Sales Management

Sales management is about leading people and driving processes to sell prospects and to service customers. Sales management responsibilities include:

• Building the right sales strategy
• Hiring the right team
• Creating the right compensation plans
• Establishing effective territories and quotas
• Setting the right projections
• Motivating the team
• Tracking revenue against goals
• Resolving conflicts
• Training and coaching sales reps
• Managing processes
• Closing the sale!

Sales teams are usually the voice of the company. In many B2B companies, they may be responsible for prospecting, selling and managing existing customers. They can control the dialogue with your market, gather feedback, and deliver on your value proposition and brand promise. 

Sales Management Value

Good sales management is one of the simplest ways to increase your revenue and profitability. Your sales team can make or break marketing efforts; small improvements in skills and processes may produce substantial results.

Why is there a sales management subject in our marketing process?

• Sales and Marketing serve one purpose: to generate revenue. They should be completely aligned in their understanding of customer needs, their grasp of your message, and the processes they use to identify prospects, sell, close and manage. They should work together as a unit, providing valuable feedback to improve your strategies.
• When departments aren’t aligned, your company wastes time and opportunity. For example, when salespeople spend time rewriting literature, your message can be diluted, and your salespeople are not making sales.

With Growth Panel, you can align your marketing function with your Sales team. Match sales metrics to lead projections and final revenue targets, coach your Sales team in ways they can enhance value generated by marketing campaigns, and establish proper management controls and procedures for sales execution. Better sales management can substantially increase results for your top line.

Sales Management Tools in Growth Panel

• Design Compensation Plans:  Evaluate different compensation plan structures and commission rates. Decide between the right mix of fixed, variable and bonus compensation for your Sales team.
• Create Territories, Headcounts and Quotas:  Break your market into territories, determine the right number of people for each, and create quotas to match your revenue goals.
• Facilitate Hiring, Training and Reporting:  Create a profile of the model sales rep.  Match your brand promise and personality traits. Develop a recruiting plan, an interviewing process and evaluation criteria. Outline a training program for new reps, and determine necessary reports to measure and evaluate performance.
• Coach Sales Management and Performance Improvement:  Effectively handle performance issues that arise throughout the year. Create action plans, correct problematic behaviors, and determine when to make personnel changes.
  
  

You might need sales management help if:

• You’re not meeting your revenue targets
• You have high turnover within your Sales team
• A few top performers generate most of your revenue
• You’re not sure how to improve underperforming reps
• You’re having trouble motivating reps to exceed goals