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Sales Management

Sales management is an important part of an organization’s business cycle. More than any other group in an organization, the role of a sales team is probably the most crucial one, since it has a direct impact on an organization’s revenue.

Whether you are selling a service or a product, sales managers are responsible for leading the sales force, setting the objectives for the team, planning and controlling the entire sales process, and ultimately ensuring the execution of the team vision

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Sales Process

No two businesses are the same, and the same logic applies to building a sales process. Ideally, your sales process should replicate the buyer’s journey and it should be clear and self-explanatory, even for a newly recruited sales rep to understand

A solid definition of a sales process would be: A planned series of activities at every stage of your sales pipeline used as a roadmap for moving the sale forward. The sales process begins with the contacting of a lead and ends with the closing of a deal.

Great prices lead to a great return

Design, implement, and adjust your pricing strategy to maximize revenue.

Use pricelist rules to compute the right price based on customer conditions.

Convince customers to buy more with discounts and coupons.

CRM system as a sales management software

Sales is all about getting the right data at the right time, and CRMs have considerably improved the ability to do that, by providing an organized sales pipeline for any business. Also, any information that enters and exits the business cycle is easily captured in a CRM application so that you won’t miss out on any key information when dealing with customers.

We’ve listed a few key CRM features that will help businesses greatly improve their sales performance.

Lead Scoring

Lead scoring should be the first step in your sales process, and so it becomes incredibly helpful to have a system that can automatically score leads as they enter your pipeline. Lead scoring helps sales teams identify the real value behind the different leads in their pipeline and set realistic targets for themselves.

Live Chat

Live chat is another area which has changed the way businesses engage with real -time website visitors. Live chat software ensures sales teams qualify leads in real-time and personalize their sales pitches before they move into the next step of their sales process.

Built-in Telephony

It’s no surprise that sales people spend the majority of their time talking to their prospects. However, it becomes difficult to communicate effectively if they don’t have a telephony system that integrates with their CRM. This is where a cloud telephony system helps sales reps.

Process Management

CRM helps you create a sales process unique to your business. As your organization grows, it’s important that your sales management process becomes scalable. This can be easily achieved using a scalable process builder inside your CRM. Having a process mapped out helps sales reps keep focus while prospecting with the knowledge of what to do at every step of the sales pipeline.

Email for Salespeople

It can be easy for sales people to miss important emails with a traditional email client. However, when your email and CRM system are able to talk to each other, you never have to miss out on another important sales email again. That way, the most important contextual emails show up first rather than sequentially.

AI for Sales

Artificial intelligence is no longer a buzzword. It’s now become an important part of the modern sales strategy. As a sales manager, you want your sales reps to spend less time on manual data entry and more time talking to prospects. You can automate most of your tedious data entry tasks with the help of an AI-enabled sales assistant.

Territory Management

When your sales team is spread out across multiple geographic locations, territory management becomes one of your top priorities. Built-in CRM territory management functionality helps you define a sales plan and allows you to structure your team based on parameters such as geography, type of business, and expected revenue.

Commission Management

Nothing motivates a sales rep like a reward for their good work. One way of rewarding them is setting up an effective commission management system as a part of your sales process. A CRM system automates this process instead of requiring you to manually split, calculate, and assign commissions.

Sales Analytics

What’s the use of data without analysis? When you accumulate massive amounts of sales data, it’s important that you have a sales mnagement software in place that helps in sales tracking, spotting key trends and ultimately helping you make better future decisions. As a sales manager, you’ll be able to keep tabs on your key performance metrics, pipeline, and targets for the month.

Sales Automation

Automating your sales process is key to improving your productivity. Automation helps reps spend less time on admin work and more time on planning and executing their activities.

Order & contract sorting

Automate operations and focus on customer relationships and revenue

From quotations to sales orders

Convert quotations into sales orders with a single click, or let the customer sign off on it with a simple electronic signature.

Contract management

Invoice customers based on time and materials, easily record contracts and track invoicing phases, maintain renewal and upselling opportunities, and manage your subscriptions with Odoo’s recurring contracts

Let your customers help themselves

The customer portal gives your customers access to their quotations, sales orders, and delivery orders. Save time and use Odoo Sign to easily get signatures on NDAs, contracts, or any PDF document.

Setting up a sales process for your business.

Here’s a step-by-step explanation of what you need to do at every stage of the sales cycle to maximize your chances of converting those promising leads in your pipeline.

Qualify Lead

Once a lead is identified as ‘Qualified’ by your marketing team, it’s your sales team’s responsibility to convert the lead from a MQL (Marketing Qualified Lead) to a SQL (Sales Qualified Lead). This makes it clear that the lead is worth pursuing by the sales reps. During this step in your sales process, your team will qualify leads through a process known as lead scoring.

Learn prospect’s needs

Once your sales team qualifies the leads that are in the pipeline, it’s the responsibility of the sales manager to assign qualified leads to their sales reps. Lead assignment can be done based on a variety of lead parameters, such as country, industry type, size of the organization, and number of users.

Address the Problem

Once you’ve established initial contact with your prospect and you’ve clearly understood their needs, the next logical step for a sales rep is to address the problems that the prospect currently faces in their system. Remember, every sale is a solution to a problem. Your customers can give you clues about the problems that they face on a daily basis.

Present the Solution

Sales reps have to remember that they are selling solutions to business’ problems. Once you understand a prospect’s current problem, sales reps have to create a compelling presentation that demonstrates their product’s problem-solving capabilities.

Sell value

Selling just doesn’t stop with you pitching your product. Today’s customers have a variety of choices as they look for a product solution in the market. Prospects can evaluate other competitors and it’s your responsibility to highlight your product’s value to your prospect’s business

Negotiate and Close

You’ve worked hard to demonstrate the value of your product. The buyer is considering a purchase and you’re one step away from closing the deal. It’s the stage of your sales process where you and your prospective buyer will decide on the terms and conditions, validity, and services offered as part of the deal. The buyer can always ask for discounts, and sales reps will have to negotiate within your organization’s policies on discounts.

Onboard efficiently

In business, you don’t just close a deal, you create an opportunity for a lasting customer relationship. The real value of the purchase is gained from the buyer using the product. Ideally, this will lead to repeat customers for your product. You need to ensure that all your product updates reach your customers at the right time, and always aim to educate them about new features. Send out surveys, find out how they’re feeling about the purchase, and impress them with a quick response to any complaint.

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Sales Management

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