Sales management is the organisation of people as well as resources to effectively produce the desired goal. These long-term goals can have a vast scope, however, these are generally:
- Increased sales volumes, as well as
- Contribution to profits and continuous growth.
To achieve these objectives, sales managers have significant responsibilities including, but not limited to, the following:
- Demand/sales forecasting,
- Establishing quota and objectives,
- Budgeting,
- Organisation,
- Recruitment,
- Training,
- Compensation, and
- Sales performance evaluation.
Ultimately, the most vital role of sales management is not to manage sales but rather to manage the individuals whose responsibility it is to make the sales.
The different parts of the sales management process
To break this down further, the sales management process is split into three separate areas:
- Managing people
- Planning and strategy
- Improving sales capabilities
Sales managers have one of the most crucial roles in any organisation. Without such a manager, a sales team will most likely not make much progress. A good manager organises and drives their sales team to achieve their goals of increased revenue as well as productivity. The tone – in addition to culture – of the sales teams, created by sales management, can help generate passion and boost morale among individual reps.
