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📘 Sales Management Policy — Local Presence Requirement

1. Purpose

To ensure effective supervision, disciplined execution, and stronger client engagement within the Sales Division of Merciglobal Cloud ERP, this policy mandates that the Sales Manager must be physically located in the same city as the Sales Executives reporting to them.

2. Policy Statement

Sales Managers are required to reside and operate in the same city as their assigned Sales Executives. This local presence guarantees:

  • 🟢 Real-time field support
  • 🟢 Immediate decision-making
  • 🟢 Better oversight of team performance
  • 🟢 Higher client engagement and trust

3. Rationale

A. Real-Time Field Support

Sales Executives frequently require quick, on-the-spot support, especially during:

  • Objection handling during client meetings
  • Product demos or walkthroughs
  • Negotiation discussions
  • Closing deals

A local Sales Manager enables smoother and faster interventions, thereby accelerating deal closures.

B. Strong Monitoring & Accountability

Remote management limits the ability to enforce sales discipline. A local manager enables:

  • Morning huddles and goal setting
  • Evening reviews and reporting
  • Surprise field visits
  • Weekly action planning

This fosters responsibility, consistency, and goal-oriented performance.

C. Higher Conversion & Client Trust

Clients often demand senior representation for critical stages like negotiation or escalations. A locally available Sales Manager ensures:

  • Increased credibility during client visits
  • Effective handling of escalations and objections
  • Direct involvement in final negotiations
  • Strengthened client relationships

This translates to better conversion ratios and long-term client trust.

D. Coordination with Other Departments

Sales does not work in isolation. Real-time coordination with:

  • 🛠️ Projects Team (for implementation alignment)
  • 💳 Accounts Team (for invoicing and collections)

requires on-ground resolution and proper handovers, which are only possible with local managerial presence.

E. Understanding Local Market Dynamics

Each region or city has its unique:

  • Business etiquette
  • Negotiation culture
  • Localized objections and client psychology

A Sales Manager in the same city is better equipped to adapt strategies to local realities.

4. Mandatory Requirement

Effective immediately:

  • Sales Managers must be appointed in the same city as their team of Sales Executives
  • Remote management will not be permitted
  • Any exception requires written approval from top management with a valid business case

5. Expected Outcomes

  • ✅ Improved team discipline and structure
  • ✅ Faster sales cycle and deal closures
  • ✅ Enhanced client satisfaction and trust
  • ✅ Strong inter-departmental collaboration
  • ✅ Higher accountability within the Sales function
  • ✅ Better forecast accuracy and revenue predictability

💡 For Merciglobal Teams

This policy reinforces Merciglobal Cloud ERP’s commitment to:

  • Building a high-performing sales culture
  • Delivering exceptional client experiences
  • Strengthening regional market penetration