The Power of Sales Force Control in B2B: Optimize Results with the Right Approach

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Controlling the sales force is essential for those who sell B2B. That is, for store owners, retailers, wholesalers... In this complete guide, we will provide all the necessary information for sales managers to achieve their goals, controlling and increasing the productivity of the sales team.

What will you see in this content?
There are differences between sales force and sales force. Learn about them in this content, gain control over your sales team and improve your sales;
Improve relationships and increase the productivity of your business's human sales force by automating the right processes;
Check out tips for leadership that guarantees real results for your distributor or industry , taking advantage of your team's potential to sell to store owners, retailers and wholesalers;
Reduce errors and rework with sales systems, CRMs, ERPs and attitudes that facilitate correct decision-making for your business and much more!
And if you are a sales representative, we also have a section of the article dedicated just to you;
Test Mercos Sales Force for free and see in practice how controlling your team, customers, data, inventory and products improves your business routine!
What is sales force?
The sales force comprises a team of professionals who play a crucial role in all stages of a sales operation, aiming to achieve customer satisfaction. This sales team is responsible for meeting the needs of its target audience.

Although it focuses on external vendors, such as what does japanese phone number look like sales representatives, it can also involve areas such as marketing, support and development.

In addition to the traditional approach, it is also possible to understand the sales force as a tangible resource, represented by a sales system dedicated to bringing together all the resources necessary to optimize a commercial operation.

In this context, Mercos is the simplest, most complete and most widely used software on the market. It offers a variety of essential features, such as order and quote creation, advanced search by order, customer or representative, invoicing and simplified order viewing, among other features.


In both cases, the central objective is to improve business results . Therefore, maximizing the potential of the sales force is fundamental to business success.

Types of sales force
The first type of sales force, as explained above, is the human type. It involves professionals involved in customer satisfaction and has the characteristics mentioned above. Speaking of sales, since the sales force can be internal or external, sales representatives are part of it. They are the external salespeople who represent the departments during face-to-face and online services.

On the other hand, the internal sales force concerns salespeople who are part of the staff and work in positions such as telesales, customer service and online sales.

Sales force = sales system
In addition to the human sales force, there is another type: the sales system . In this case, it is called “The sales force”. In other words, it is a resource that helps to automate, ensure sales growth and organize sales operations. Through this tool, it is possible to:

issue orders
manage products, customers, representatives and inventory
access data about the target audience
enter and access trade policies
evaluate performance reports and graphs
schedule and follow up on visits, calls and contacts
highlight promotions and sell online.

Sales force automation: what is it and how to do it?
In general, the manager needs to simultaneously monitor sales, plan resource allocation, measure the performance of sales representatives, report to superiors, achieve sales targets , study the market and keep track of inventory. This is the daily routine of many sales managers in industries and distributors.

However, even though this is common, it doesn't mean it's easy. You need to have as many tools as possible to make your work simpler and more fluid . At this point, automation is a great ally.

It allows the entire sales process to rely on technology to resolve time-consuming day-to-day tasks — while management itself monitors the processes in the palm of their hand.

Basically, sales force automation is the hiring of tools that facilitate the work routine of all professionals involved in the task of delivering customer satisfaction. CRMs, ERPs, sales systems , B2B e-commerce … All of these resources are valid for this purpose.