Sales Administrators: Key To Your Team’s Success: Part One Of Two

Sales Administrator SuccessThe administration aspect of a sales company is one that is often overlooked, but the components that make up this department are vital to the success of a business.

A sales management team needs to ensure that all bases are covered when examining the administrative aspects of the various parts of a company’s operations.

According to Heather Kivett, president of Resolution Systems, Inc., a sales training and consulting firm, there are four parts of administration that need to be examined. Database management, sales call followup, report generation and detail work.

Sales call followup for representatives

A management team may want to follow up with representatives after they complete a sales call. An administrator has to ensure that there is movement within the overall process so that potential clients can be identified, according to the executive.

There has to be a record of what happened with the call, and whether there has been a deal that was closed, a contact that was established or a future buyer that was identified. Whatever transpired during the correspondence has to be tracked and recorded, said Kivett.

“It is going to affect forecasting, as the follow up finds out where they are in process and the potential next steps,” noted the executive. “It affects forecasting because it tells you where it is in your pipeline and when the deal could be closed, specifically in which quarter.”

Kivett noted that when you get a pipeline report and sit down with the manager the data is already in there and you can speak in an intelligent way about it.

Database management for a sales team

Database management puts facts into categories, it makes it easier to organize the accounts and it lets the representative know where in the process the correspondence has left them. It also helps the salesperson identify the specific verticals that someone is working in, which can lead to more business.

“If a representative is working with 25 manufacturers and there are 100 manufacturers in that territory and vertical, the salesperson needs to find out who the other 75 companies are,” said Kivett. “It lets the rep know what needs to be done and can prepare them for the eventual prospecting.”

One of the most overlooked and underutilized aspects of a company is database management. The executive noted that she had never encountered a business that had this aspect under control and effectively organized.