Importance of Sales Force Management

by Dwight Chestnut ; Updated September 26, 2017
Effective sales force management can boost sales productivity significantly.

In today's information rich world, consumers and business people have access to more information and more options. For this reason, sales professionals and sales managers need to deploy sophisticated sales and sales force management tools to stay on top.


The phrase sales force management is a reference to information management systems and tools companies use to manage and track sales force production activity. The tools can vary from simple contact management software to advanced Customer Relationship Management, or CRM, software.


Sale force management information systems employ a variety of sales and marketing tools such as lead generation, contact management, call-back scheduling and performance tracking. Performance tracking is the most important pure management tool because it allows sales managers to track the productivity of their sales people.

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In today's environment, sales people have to nurture and grow business relationships with clients. For this reason, many companies use CRM systems. A CRM system is a combination of sales force management system tools and database information such product order data, inventory status and customer buying history that facilitate a more holistic customer interface and relationship-building approach to selling.

About the Author

Dwight Chestnut has been a freelance business researcher and article writer for over 18 years. He has published several business articles online and written several business ebooks. Chestnut holds a bachelor's degree in electrical engineering from the University of Mississippi (1980) and a Master of Business Administration from University of Phoenix (2004).

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