Effective Sales Management

The role of a manager in any function is to deliver results through people.

In any organisation the sales function has a high profile - they are the revenue generators! Sales people are tuned into goals and targets. It is probably the most easily measured role in any business.

The sales managers' effectiveness in leading and managing the sales team will be a key factor in their performance and consequently the company's performance.

Our approach to sales management is to use our "Leader / Manager Model" as an overall framework. The concepts described in the model and relevant to all functions and can be customised to the sales manager role.

Example Contents...

• The leader / manager role. What is management? What is leadership?

• Influencing and communication styles for leaders

• Managing performance - objectives, targets and measurement

• Understanding the motivators of the people in the sales team

• Reviewing and developing sales performance

• Developing the team, managing field-based sales people

• Field accompaniment - the opportunities for coaching and development

• Making sales meetings effective