The list of functions that the ROP must perform is determined by the employer. In one company, the goal may be to form a strong team. In another, it may be to create and implement scripts for the sales funnel, or analyze CRM systems, select the appropriate one, and implement it in the organization. The job description of the head of the sales department specifies his main functions.
Carries out strategic management h3
This is everything that relates to sales: brand positioning, conducting a SWOT analysis, dividing the target audience into groups, developing or improving a unique selling proposition. These are the responsibilities of the ROP, not an ordinary specialist.
Job responsibilities of the head of the sales department
Source: shutterstock.com
ROP solves the following tasks:
Develops a sales plan . If the why purchase dentist database from us business is just starting out, the ROP sets plans. For companies that have occupied a certain market share, the design is built on the basis of existing metrics. Such a strategic document as a sales plan contains financial goals, forecasts for the number of transactions and ways to achieve them. If the ROP does not participate in its development, there are risks that these benchmarks will not be achieved.
Helps improve the consumer qualities of a product/service. It is the ROP who analyzes the feedback and in this sense is much closer to the customers than technologists and product testing specialists. He knows all the pros/cons of the product, as he is familiar with the reviews, understands whether the customers are satisfied with the quality. If it is necessary to optimize the product characteristics, the ROP initiates an update of the product line.
Engaged in developing a sales strategy. The basis is company statistics and a customer profile. The sales strategy is based on answers to a number of questions. What are the main needs of customers? How to work with objections and bring potential buyers to purchase? What are the ways to retain customers and how to make additional sales? Which segment of customers is a priority in terms of income and loyalty? The sales manager and marketers work on the answers to these questions.