There are two basic things a sales manager should do, work together with a salesperson to help him to close a deal or talk to customers to close a potential deal. The sales manager should have information about the market where he wants to develop and increase sales . The sales manager uses the Buying Power Index to help to distribute the resources and efforts considering the size and importance of each market to the strategy of the sales team. The sales managers divide the work field into ten market segments: Columbia, Jasper, Newton, Kansas City (Mo), Independence, Lee, Johnson, Kansas City (Ks) and St Joseph. The sales team using the BPI tool and a list of suspect clients, it is possible to convert them to prospect clients when the team applies a consumption profile analysis and discover the product and services that the prospect needs. The development of a personalized solution for each prospect will convert them to clients, long term clients that will guarantee a constant cash flow to the company and good revenues for the sales manager .
The benefits for a salesperson come from two ways, a fixed income that gives a secure income to the salesperson and a variable income. A salesperson using a 5% over sales with a minimum payment to the salesperson of 25,000 USD requires a minimum sale of 500,000 USD to achieve the breakeven
The outstanding performance of the salespersons is not convenient to compensate them with a higher fee but the bonus payments every six or twelve months. The use of bonds combined with the fee and a basic salary gives the salesperson the best combination of security and motivation.
The best strategy to increase sales and achieve the success is to establish clearly the sales objectives of the company and define his available resources to do that.
Reference List
Business Dictionary. (2014). buying power index (BPI). Retrieved from Business Dictionary: http://www.businessdictionary.com/definition/buying-power-index-BPI.html
Rees, M. (2008). The Top Two Things Every Sales Manager Should Do: Getting the Most From Your Sales Manager. Retrieved from Autodealer: http://www.autodealermonthly.com/channel/the-showroom/article/story/2008/03/the-top-two-things-every-sales-manager-should-do-getting-the-most-from-your-sales-manager.aspx
