The SEO (Sales Executive Officer) is ultimately responsible for sales. To perform this function properly, a powerful management tool is required. That is the SalesLine. The SEO provides insight into the development of sales activities on a policy basis and the senior sales can therefore better guide the salespeople.
Building a Sales Line in four phases. The responsibility for the structure lies with the SEO. The SEO and senior sales ensure that standardization takes place with limited room for negotiation.
Define sales phases
The first phase is to define the sales phases. The various activities are visualized in the phase. The salesperson enters into a conversation with the customer and determines whether the customer meets the target group requirements. During the conversation it will become clear whether there is a match. If this is the case, price negotiations will follow and the sales conditions and delivery conditions will be discussed. The agreement will then be confirmed in writing, for example in a quotation. The quotation is approved in advance by senior sales. After confirmation from the customer, the contract follows.
Time phases in sales
Agreements and negotiations cannot last forever. Time is money. Time periods are established for the various activities of the seller. The action plan is drawn up based on your own experiences within the company and in view of what the market is doing. This applies to the phases of sales conversations, negotiation conversations, quotation duration and contract signing.
Capturing data
From the first discussions with the customer or prospect, senior sales records all information in the CRM system (Customer Relationship Management). All entered data can generate the necessary information at any time and for every sales person involved. The CRM system also gives SEO and senior sales the opportunity to have insight into the sales portfolio at all times and to make adjustments if necessary.
Sales forecast
The foregoing lays the foundation for the sales forecast. All deals from all sellers are combined, allowing a future forecast to be presented. The SEO and senior sales prepare this. The sales forecast is then approved in the meeting between the CEO, CFO, CMO and SEO.
A well-established Sales Line is important for every company employee. The CEO for the sustainability of the company, the CFO for liquidity, the HR manager for the right staff and the production manager for delivery.
