These steps of setting sales organization consist of various points for defining the objectives of the company which are related to the sales properties such as sales execution, sales achievements, sales positions, sales executives, and so on.
So, the steps are:-
1. Define Sales Objectives
2. List the activities of achieving objectives
3. Group activities into jobs and positions
4. Assign staff to these positioning
5. Achieve co-ordination.
1. Define Sales Objectives-
This is the first or primary steps of setting sales organization and it means that it defines a sales objectives such as revenue generation, profit maximization, attainment of market shares, and so on. The objectives of sales define the various tasks which are related to the attainment, achievements, and other various measurable factors.
In this point, the business or organization gives a 100% attainment because the sales help to improve the production criteria and also improves the growth of the company so that the point is very essential to determine the sales organization and their usual setup.
2. List down the activities to achieve objectives-
This is the second steps of setting sales organization and it means that the sales is a comprehension function and comprising of various activities such as identify the potential buyers (prospects, taking appointment from the customers, giving a sales presentation, handling objections, and also closing the sales).
In the sales organization, the objectives are plays a very crucial role because It helps to target the potential prospects (buyers) and also the customers. That is the reason the objectives take place the business activities which are very useful in the development or importance of sales management. This point includes various points such as-
(i) It helps to target the potential buyers,
(ii) It helps to capture the market conditions,
(iii) Know the tastes and preferences of the consumers,
(iv) Market opportunities,
(v) And handling objections also.
3. Group activities into jobs and positions-
This is the third steps of setting a sales organization and in this step, we grouped or coordinate the business activities into various job positions. They build departmental groups according to their positions, qualifications, talents, skills, and other personality development things also.
Through this point or feature, the company helps to analyze the business activities such as sales, production, distribution and so on. For Example- Making the new customers task of client acquisition managers and similarly maintaining the relationship with the customer is the role of relationship manager.
It includes various points such as:-
(i) Build a relationship
(ii) Identifying the prospects
(iii) Grouping of jobs
(iv) Grouping of positions
4. Assign staff to these positions-
This is the fourth steps of setting a sales organization and it means that the various jobs positions are headed by various staff in sales. It indicates the better specialization policy and helps to divide the jobs according to their skills, talent, qualifications, and so on.
For Example- Making new customers will be the task of client acquisition manager and similarly maintaining the relationship with the customer is the role of relationship manager.
In any organization, the sales manager is always thinking about this because customer building and prospects identifying procedure are very conscious of this.
5. Achieve Coordination-
Coordination in sales organization ensures that all the objectives of sales are attained in a synchronous manner. Coordination ensures that there is transparency authority is clearly defined.
Sales organization ensures all the efforts of sales members are coordinating or harmony to attain the sales goal. It also includes various points such as:-
(i) This is a dynamic and ever-changing process.
(ii) This is a continuous process.
(iii) Maintain or develop group efforts.
(iv) Maintain unity of direction.
(v) Organizes the work in a synchronous manner.