For the uninitiated, ‘Sales Force’ may appear to be single handed proprietary ownership of the “Sales Force” global corporation. But it isn’t so oblique!
It could be a new knowledge that the word ‘sales Force’ has much higher practical and historical significance than its present state of association. It’s a collective approach to manage your sales responsibilities that has the potential to bring about incremental results. This also enables your sales teams to be more effective in their approach that leads to higher number of deal closures with minimum effort.
In other words, the sales force lets you set, co-ordinate and pursue your sales goals to their completion. This also help you maximize each potential opportunity.
Oxford Definition of Sales Force
Let’s go beyond the well-positioned brand identity that pulls some serious gravitas within the SaaS business software market.
Actually, the term ‘sales force’ was used much before it was adopted by “Sales Force Corporation.”
According to Oxford dictionary, sales force describes the cumulated utility of the entire sales prowess of an organization.
In this sense, the organization’s Sales Force should comprehend and focus all activities related to the single-minded pursuit of a single activity – generating organizational revenue.
In other words, your sales force is constituting the activities of your employees to generate higher sales.
For example, as in the following sentence.
But, the question becomes whether the ‘sales force’ attitude result in incremental revenue growth?
The answer is ‘not necessarily.’
Every organization should focus on creating an all-in ‘sales-force’ approach that incorporates multiple aspects of your sales management. In other words, sales force enables your team to target and pursue your end-to-end sales agenda.
Establishing a Sales Force Approach
Today, we are all the participants in a highly competitive and constantly changing marketplace. There is always multiple trained sales reps competing for every prospect.
It’s also an incredibly hard task to gain and manage traction in this competitive marketplace.
Even if you are able to occasionally attract sporadic prospects through individual efforts, but these don’t necessarily build up to company-building revenue performances. Meanwhile, it’s also a highly stressful proposition.
The sales force approach is a possible answer to tackle these steep challenges. It’s a strategy to stimulate and manage your sales responsibilities through a series of connected and combined activities. All these act to amplify your final sales performances.
By having a sales force approach, you can filter your prospects at their basic level. This helps you to filter and understand your complete prospects through your consumer understanding.
In this way, you could equip the sales team to attract an influx of high quality prospects. You can also manage your prospects to gain visible traction in a complex environment.
Elements of a Good Sales Team
Do you have a unified sales front to manage opportunities? Are you able to pursue each opportunity to its better result?
Organizing the Team Hierarchy
Ideally, a sales team should be able to organize around a good vertical hierarchy. This helps you facilitate a streamlined flow of instructions and eliminate decision making errors that turn egregiously costly.
Here, the sales Force approach could be your centralized system of decision making
Consistent Performance Evaluation
It’s no surprise that all sales professionals are judged based on their particular sales acquisitions.
As achieving the biggest closures are their only objective, this can’t have a possible alternative.
The sales manager should have a consistent and direct ability to analyse your current sales performances. It also allows provision for sudden tweaks that could bring a big U-turn in end results.
Impact of Sales management and Automation
Based on the elements of sales force already mentioned, you may need to derive a comprehensive approach.
This requires you to have a tight integration between different sales functions and sales activities. You could also learn to drive a coordinated flow of activities.
These higher levels of sales utility are achieved through a sales management and automation platform. This helps you to potentially shorten processing for each lead, letting you focus on more important tasks.
If you want to be successful, your present day sales team can’t afford to be made up of a group of lone performers. You need to create tight cooperation and understanding between your sales team to create a unified sales front. The sales-force system is intended to equip your teams to manage the modern sales challenges.
Now conceive a Sales Force approach to organize every facet of your sales challenge.