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.
5. Sales Training
Training and development of sales teams are critical components of a sales manager’s job description. The better the sales teams perform, the brighter the light that will shine on the sales manager once targets have been met and surpassed.
6. Deciding On Sales Areas
Every sales team and salesperson must know exactly where they can and can’t participate in sales activities, and it is the responsibility of the sales manager to decide on the sales territories for the sales personnel under their management.
7. Managing Sales Force
Finally, a sales manager must be able to efficiently manage and motivate the entire sales force. This includes regular check-ins with team leaders, and constant monitoring of sales performance throughout sales campaigns.
Are you a professional sales manager in the making? The accredited Sales Management course from DSM is the ideal qualification for individuals looking to break into the sales sector at a management level. This course will take you through the fundamentals of sales management, and give you the practical skills needed to manage sales for any organisation on any level.
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