The traditional sales department structure is built around a sales manager and their representatives. Managing sales teams has evolved with the use of digital tools.
No longer are representatives limited to knocking on doors and making phone calls. They are now using digital sales and marketing tools to talk to leads online. Sales management training seminars help transition sales team from traditional sales management models to modern tools.
Among the tools of online sales is the sales funnel. It starts off with defining your target audience. Feeding them information using content marketing techniques. As prospective clients go through the funnel, they move from being email and newsletter recipients to buying products and becoming repeat customers.
The sales funnel requires a lot of work and is not limited to sales — it also requires input from the marketing team, and the website builders or the technical crew.
Sales managers need to know how to manage people, customers and a business. They recruit and build a team, and then coach them to exceed expectations. Sales people are a client-facing, they do not just sit at the office conducting operations. Hence, they need to create conducive customer engagement strategies.
In today’s world, there are fewer opportunities to personally meet customers. The use of social media allows more customer interaction than ever before. Adaptability in the digital space and thinking like the customer are necessary parts of the job.
When handling social media accounts, it is easy to make mistakes. Social media has the advantage of direct online interaction. This create leads and opportunities for more sales.
The modern sales manager needs the same skills as before, with the added responsibility of using social media and the internet.