Much water has flowed under the bridge since those days. With the emergence of marketing as a science, sales force management took on a new focus, and the relationship between sales and commercial management underwent significant changes.
What no one can deny in the 21st century is that there is a directly proportional relationship between commercial management and sales. In an era in which online sales management is increasing , this relationship is accentuated.
The numbers don't lie. According to one report , 70% of companies say that closing sales is their top priority. However, another study has revealed that only 2% of sales are closed in a first meeting.
The digital site Ventas 2.0 reveals a fact list of eritrea consumer email that reinforces the importance of sales management: 57% of the buyer's life cycle is completed before the buyer contacts the sales team.
According to an international report , 79% of marketing leads never turn into sales. A fact that invites us to reflect on how comprehensive and complex sales management is in any company.
If you are one of those who consider that commercial management is vital for increasing sales in the company and you want to deepen your knowledge on the subject, this post is for you.
If you continue reading, you will discover valuable secrets about the relationship between commercial management and sales. We also offer you 5 ideas for sales force management in the context of digital transformation .
Sales and commercial management: how does this relationship work?
“ Commercial management is the function that includes all the actions designed with the objective of making the company's commercial proposal known ” ( Zendesk ).
Sales management faces several challenges, including customer satisfaction and market share . These challenges have a direct impact on the sales process .
In fact, one report found that companies that deliver excellent customer experience and keep customers satisfied increase revenue by 4–8% compared to the rest of the market.
The digital site Gestiopolis defines sales as “a process by which the needs of the client must be satisfied in exchange for a benefit for the company and the seller.”
The meeting point between commercial management and sales has a lot to do with the final objective of commercial management (selling), as well as with its eminently integrative aspect.
Commercial management has a transversal character, since it covers, among others, the work of the marketing department, the sales department and the after-sales area.
Commercial management with high levels of synchronicity not only impacts sales, but also promotes organizational communication and favorably consolidates corporate identity .
If you aspire to achieve superior results, it is crucial that this spirit of collaboration and integration prevails in all areas of your company. This attitude becomes essential in the management of the sales force.
So much so that, according to an international report , 91% of high-performing sales teams collaborate with all departments to close large business deals.
The same goes for customer service. According to RightNow , 73% of users say that the reason they fall in love with a brand is when they encounter friendly customer service representatives .
According to one report , customers with an emotional connection to a brand have a 306% higher lifetime value and will recommend that company at a rate of 71%, well above the average rate of 45%.
Here is the main secret of the relationship between sales and commercial management: integration . The numbers show that if you want to increase your sales, sales management must be a common challenge in your company.
