Sales Objectives

Part of a company's marketing plan, in which common goals are identified by the marketing team, including profit margins, revenue targets, advertising, distribution partners and targeted demographics. These plans are outlined and discussed in sales meetings to insure a shared understanding between members of the marketing and sales teams.

What are the objectives of sales management?

help in good planning and proper allocation of resources
Sales management entails numerous objectives which are executed by sales managers. There are mainly three such objectives
  1. Sales Volume
  2. Contribution to profits
  3. Continuous Growth

The sales executives in this case are the ones who help implement these objectives. However it is the top management who has to outline the strategies to achieve these objectives of sales management. The top management should provide products which are socially responsible and are marketed in a manner which meets customers expectations and does not break it. Thus sales management involves a strong interaction between Sales, marketing and Top management.

Sales Management and financial results

Financial Results are another objective of sales management and are closely related and therefore sales management has financial implications as well.
Sales - Cost of Sales = Gross Profit
Gross Margin - Expenses = Net profit.
Thus the variation in Sales will directly affect the Net profit of a company. Hence maintaining and managing sales is important to keep the product / service / organization financially viable.
The Objectives of sales are therefore decided on the basis of where the organization stands and where it wants to reach. It is a collaborated effort from the top management along with the marketing managers and sales managers to provide with a targeted estimate.

Top 10 Key Objectives for Sales Managers?

We frequently ask clients to share their perspectives on the key objectives associated with their sales management effort. The answers vary a bit, but most include the following "top 10" answers:
  1. Drive sales revenue
  2. Drive profitable growth
  3. Support and empower the team
  4. Lead, motivate and retain the team
  5. Recruit, hire and "on-board" sales people as necessary 
  6. Train, coach and mentor the team / individuals as needed 
  7. Provide management with strategic information from the field relative to market trends, customer preferences and the competitive landscape
  8. Develop strategic relationships with key accounts
  9. Serve as liaison between the sales force and the company
  10. Comprehensive performance management 
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