Most marketing managers today specialize on many marketing practices including advertising, customer relationship management, direct marketing, product promotion, and more; but often ignores sales. Sales is the most important marketing practice which earns profit and includes closest contact to the customer. Most surveys across the world show that customers are not that much satisfied with sales staff of companies. You don’t want your company name included in that list, do you?

The major reason for poor customer service is poorly trained and under-educated sales staff. Most companies barely demand their sales representative for sell products and never guide them in how to do that. The second reason is poor sales management. Most sales and marketing managers lack the experience of training. They never understand their customer needs and their sales staff needs. The solutions are simple.

• Train your sales representatives. Make them fit to interact with customers in a manner that reflect your company reputation.
• Equip your sales staff with necessary tools and technologies.
• Always plan sales processes with customer perspective. What they want from you? And what you are giving them? Is that enough, cheap and are they satisfied?
• Offer performance based commission and rewards for your sales staff – it is good to not set monthly targets – and demand feedbacks from them. Give them more power; as “With power comes Responsibility”.