The term Sales Management is self-explanatory. It refers to how managers, well manage their sales force to increase sales and efficiency to increase profits. But how exactly does one manage his or her sales force and what exactly do they do? Well the most important thing that they have to is to evaluate talent and hire salespeople who are well organized and can make sales. A sales campaign is nothing more than the quality of its sales people and it is the job of the sales manager to evaluate and hire the best talent who will have a positive impact on the business.
Apart from that, a sales manager must be well experienced in sales and have strong motivational skills. It will be the job of the sales manager to train and coach his or her sales people and strong sales skills and lots of experience are very important in coaching and training anything. The sales manager must also have motivational skills as if the manager can motivate their sales people, this will result in increased sales and profitability.
These are the three main aspects of Sales Management, evaluating talent, training and coaching your sales people, as well as to motivate your sales people to make more sales and work harder to increase profit and revenue. Apart from these three main keys of Sales Management, an effective sales manager must also have good record keeping skills and accounting experience as he or she will be required to keep track of all sales that are made by all members of his sales force and to keep track of what all his or her sales people are doing.
Sales Management is a vital aspect of any Sales Campaign. If management is poor and the sales team is not well led, this will result in lack of motivation and decreased sales as well as limited and ineffective training resulting in a decreased faith and trust in the company by the customer. It is very important that the sales manager heading any sales campaign is an effective leader. If not, this may cripple the sales campaign unless the salespeople hired do not require training or motivation.
So, we return to the question, what is exactly Sales Management? Well, sales management may be managing a sales force but there are many parts to managing a sales force. Sales Managers must motivate and train all people that they hire as well as make sure that they hire sales people who can make the sales and benefit the company. Sales Management is a crucial part of any business and thus it is very important that the sales manager hired is very well qualified for the job.
- Yale School of Management
- The Rady School at UC San Diego
- Clemson University Department of Management
- Google Corporate Information: Management
- Colorado State University - Department of Management
- Management - Wikipedia
- American Management Association
- Tom Peters Company
- Fast Company
- Boston University School of Management
- Krannert School of Management
- MIT Sloan School of Management
- School of Management Binghamton University