The sales team is vital to the smooth running of any business. A company must devote all its efforts to organize an effective sales team, on which the weight of almost the whole company will be practically sustained. Selling our product or service is the objective of any company and we must be aware of how significant is the organizing of sales forces to achieve our objectives.
Criteria for organizing sales forces
This infographic contains the most relevant factors in turn to organize sales teams, based on three fundamental criteria:
- Team structure
- Sales goals
- Client portfolio management
Under these three premises, we’ll be able to better define what we want to achieve from our salesmen while favoring a higher productivity of this workforce, prioritizing objectives and organizing tasks based on what is expected to achieve.
In this section we analyze the sales team structure determinants. It’s very clear in the graph that the most striking factors are customer, area and product.
In order to reach a fully optimized sales force and to meet the sales goals we must take into account a number of issues. In this sense, we must analyze whether there is competition between our own salesmen for working in areas they aren’t entitled and also if there can be a healthy collaboration between these workers.
Client portfolio management
When managing our client portfolio, have we distributed the same number of customers to each salesman? This question can be crucial to avoid having idle members of the sales team while others are having a full plate.
We can also optimize the sales forces organization knowing data such as how much time each salesman spend with its customer. This’ll make it easier to adjust routes and appointments, in turn creating greater productivity.
With this data it’s clear that every bit of help is necessary in order to deal with the problem of zones. However, it’ll be very useful to know that there is already specialized software, such as Bixpe, which help segmenting and web mapping the work of our salesmen.
Using Bixpe software we can control, in real time, the movement of each worker and know when they leave or enter the defined areas. Thus there is no possibility for members of the sales team to work areas that do not belong to them.
The other major problem that we can expect according to the infographic is the attention to the customer portfolio. With Bixpe and the possibility of introducing geographic segmentation, we can have a better control of the number of customers per zone, including each potential or real client Points of Interest existing on the map and within the area that corresponds to it.
Finally, Time is like a sword of Damocles, hanging over our heads. However, estimating the time spent with each client is feasible and simple, thanks to the virtues of a simple localization app such as Bixpe, which allows us to know in real time or analyze it later, the time the salesman has been with the customer and where that worker has been.