How a sales department is organized to meet customer needs

How to Find New Customers and Increase Sales |

how a sales department is organized to meet customer needs

Every organization wants its salespeople to be successful -- that is, close more sales. you can expect to see an increase in your sales team's closing ratio and remote access to timely and critical customer and sales information through a "And since they're going to need to be able to draw up or edit. What are customer needs and how do you identify, understand and meet internal teams at your organization, like your sales team, customer support team, and. The sales team doesn't have the right relationships, marketing reported. How should we organize ourselves accordingly, and what aspects of our .. This multichannel strategy meets customers' needs and streamlines costs.

Networking has also taken a 21st Century twist on the Internet, with the rise in popularity of such websites as LinkedInFacebookand Plaxo. Many businesses find that this type of networking, making contacts through friends or former colleagues, can lead to new customers. Develop champions of your products. Use business contacts who have been happy with your products to help generate references and referrals.

Once you have sold to them, customers can help you sell to others by offering positive testimonials and leveraging a refer-a-friend campaign created by your business.

This technique also employs word-of-mouth marketing. Help customers help you by giving them the ammunition they need to tell your story to others. Look at non-competitive products or services that are reaching out to the same audiences to see if there are ways you can collaborate through shared outreach efforts such as newsletters, mailings online and offline or co-branding opportunities.

You probably can uncover a handful of like-minded products or services that are talking to your customers, Arnof-Fenn says. Suggest to these business owners ways your businesses can support each other. Your customers will see joint efforts as a value-added opportunity to reinforce their choice of brands.

There are all sorts of tools these days through which you can drive potential new customers to your website. Search engine optimization SEO -- using keywords and other techniques to make your site appear on the first page of listings on search engines -- has become an art form.

In addition, there are a growing number of paid SEO consultants who can help you use all the tricks and techniques to improve your search results.

You can also use a variety of blogs, chat rooms, podcasts, and webinars to generate awareness for your website and company. A website is a dynamic tool not a one-time experience. The top search engines are constantly updating their algorithms, so you must monitor your website on a regular basis to make sure your keywords are leading customers to you. Make sure you are keeping your website up to date with fresh content so your customers come back often for more. Typically businesses are encouraged to spend 3 to 5 percent of their revenue on advertising, but a small business needs to make sure that advertising is effective, Osteryoung says.

One way to do this is to ask your customers where they heard about you so that you can measure what is effective. In addition, you also have to carefully pick your markets for advertising to make sure you're reaching your target audience. If you're targeting an older audience, newspaper ads might be the way to go. Sell More to Existing Customers In order to increase sales, many businesses believe the only way is to find new customers, but a number of experts say that this strategy leaves out an obvious potential source of new sales.

It's much easier to get an existing customer to buy from you than to convince a new customer to take the plunge.

They already trust you. It is what creates customers and generates income, guides the future course of a business and defines whether it will be a success or a failure.

Without marketing, a business is like sitting in the dark and expecting people to find you without a light. Marketing can be done without a marketing team, but you cannot expect to go too far or succeed by marketing on your own. For a sustained marketing effort, a business of any size requires a dedicated marketing department or a marketing team.

Free Micro-eMBA Module #7: Marketing Your Products/Services and Promoting Your Organization

Marketing is the way to announce the availability of a commodity, service, idea or a brand to the world in such a way that people are interested in it and wish to acquire it and use it. It promotes and establishes a business in its niche, based on the products or services the business is offering.

It identifies the areas in which the product fits and where the business should focus its marketing strategy and, therefore, spend its budget for the maximum coverage and results. The marketing department helps a business to do the following: Build relationship with the audience: Creates awareness of the business and its products as well as provide inputs that create interest for the audience.

It brings in new customers and creates new business opportunities for the enterprise. It engages existing customers, tries to understand them and hear what they have to say. It monitors the competition, creates new ideas, identifies outlets, plans the strategy to involve customers and retain them.

Finally, the aim of the marketing department is to generate revenue. All its activities are aimed at broadening the customer base and finding opportunities that would create more revenue for the enterprise. It organizes all the activities that are concerned with marketing and promotion. It may consist of a single person or a group of people working in a hierarchal system who are responsible for bringing the product of the business to the attention of its targeted customers.

Since this department is the key to your revenue and business activity, it requires people who have the skills for dealing with people and understanding what they require. There is no hard and fast rule to the organization of a marketing department, which depends entirely upon the needs of the business, its size and the amount of money that it wants to spend on marketing.

But a typical marketing department in a large business operation is organized as follows: The responsibilities of CMO lie in the decision making within the process of the development of the major marketing strategies, as well as running the marketing department.

CMO is also answerable to the Board of Directors or the Management about the results of the marketing strategies. The person in this role is responsible for all the marketing strategies that are created and implemented. With his tasks he assists the CMO of the company.

Marketing Department: Organization, Tools & Responsibilities

He is answerable to the Marketing Director. His responsibility is the implementation of the marketing strategies of the organization. He works with the marketing manager in determining the strategies, messages, and media to be employed for marketing. Marketing Manager works under the vice president marketing and assists him with the implementation of all marketing strategies including creating messages or advertisements for marketing, choosing the medium of displaying the messages, which might include print media, television, banners and hoarding, website and social media marketingetc.

A marketing manager is also responsible for managing the other employees of the department. There may be one or several marketing managers depending upon the size and requirements of the business. Marketing Analyst or Researchers: These individuals are responsible for research and analysis that drives the marketing department and guides its marketing strategies by finding out about the target customers and the competition of the business.

Marketing Analysts employ marketing tools such as surveys or studies to discover information that may be useful for marketing. They report to the marketing manager. Public Relation Officer is in charge of managing the reputation and goodwill of the company.

Marketing Department: Organization, Tools & Responsibilities

His job is to create understanding of the clients and try to influence their thinking and behavior. With the internet becoming a major player in marketing, a company benefits from the services of Social Media Experts SME and creative services.

how a sales department is organized to meet customer needs

While the SMEs concentrate on marketing the business and its service on the internet so that more people become aware of it, the creative services take care of designing and presentation part of the business, these include websites, web pages, brochures, booklets, flyers, advertisements, mailers and e-mailers, and all other promotional material that is required by the marketing department. Because there are so many options, before purchasing any CRM tool you would need to answer the following questions to make the most suitable choice for your unique team: Is it easy to learn and use?

How can I customize it to fit my needs? Are there cross-platform integrations? Will it notify me when I need to take action? Does it offer accurate sales reporting? Is it mobile friendly? Can I access it from anywhere? Tips and Tricks Your sales process should be simple and save you time, not take up more of it. The more time you put in, the more you should get out. For busy salespeople, apps such as Evernote, Any. Also, sales managers can work with a content team to develop content marketing material, or articles that build value around their product or service.

how a sales department is organized to meet customer needs

After all, selling is an ongoing process: In the same way trials or testers are used to make products more attainable, content can help customers become familiar with your services, especially if it solves a highly relevant problem. The reason for this is that the more intimate they are with the product, the better than can bring insight to potential customers.

Great content is more likely to move consumers along the sales cycle than a salesperson alone would. In fact, great content is what often makes the introduction to potential buyers. Planning is a vital part achieving results. Careers There are quite a few sales management jobs, but they all hold similar responsibilities — refining the sales process and making sure the company moves in a forward direction to hit its goals. Those who manage sales can be anyone from a director of sales, district sales manager, general manager, regional sales manager, sales and marketing vice president, sales supervisor, and a vice president of sales.

Some of the titles may even be interchangeable depending on the size and structure of your company. Sales managers can come from a variety of backgrounds. Next Steps Ready to learn more? There's plenty to learn and work on. Once you make the decision to start or improve your sales management process, you can start by: Reading sales management books or blogs. Reading the sales glossary below, to brush up on your sales vocabulary. Check out our Global Sales Performance Review for a global insight into how others sell.

Key terms [Sales glossary] Activity-based selling - The theory that you can close more deals by focusing on the activities you can control, such as the number of calls or appointments made, rather than focusing on results, or making a certain amount of money in sales. Close ratio - Number of deals you close compared to the number of deals you have presented.