Making sales is a huge part of ensuring that an organisation has regular cashflow. When a business doesn’t reach its sales targets, it could spell disaster for the entire company. This means that sales management is one of the most important roles in any business – no matter what products or, alternatively, services they sell. While it might sound self-explanatory, sales management actually involves more than just trying to get sales figures higher than the previous quarter. This article looks at seven activities that fall into the scope of sales management.
7 Activities that fall into the scope of sales management
1. Planning & Forecasting
Project managers must be able to anticipate and identify future sales opportunities for the company and carefully plan the specific sales-related activities that will be required well in advance.
2. Structure Of Sales Team
The team responsible for a company’s sales is called the ‘sales organization’. It is up to the sales manager to decide just how this organization of sales personnel is going to look, and which functions each individual will fulfil.
3. Sales Budgeting
Once a sales opportunity has been identified, and the plan has started taking shape, a sales manager should be able to determine an estimated sales budget or the expenses to be incurred throughout the sales activities.
4. HR Planning & Hiring
A sales manager is also responsible for estimating how many salespersons, sales teams, and sales organizations will be required to achieve the desired outcomes, and is expected to take on the hiring and firing of sales personnel.