Sales management helps in the achievement of sales targets within defined deadlines through effective planning and budgeting.

Through effective sales management, individuals generate revenues and earn profits for the organization.

It is essential for the sales professionals to understand the value of time. One must fulfill commitments and there should be no turn backs in the same.

Time management and Planning play an important role in Sales Management:

• Managing time well increases productivity of an individual and also avoids forgetting important things.

• Time management ensures the completion of tasks at a much faster rate and more effectively.

• Plan your day well in advance. List out things that are important and need to be done on a priority basis.

• Prepare a task plan or a TO DO list. Jot down important things against the time assigned for each activity. Try to finish the work within the stipulated time frame. Tick the activities already done and concentrate on the remaining.

• Develop the habit of using a planner, organizer or desk calendar to avoid forgetting important tasks.

• One of the best ways to manage time is to be organized. The more you are organized, the more quickly you finish off tasks.

• Avoid keeping stacks of files and heaps of paper at your workstation. Keep your desk clean and organized. Throw away what you don’t need.

• A cluttered desk leads to negativity all around and one tends to waste his maximum time in searching documents and files. Put a label on top of each file. Keep the important documents handy.

• One must not do any work halfheartedly. Make sure you put your heart and soul in work to avoid delays.

• Human beings are not machines who can work at a stretch. Everyone needs time to rejuvenate. Do take a break for half an hour anytime during the day. Surf internet, logon to facebook, chat with your friends or do anything you like. Don’t think about work during this time. This would help you to concentrate better on work and eventually complete assignments on time. Avoid distractions while working. Don’t interfere in your colleague’s work or roam around at the workplace.

• Review your own performance regularly. Evaluate whether you have finished your work on time or not?

• Sales professionals should never be late to meetings. Don’t make the customers waiting. It is always better to start a little early to reach the venue on or before time. Make sure you are there at the venue before the customer reaches.

• Prepare an action plan as to how a particular task can be accomplished. Adopt a step by step approach. It is important to first finish one task before starting the next.

• Sales professionals must discuss various options and ideas amongst themselves and devise strategies and techniques to accomplish tasks in the best possible way. Do keep in mind the budgets allocated to each task.

• Analyze the results and outcomes of previous year’s activities and prepare a business plan. Make sure the business plan is concrete and reflects every individual’s future course of action.

• Sales representatives can focus more and concentrate better as a result of effective planning. Planning in most cases makes the future secure.

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