Sales Management: What is it? How to do it?
Posted: Tue Dec 03, 2024 6:44 am
Sales management is the practice of bringing order to an inherently messy and deeply usa phone number list human profession: sales.
But why should we care? Can't we just keep our sales work super spontaneous and fun?
No one said you can't keep sales fun and bring good sales management into your business at the same time, but it's certainly a requirement if you want to scale your sales and business .
In this guide we will quickly walk you through the following questions:
First the basics: What is sales management? What does it consist of?
What should a good sales manager do?
How can you best manage sales?
What software tools can help you?
What great books and podcasts can you check out to continue learning more?
In case you want to read only a specific topic, you can click on the appropriate section above.
Are you ready to get the full briefing in less than 10 minutes? Without further ado, let's dive in.
Sales Management Definition: What is it?
Sales management is the practice of building a successful sales team by continually building it, defining its strategies, monitoring its results, adjusting its processes, and coaching its members to consistently achieve your company's sales goals.
Divided, this means that sales management generally covers three areas:
People Management Build, coach and retain your sales team.
Leadership develop effective sales processes and sales strategies
Sales Data Analysis Track, Report and Regulate
If you actually take control of these three areas, your business will have more predictable sales. There will be no more accidental victories. You will have a solid, successful business.
Sounds like a good idea? Let’s break down what this means day by day and what concrete measures you can take.
Fotografo: Creatori di campagne
Funzioni e responsabilità di un direttore vendite
What does a sales manager need to do every day to ensure the success of his sales team?
Here are the different sales management responsibilities you need to take on.
1. Recruit, compensate, retain and evaluate a sales team
Sales is human interaction. And you don’t achieve sales greatness without a solid sales team .
This means that you need to:
Bringing great players into the sales team
Motivate people to work with the right compenso per le vendite
Keep them on the team
Evaluate their performance and take action
2. Planning and direction
Even a great team cannot function without a strategy, plan or direction .
Your job is to decide which areas to focus on, how to do it, when, etc.
Questo include:
Setting goals ( more later )
Define lead generation tactics ( more on this later )
Assign representatives to different geographies, sectors, accounts, ...
Refine your sales process
Any other help required by your representatives
Take charge of the situation, provide direction and make sure everyone is looking in the same direction.
3. Coaching Sales Representatives
There's top-level guidance, and then there's coaching sales reps to improve their day-to-day practice .
Depending on whether you are in inside sales or field sales , you will need to listen to sales conversations over the phone (live or recorded) or travel to meetings. Depending on this, you can help them understand how to approach sales conversations and be more effective. This practice is called "shadowing."
It can also be coaching on how to write more effective emails, how to write better proposals, how to negotiate better deals, etc.
But why should we care? Can't we just keep our sales work super spontaneous and fun?
No one said you can't keep sales fun and bring good sales management into your business at the same time, but it's certainly a requirement if you want to scale your sales and business .
In this guide we will quickly walk you through the following questions:
First the basics: What is sales management? What does it consist of?
What should a good sales manager do?
How can you best manage sales?
What software tools can help you?
What great books and podcasts can you check out to continue learning more?
In case you want to read only a specific topic, you can click on the appropriate section above.
Are you ready to get the full briefing in less than 10 minutes? Without further ado, let's dive in.
Sales Management Definition: What is it?
Sales management is the practice of building a successful sales team by continually building it, defining its strategies, monitoring its results, adjusting its processes, and coaching its members to consistently achieve your company's sales goals.
Divided, this means that sales management generally covers three areas:
People Management Build, coach and retain your sales team.
Leadership develop effective sales processes and sales strategies
Sales Data Analysis Track, Report and Regulate
If you actually take control of these three areas, your business will have more predictable sales. There will be no more accidental victories. You will have a solid, successful business.
Sounds like a good idea? Let’s break down what this means day by day and what concrete measures you can take.
Fotografo: Creatori di campagne
Funzioni e responsabilità di un direttore vendite
What does a sales manager need to do every day to ensure the success of his sales team?
Here are the different sales management responsibilities you need to take on.
1. Recruit, compensate, retain and evaluate a sales team
Sales is human interaction. And you don’t achieve sales greatness without a solid sales team .
This means that you need to:
Bringing great players into the sales team
Motivate people to work with the right compenso per le vendite
Keep them on the team
Evaluate their performance and take action
2. Planning and direction
Even a great team cannot function without a strategy, plan or direction .
Your job is to decide which areas to focus on, how to do it, when, etc.
Questo include:
Setting goals ( more later )
Define lead generation tactics ( more on this later )
Assign representatives to different geographies, sectors, accounts, ...
Refine your sales process
Any other help required by your representatives
Take charge of the situation, provide direction and make sure everyone is looking in the same direction.
3. Coaching Sales Representatives
There's top-level guidance, and then there's coaching sales reps to improve their day-to-day practice .
Depending on whether you are in inside sales or field sales , you will need to listen to sales conversations over the phone (live or recorded) or travel to meetings. Depending on this, you can help them understand how to approach sales conversations and be more effective. This practice is called "shadowing."
It can also be coaching on how to write more effective emails, how to write better proposals, how to negotiate better deals, etc.