What are some logical objectives of a typical corporate sales & marketing team?

• Sales Growth
• Sales Force Turnover
• Repeat Customers
• Up-Sell Strategies

In engaging of customer prospects, sales forces drive revenue for their respective businesses. These strategies and objectives of the sales force are aimed at increasing revenue growth while reducing the cost of marketing and increasing profitability (Ingram, 2013).   Sales growth is quite simply raising the total number of sales each period; term, quarter, etc. In a retail environment, those in the sales force record the number of customers served daily, and managers view those detailed reports in terms of volume. Sales force turnover is a real area of concern, as new salespeople sometime crumble under the pressures of deadlines and stresses/demands of the job (Ingram, 2013). This obviously speaks to inefficiencies and poor customer satisfaction ratings, so most managers try to minimize turnover rates in the sales force and to increase sales production and reduces training/orientation costs (Ingram, 2013).  Some describe repeat customers as a business’s lifeblood. To set an objective for a sales team to increase sales to repeat customers builds consistency and relationships. Repeat customers can sometimes turn into your business’s best champion or cheerleader. Employing strategies to upsell can build upon an already existing sales. This is evident in situations where customers approach the salesperson about a product (Ingram, 2013).  In short, upselling is a strategy used to add to; multiply, or extend a sales that a customer has already placed. Additional benefits to upselling include reduction in inventory holding costs, reducing the inventory cycle time, and the overall boost to profitability (Ingram, 2013).

?Identify, anticipate, predict, and satisfy customer needs and desires.

?Increase market share

?To grow in brand recognition

?Grow size of sales & repeatability

?Develop new Products

So when looking at the logical objectives of a typical corporate sales & marketing team, a manager must also look past the present and look towards the future. That is why team members are led by managers to identify the wants; needs, or desires of their target mix (Riley, 2012). Once marketing specialists have identified the needs of their objective market, anticipation comes next. This would involve using surveys, business trends, technology, and more to get a feel for where the market may be heading. This also helps highlight areas of improvement that may need investment before the market passes them by. (Riley, 2012). Once predictions have been decided upon, satisfying the customer becomes the primary objective of the corporate sales & marketing team. 

 By completing the steps listed above of identifying, anticipating, predicting, and satisfying the needs of a customer, the sales and marketing team has readied themselves for bigger things. Laying the foundation that they have will place them in a good position to increase market share for a group or product (Riley, 2012). This helps them to grow in brand recognition, to grow the size of their sales; the repeatability of their customers sales transactions, and the development and marketability of new product lines (Riley, 2012). Creating interest in new products and services may keep the product at the heart of the sales & marketing teams objectives first and foremost in the public’s eyes (Riley, 2012).  

References

Ingram, D. (2013). Examples of Sales Force Objectives & Strategies.  Retrieved from https://smallbusiness.chron.com/examples- sales- force-objectives-strategies-11011.html

Riley, J. (2012). Introduction to marketing objectives.  https://www.tutor2u.net/business/marketing/planning_setting_o bjectives.asp