Three situations should be identified, the occurrence of which indicates to the enterprise the need to implement the system described above:
Sales volumes begin to fall. In this situation, it is necessary to check the current management system, make a SWOT analysis, adjust the development strategy, set SMART goals and proceed to the development of an action plan. According to the stages of the Shewhart-Deming cycle, adjustments must be made in sales management.
The emergence of a new sales tool (new scripts for sales department employees, a CRM platform has been implemented, new sales channels have been mastered). Any types of changes should be carried out in accordance with the management cycle. This approach will provide opportunities for the timely detection and elimination of deficiencies (before they spread throughout the system and lead to process failures).
The company begins working with macedonia email list strategically important clients (VIP buyers). To establish effective contact with such consumers, it is necessary to use the PDCA management cycle. This will ensure sustainable growth in product quality to retain the attention of clients and prevent them from leaving for competitors.
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Additional functions of the management cycle
The management cycle system includes a set of specific functions that depend on the characteristics of a particular business. As separate areas of activity, it is necessary to highlight research and development work, development and implementation of innovations, procurement, investment, marketing, sales, etc.
Let us consider the option of distributing special functions of the management cycle in a business related to sales:
Trade and operational: in departments that ensure the organization of product movement, inventory and demand management. In modern conditions, special software is used for these tasks, capable of tracking all the parameters necessary for making management decisions.
Regulatory: responsible for planning business performance, training employees, and analyzing the company's performance.
Product Analyst at the company
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Auxiliary: specific resources are needed for the normal operation of a company. In the trade sector, these may include equipping stores, replenishing stocks of goods, and concluding contracts for logistics.
Marketing: the work of these specialists in modern conditions has a significant impact on the activities of the entire organization. The task of this department is to identify demand for goods, requests from the target audience, and calculate acceptable costs and profitability levels. In addition, the search for the most effective distribution channel is carried out, which will minimize costs.
Implementation of innovations: to successfully compete in the market, it is necessary to regularly update material resources. In addition, measures are taken to improve the working conditions of personnel, which has a positive effect on productivity.