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Object Required
To focus on reducing company expenses to proper management of sales activities in order to increase profit
Principle
Create a strategy for the projects initiations, execution ,and closure
Theory
Sales Management can be defined as the overall function ofplanning, directing, and controlling the personal selling activities of abusiness. It involves not only managing the sales team but also overseeing thestrategies, tactics, and processes that drive sales.
The key components ofsales management include:
1. Sales Planning:Setting sales targets, forecasting demand, and determining the strategies toachieve business goals.
2. Sales TeamManagement: Recruiting, training, motivating, and monitoring theperformance of sales staff to ensure they meet targets.
3. Sales Strategy:Developing a comprehensive plan that includes pricing, customer segmentation,and sales channels.
4. CustomerRelationship Management (CRM): Building and maintaining strongrelationships with customers through effective communication and service.
5. PerformanceTracking and Evaluation: Monitoring sales metrics, analyzing data, andmaking adjustments to improve the sales process and team performance.
6. Sales Operations:Managing the day-to-day activities and logistics that support the sales team,including territory management, lead generation, and reporting.
Conclusion
Sales managementresponsibilities
You’re responsible for the sales team's success as a salesmanager. You’ll perform different tasks, including:
Recruiting: Youhire and on-board new salespeople as your team grow.
Training: You’reresponsible for ensuring your salespeople deliver the best possible customerexperience and meet their sales targets. This means identifying training gaps,modelling good sales behaviours, training, coaching, and mentoring.
Shadowing: To getto know your salespeople and their interactions with customers, you need to beout in the field with them, on calls, and learn how their behaviours map ontotheir results on key performance indicators (KPIs).
Some of the maingoals of sales management include:
Revenue generation
Increased sales volume
Sustained profits
Sales department growth
Market leadership
Prospect conversions/ motivating the sales
Published Date
30 Sep, 2024
