As a participative sales manager, you’re collaborative, focusing
on achieving consensus and involving the entire team in decision-making
 Coaching. Coaching managers support their sales team members through every
step, from prospecting to closing deals.
  Supportive. A supportive manager is always there for their team members,
offering advice and encouragement
MANAGEMENT INFORMATION SYSTEM
Management Information Systems (MIS) is the study of
people, technology, organizations, and the relationships among
them. MIS professionals help firms realize maximum benefit
from investment in personnel, equipment, and business
processes. MIS is a people-oriented field with an emphasis on
service through technology.

MIS professionals create information systems for data

management (i.e., storing, searching, and analyzing data). In
addition, they manage various information systems to meet the
needs of managers, staff and customers. 
 SALES MANAGEMENT RESPONSIBILITIES
 As a sales manager, you’re responsible for the sales team's success. You’ll
perform different tasks, including:
 Recruiting: You’re in charge of hiring and on boarding new salespeople as your
team grows. 
 Training: You’re responsible for ensuring your salespeople deliver the best
possible customer experience and meet their sales targets. 
 Shadowing: To get to know your salespeople and their interactions with
customers, you need to be out in the field with them, on calls, and know how
their behaviors map onto their results on key performance indicators (KPIs).
 Meetings and aligning teams with objectives: As a sales manager, you’ll
facilitate communication between your sales team, support teams, and executive
leadership
 Forecasting and reporting: You need to report on sales performance while
keeping an eye on long-term growth projections—both can inform strategic
decisions about the future direction of your team and your company.
SALES MANAGEMENT OBJECTIVES
A sales manager’s responsibility is to set long-term goals and objectives
for their team. By understanding how sales objectives fit into the
organization, you’ll better understand the big picture and can
communicate better with senior management. Some of the main
objectives of sales management include:
Revenue generation
Increased sales volume
Sustained profits
Sales department growth
Market leadership
Prospect conversions
Motivating the sales force
BENEFITS OF USING A SALES MANAGEMENT SYSTEM
 A detailed view of customer history:  Access to a complete view of customer
interactions–including phone call details, emails, and marketing messages. This is
invaluable for improving your team's sales activity. 
 Automated workflow and reduced admin: A good sales management system
lets you automate repetitive tasks, like scheduling follow-up calls or sending form
emails after meetings.
 Analytics and reporting: A sales management system provides the visibility
needed to make informed decisions. You can review past, present, and pipeline
data to determine what works, and where resources need deploying to improve
performance.
 Data consolidation: A sales management system can combine customer data
from multiple sources into one place.
 Improved forecasting: Not only does a sales management system provide a clear
view of the past and present, but it also provides insight into the future. You can
use historical data to forecast trends, identify opportunities, and set goals. 
INSIGHTS
In today’s competitive market where salesperson are targeting
different kinds of customers, selling different products, sales
data analytics knowledge becomes an essential requirement for
sales managers.

With the help of the right data and the analysis, sales managers
can identify the factors contributing to sales and identify the
areas for future development and much more.

With the emerging of the online sector , it is easy for sales

manager to allocate goods and deliver them.
THANKYOU