However, I believe the importance of sales reports is sometimes lost when it comes to individual sales representatives. Sales reports are extremely important for sales directors since they’re the primary tool with which they can track sales revenue, opportunity status, pipeline health and any number of metrics you choose when making a sales report. What is the importance of sales reports in business?
The day to day work of a sales manager is incredibly complex meaning they need as much support as possible, not only to take some of the pressure off themselves but to support the teams selling on the front line too. I’m essentially there to support the sales director in keeping the sales processes running as smoothly as possible. It seems your role requires you do be in many places at once, wouldn’t you say?Įxactly. Having a person who works as a go between makes sure everyone is working off the same page.
However, if there is a disconnect between the two teams and general confusion about exactly what type of collateral is needed, it can cause a real kink in sales process efficiency. Work as a link between the marketing department and sales.įrom my experience, many companies lack a clear line of communication between these two departments despite the close proximity within which they work.įor example, marketing are often charged with producing the content sales teams need to help with selling.Ensure they have the necessary sales collateral to support their pitching.Effectively track the performance of our sales team.I guess one way you could put it is a sort of “sales chauffeur,” allowing the sales manager to focus on helping their team sell better, faster and close more deals. My role is to provide support to the sales manger by implementing sales processes, organizing sales training sessions, tracking KPIs, forming the weekly sales report etc. Marta, how would you describe your position as Sales Operations Manager at ForceManager? As a head consultant at the Barna Consulting Group she lead projects at various multinationals working to improve their field sales performance. Since starting her career Marta found herself drawn to sales, particularly the development and implementation of processes and sales training programs. Marta graduated from the Polytechnic University of Catalonia with a both a degree and masters in industrial engineering, specializing in industrial organization and management. Marta is the Sales Operations Director here at ForceManager and personally, I don’t think there’s anyone better qualified to explain the importance of sales reports in business.īut before we get stuck into it, let me give you a little more on her background. The Importance of Sales Reports: An Interview with Marta Segarraįor this article I wanted to conduct a brief, but in-depth interview with Marta Segarra They help managers to monitor the performance of their sales team, plan effective sales strategies, decide on a sales forecasting process and most importantly, maintain or reduce the length of the sales cycle. The importance of sales reports cannot be overestimated.