Monday, March 02, 2015

Chief Sales Officer or Sales Manager in the Organization.

Companies looking to implement in their business areas, two types of leaders: Commercial Manager (Chief Sales Officer -CSO) and Sales Manager.A company that is already established in a particular market, find that you need a leader who can develop a strategic plan, according to the directives of the owners or investors, ie combining adequately the growth rate of profit and volume sales.The CSO must build sales strategies and marketing on existing business model, develop the plan sales in markets where the company is competitive and predict future changes in technology, competition, market, the consumer and how these affect the business model and the strategies proposed.
CSO is one of the top managers in the organization, it is a person responsible for the field of marketing and sales. CSO’s task is the responsibility for marketing,customer relationship management, sales of products or services, for employees’ development and for aligning the objectives of the organization with customers’ needs. CSO’s main responsibility is sales of products and services, planning of sales of products and services. 
Sales managers are executives who manage and align the sales team with strategies from the business address. A dedicated sales manager directly (80%) to achieve sales targets, both in volume and sustain profitability levels in each of the comeciales transactions. Sales Managers are also called "boss" of sales due to the responsibility of organizing the work plan of the day and be focused on sales.
Why companies confuse the roles of its managers and business executives to hire?
Many companies employ a CSO to organize and direct sales, when the reality is that your need is a sales manager, to execute orders from the general direction. You are looking for a CSO if you want your company, already established in the market, is made sustainable and seek new business niches, but if you want to achieve greater market share for their products and services, you should hire a sales manager.
The CSO mainly performed:
- Comprehensive analysis of sales and marketing
- Market Analysis
- Analysis of competition
- Prepare reports and sales forecasts for Top managers
- Develop sales strategy and marketing
- Develops and controls sales plans
- Maintain relationships with customers
-Maintains national sales staff by recruiting, selecting, orienting, and training employees.
- Establishes and adjusts selling prices by monitoring costs, competition, and supply and demand.
- Interact with top management to establish goals and objectives of the entire organization.
- Represents the organization at the highest level of commercial relations
-Maintains professional and technical knowledge by attending educational workshops; reviewing professional publications; establishing personal networks; participating in professional societies.

The Sales Manager meets the following tasks:  
- Determines annual unit and gross-profit plans by implementing marketing strategies; analyzing trends and results.
- Establishes sales objectives by forecasting and developing annual sales quotas for regions and territories; projecting expected sales volume and profit for existing and new products.
- Implements national sales programs by developing field sales action plans.
- Maintains sales volume, product mix, and selling price by keeping current with supply and demand, changing trends, economic indicators, and competitors.
- Completes national sales operational requirements by scheduling and assigning employees; following up on work results.
- Maintains national sales staff job results by counseling and disciplining employees; planning, monitoring, and appraising job results.
- Contributes to team effort by accomplishing related results as needed.
- He having a bit of customers, for direct atention.
- He is an senior sales executive .


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