Discern the Basic Ingredients of Successful Sales Management
There’s plenty to learn in grasping the basics of sales management. Recruiting and nurturing successful sales managers can be an in-depth process, and one that involves serious mining of the intellectual faculties. Good sales managers have many dominant qualities, including the ability to develop the sales operating plan for your business unit in concert with other departments; people development skills to execute the operating plan through hiring, coaching and leading the right people for the right tasks; and the nous to manage revenue and profit by monitoring, controlling and reviewing sales, business, customer and competitor activity.
These are traits you’ll need to hone in your sales managers. Training is paramount here: every sales person benefits from targeted coaching, and your managers should be no different in this area. In turn, your managers can become great mentors for those within your business. It’s important you know when to appoint sales managers. At what point in your business’ growth can you afford to promote someone to a managerial role? And who should you pick? Contrary to popular belief, top sales people and high performers don’t always necessarily make the best managers.
It’s a nebulous area, but with the right framework in place and a focus on the key attributes you expect from managers overseeing sales in your market, you can appoint and develop the best managers for the tasks at hand. The material in this book aims to help you discern the basic ingredients of successful sales management – and aid you in understanding that you are part of an enterprising, progressive industry that is changing the world for the better.
Remember: everybody lives by selling something.
We hope you enjoy this book.