For business owners, especially in distribution fields, the field team (sales force) becomes one of the spearheads of business success. However, in practice, sales management or sales force management is still a big challenge.

Salesforce development programs sometimes become just routines. If the sales force management is not executed in an intense & personalized manner, problems such as high employee turnover or lower performance may occur. Hence, proper sales management plays an important role for business.

Sales management includes managing, developing, controlling sales, coordinating sales operations, and implementing techniques that help companies achieve their sales targets. It also includes recruiting, assigning, supervising, and motivating the sales force.

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Why is sales management critical?

Not only managing sales personnels, sales management also contributes a lot to the business. Overall, according to The Investors Book, sales management has several benefits:

1. Realizing company goals
2. Managing sales force
3. Better strategic planning
4. Maximizing sales
5. Building strong relationships
6. Optimizing distribution
7. Assisting management decision making
8. Increasing profitability
9. Developing each personnel
10. More advanced product development

From the points above, sales force management is one of the crucial things that must be considered to increase business growth. The sales force usually works closely with the sales and marketing division. Plus, they also deal directly with customers so that they automatically become the face or representative of the business.

To create a top sales team, apply the following tips:

1. Set business goals

Sales strategy must be adjusted to the business objectives. Start from the formation of the sales team structure and strategy execution to sales systems and procedures.

2. Select candidate wisely

Choose candidates who meet the required competency standards and who at least have knowledge or skills relevant to the sales team function and company goals.

3. Training and coaching

Set an introduction to the environment, culture and basic rules of the company is needed by the newly recruited sales force. Similarly, structured and continuous training and coaching to build a quality team, especially their mentality and attitude.

4. Set sales team goals

In contrast to company goals, sales team goals are more specific. For example, you can interpret the plans into sales targets and KPIs (Key Performance Indicators). After that, conduct regular progress monitoring.

5. Sales team management

Once the sales team’s goals are established, strategies can be created easily. This is where the strategy must be realized in an activity plan. Determine the obligations of each function and carry out routine monitoring of the programs that have been made.

6. Team motivation

Last but not least, support and motivate the sales force. Team relationship is a factor that immensely affects the sales team’s performance. It can be improved by hosting activities such as team building or mini-games. Performance appreciation is also essential to increase their enthusiasm for work.