How proper sales management helps you close deals

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Correct sales management is reflected in more efficient business follow-up, which allows important deals to be closed in less time and makes investment in personnel or technology more profitable.

But what is sales management and what activities does it involve?

Below, we discuss this and how to improve sales management strategies in an increasingly challenging B2B market.

What is sales management?
A company always expects salespeople to generate as high a closing rcs data morocco as possible. However, this may or may not be met depending on how effective sales management is.

The concept of sales management refers to the administration of the personnel in charge of selling a company's product line. This has to do with how managers monitor the team's performance, but there is also a whole process of planning , implementing and controlling the phases of the sales funnel .

Without going too far, sales management is about having a methodology applicable to the entire sales force of the company, and that takes into account the financial goals of the business. Therefore, it includes other activities in addition to closing, such as lead qualification , follow-up and, especially, prospecting .

Smart Prospecting: Among the Best Sales Management Strategies
A good sales management methodology allows for better sales follow-up and more attractive business closures. This, in turn, justifies the money the company invests in sales agents, CRM software , marketing, and more.

Now, there are many sales management strategies, but some are too rudimentary for today's market, which already operates with tools based on artificial intelligence and Big Data.

We need to focus on more competitive methods than simply registering contacts using a CRM. That's why doing things right from the prospecting stage is the best strategy.

More than 40% of salespeople say prospecting is the most challenging part of the sales process , followed by closing (36%) and qualifying leads (22%).

Prospecting is the starting point for successful sales management, which means that if our business is not doing things the right way, the later stages will not go well either.

How does prospecting relate to better sales follow-up?
Salespeople spend only a third of their day talking to prospects. 17% of the day is spent searching and researching potential clients and 12% scheduling calls.

While this is all part of sales management, it means less time to close sales and increase company revenue.

Instead, if we view prospecting as a sales management strategy, prioritizing the use of advanced methods such as iteration, the sales force will be able to focus on following up with potential clients and improve the closing rate. In the medium term, agents will have less to do and more business to close.