How effective are sales organizational structures?
The effectiveness of sales organizational structures shows how well they help achieve the company's planned indicators, determined by its potential, and allow for the streamlining of the joint work of all subsystems with optimal costs.
There are two types of sales organizational structures:
Single-stage . In this case, the company is indonesia email database managed by one boss and has several managers reporting to him. Small and medium-sized businesses, as well as organizations where personal connections matter, can operate this way.
Two-stage . In this case, the company has a department and subdepartments. The head of the department sets goals for the heads of subdepartments, and they determine the tasks of sales managers. This structure is typical for large businesses, especially if its divisions are located in different cities.
It is also necessary to observe the hierarchy and regulate the responsibilities of all participants: the head of the department, the line manager, and the sales department staff.
How to evaluate the effectiveness of direct sales?
Direct sales involve selling products directly from the manufacturer. The effectiveness of such sales is determined by their volume, average check amount, conversion by stages of the sales funnel, repeat sales, and the percentage of refusals.
What influences sales efficiency?
List of factors influencing sales:
general market dynamics;
seasonal fluctuations in sales;
presence of competitors;
legislative norms;
product range;
pricing policy;
buyers;
distribution channels;
company employees;
the company's behavior in the market (activity).
To conduct a qualitative analysis, it is necessary to take a limited number of indicators (usually 5-9), so that the attention of managers is concentrated on the most important points and is not scattered in a large amount of information.
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